Our friends at Inside View created this awesome infographic that gathers together many statistics, ideas and examples about using social media to help drive leads and sales for B2B companies. You can look through the stats yourself, but here are some to consider: 61% of US Marketers Use Social Media to Increase Lead Gen IBM saw an [...]
Monday, February 6, 2012
Social media works best for B2B companies when people connect directly around topics they are passionate about. Connections work even better when no one in the group is pushing a particular agenda. This allows the focus of the communications to be around joint learning, which draws crowds, versus thinly disguised sales pitches, which drives everyone [...]
Tuesday, January 31, 2012
B2B marketers understand that they are operating in a different environment for a variety of reasons. These include a tighter economy, more rigor around business decision-making and the growing importance of social media in all B2B industries. Two recent charts with survey data from Marketing Sherpa show a changing landscape of B2B transactions. The first shows [...]
Friday, November 11, 2011
Many B2B marketers approach their social media programs from a tactic entry point. There is pressure to get started. Sometimes that pressure is from above. Sometimes it’s from below. There can even be pressure from the industry and competitors. This is why so many blog posts about social media focus on the tactics. They answer [...]
Tuesday, October 4, 2011
A social approach does not alter the fundamental ingredients for B2B selling success: building trust and cultivating relationships. However, it does enable new selling tactics along the sales process that align more naturally to the changing behaviors of customers and prospects in a networked world. 1. Create the Foundation for Social Selling A prerequisite for social selling [...]
Monday, July 25, 2011
One of the biggest differentiators in B2B marketing is that a B2B purchase decision is not usually a solo effort- its a group decision. In most cases a team of people review the potential purchase, and in many situations there's a senior level person who has to approve the purchase. So how can you use social media to influence the group buying decision? Are there ways to position your business ahead of your competition?
Monday, February 21, 2011
If you’ve read any of my other pieces on Social Media B2B, you’ll know that I live by the Listen, Connect, Engage model. It’s simple and highly effective for leveraging social intelligence to improve sales productivity and customer engagement success. Today, in the third part of the Social Selling Throughout the B2B Sales Cycle series, [...]
Monday, October 11, 2010
I recently wrote about how intelligence is different, and much more valuable, than data for the B2B sales professional. I described intelligence as going far beyond the basic facts and figures about companies, and creating a broader view of the prospect, which incorporates recent business events, social conversations and social relationships. In other words, social [...]
Tuesday, September 7, 2010
Gone are the days of mass marketing and generic sales tactics. B2B customers today are savvier, less patient and have higher expectations for personalized communications to drive their purchasing decisions. Spam emails, newsletters and webinar invites are just about as effective as sending your prospect last week’s newspaper, and not surprisingly have low success rates. [...]
Monday, August 16, 2010
Social selling is a revolution, and like all revolutions, the transition from traditional practices to modern application is laced with lessons learned and innovative processes to conquer mundane tasks. The revolution of the B2B selling process through social selling is no exception. Social selling has skyrocketed in popularity thanks to easy-to-use and easy-to-implement technologies and [...]
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Thursday, March 29, 2012
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