The Revolution of Social Selling for B2B Companies
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...
View ArticleThe Changing Role of the B2B Sales Rep in Social Selling
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...
View ArticleB2B Social Selling Meets CRM
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...
View ArticleHow to Use B2B Social Media for More Efficient Lead Qualification
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...
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5 Ways To Influence B2B Group Buying Decisions
One of the biggest differentiators in B2B marketing is that a B2B purchase decision is not usually a solo effort. It is a group decision. In most cases a team of people review the potential purchase,...
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6 Steps to Socialize Your B2B Selling
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...
View ArticleApproach Your B2B Social Media Strategy from Many Sides
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...
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Social Media Supports Changing B2B Buying Landscape
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...
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Drive B2B Channel Sales With Social Media Content
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....
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Generate More Leads with B2B Social Media [Infographic]
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...
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Ways to Improve a B2B Cold Sales Call and Make it Social
Yesterday my cell phone rang and it was a Raleigh NC number that I didn’t recognize. I often get calls from numbers that I don’t recognize, but since I live in the Raleigh area, I answered this call....
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7 Ways Your Sales Team Can Get Results with B2B Social Media
Are your salespeople actively engaged in social media as part of their lead generation efforts? If not, they (and your business) are missing out on great opportunities for researching potential B2B...
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How B2B Professionals Can Use Content for Personal Branding
I recently recorded a video conversation with my friend Tom Skotidas. He is the founder of Skotidas, Asia Pacific’s leader in B2B Social Media Lead Generation. This is the first of several...
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Marketing Team Drives B2B Social Selling Success
My friend Tom Skotidas and I recorded a video conversation defining social selling. He is the founder of Skotidas, Asia Pacific’s leader in B2B Social Media Lead Generation. Social selling, or...
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B2B Sales Pros Need to Create Demand with Content Marketing
I recorded another video conversation with my friend Tom Skotidas. He is the founder of Skotidas, Asia Pacific’s leader in B2B Social Media Lead Generation. We have been talking about the intersection...
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5 Ways to Use Your LinkedIn Profile to Attract Inbound B2B Leads
My friend Tom Skotidas and I are at it again and this time we talked about how anyone, but especially B2B sales pros, can use their LinkedIn profile to attract inbound leads. Tom calls this inbound...
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10 Keys for Starting a B2B LinkedIn Group to Generate Leads
My friend Tom Skotidas and I recently talked about the keys to starting a LinkedIn Group as a means to generate leads for B2B companies. He is the founder of Skotidas, Asia Pacific’s leader in B2B...
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Understanding the Millennial B2B Buyer Will Change How You Sell
The B2B workforce is changing with the arrival and promotion of millennials, but how does that affect how your company approaches sales. In the following interview, Dustin Grosse, Chief Operating...
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