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B2B Lead Generation With LinkedIn: 72.8% More Sales For Social Selling Teams

B2B Lead Generation On LinkedIn

Are you skeptical that social media can be an effective lead and sales generating tool for your company? Many B2B companies aren’t seeing the benefits of social media to generate leads. While social media may be fine for personal use and has been shown to be of benefit in business to consumer markets, it has no place in the B2B business world…or does it? Businesses are owned and run by people. And it is people that make the buying decisions. But can social media really provide a systematically repeatable and measureable increase in leads and sales for your B2B company? This is a valid concern. In fact, according to a report by Gleanster [1], 93% of B2B marketers have ranked “measuring the return on social media campaigns” as their number one challenge with respect to social media marketing. The answer to this question is yes, but only if you do it the correct way. Some of the biggest B2B companies in the world have been using social media successfully for social selling such as ADP, CISCO, IBM and XEROX. In fact, in another report from Gleanster [2], they state that 85% of top performers had indicated that social media is a [...]

Social Selling Case Study: Scott Logan of inContact

Scott Logan

Before using social selling, Marketing Campaign Manager Scott Logan and his sales team from inContact used popular lead generation tactics for sales teams. These included sending out regular emails then following up on inbound leads via phone as well as cold calling. The Challenge Over time Scott started to notice that his team’s email efforts were not producing the result they once had. They were increasingly challenged with finding true qualified leads, being able to reach the decision makers, and connecting with decision makers without annoying them. The Solution Scott decided to do some research. He looked at a variety of information that he found online as well as a slideshow called The Evolution of LinkedIn and discovered something called social selling. This piqued his interest. The more research he did, the more he realized the powerful potential of social selling and LinkedIn. Scott knew that he needed to be ahead of the game and get a handle on the concept and process of social selling. He also knew that he had to have a well-documented reporting process showing a clear ROI. Scott created a social selling process from scratch using the results of his research and the AB split [...]

Social Selling Case Study: Darrel Griffin of Social4Sales

Darrel Griffin

Darrel Griffin is a Western Australia-based Signage Adviser with over 20 years of experience in B2B sales, predominantly in the UK. Due to the exceptional success of his social selling efforts, he has also launched a consultancy, Social4Sales, aimed at training fellow sales professionals in the art of social selling.  The Challenge Prior to using social selling or LinkedIn, Darrel was selling using a combination of cold calling and email prospecting. With little to no information about the companies he was contacting, he generally found himself resorting to calling the business to get the name and email address of the person he needed to contact from the gatekeeper. In the rare instances where this tactic did pay off, he would email the person and then follow up a few days later. The process required a lot of time and work with a very low to moderate return. Darrel knew he needed to find a better way to prospect for new leads. The Solution Darrel moved to Western Australia with his family in 2012. Starting from scratch and with no professional connections, he decided to immerse himself in social media as a way to build business relationships. He decided to focus [...]

Breaking Down The LinkedIn Social Selling Funnel

funnel social selling

Are you still struggling to get results with social selling and LinkedIn? Social selling is not easy at first. It can feel unnatural and even awkward at times. This might be because many entrepreneurs and sales professionals think of it as a “tactic” rather than what it really is: a means to building and leveraging relationships. While this is quite generalized, people that are naturally strong at social selling are often not the ones that have an affinity for technology. Quite the opposite actually. They are usually more people oriented. Does this sound like you? If you’re struggling with social selling, the odds are high that you’re over thinking the technical side and undervaluing the relationship aspect of it.  Here is a 7-step system that will help you focus on what is most important in the social selling process and get you from finding prospects on LinkedIn to taking the relationship offline.   Step 1: Identify Prospects Social selling requires you to have a clear grasp on your target market, so begin by thinking of common titles your market would use to describe themselves. This will be a crucial part of finding prospects to connect with online. These titles relate [...]

7 Effective Tips To Get More Business From Your Blog

7 effective tips

Are you getting results with your blogging efforts? Or are you spending a lot of time writing them with very few people reading them? Although blogging can be time consuming, it has huge potential to help grow your website traffic and generate more business for you. But there is a lot to know about blogging before you can achieve any level of success. In this article we outline 7 practical tips that will help you achieve significantly better results and get more business from your blog.   1. Write Long Content! If you write really detailed and useful posts, they typically get shared more often, resulting in more websites linking to them.  Links from relevant, high authority sites help to get your content ranked high within Google’s search results. This is essential to ensure you give yourself every opportunity to get seen by the right people. As it gets shared by readers, more people get to know about your content and the more people that know about your content the more likely they are to link to it. While you may not write long masterpieces every time, if there are particular keyword groups you want to rank for that are [...]

7 Experts Tell You How To Generate Leads With Social Media

7experts

Do you struggle trying to generate leads with social media? I talked to seven experts on social media, social selling and lead generation that I deeply respect to find out the answer to one question: where are businesses owners struggling most when trying to generate leads with social media and how can they fix it? Big thanks to Andrea Vahl, Andy Crestodina, Koka Sexton, Rebekah Radice, Donna Moritz, Paul Shapiro and Don Power for contributing their thoughts. I quite literally couldn’t have done it without them!   1. Use Conversion Pixels With Your Facebook Ads Many business owners are missing a valuable Facebook advertising opportunity when they are not using Conversion Pixels in their ads.  If you create an ad and use a conversion pixel then you will know exactly how much it cost to get a new subscriber on your e-mail list. A conversion pixel is basically a piece of code that you install on a web page. When you create a Facebook Ad, you “tie” the pixel to the ad so that if someone comes from the Facebook ad and arrives on the web page that has the conversion pixel Facebook then tracks a “conversion” to that ad. When [...]

16 Embarrassing Twitter Mistakes Businesses Must Avoid

16embarassing twitter mistakes2

As someone who spends their days on strategizing social media campaigns for businesses, it’s easy to forget how many people struggle with things that seem obvious to me. Although I don’t often do private 1-on-1 sessions, I opened up a few spots recently and while working with a client I was able to spot some simple Twitter mistakes he made that really made him look bad. In fact, he was mortified when I told them the truth. This person is someone I would regard as highly intelligent and in a field where communication is very important to his business. We all make these mistakes when we’re first starting out and there’s nothing to be ashamed of – as long as we can fix them before they create any lasting damage. Here are the top 16 Twitter mistakes you need to avoid: 1. Using a Service That Calls Out Unfollows I cringe every time I see someone send out an automated tweet alerting their followers that I’ve unfollowed them. Not because I’m upset to be called out but because of how tacky that looks for them. Despite what some app developers will tell you, shaming people into following you is not [...]

10 Data-Driven Steps To Dominate LinkedIn Publishing

10steps blog title

The problem with a lot of stats that come out on social media (and anything really) is that they don’t always provide you with insight that’s immediately actionable. OkDork and Search Wilderness analyzed 3,000 of the most successful LinkedIn Publishing posts that provided extremely powerful data that can help you dramatically increase the results of your next post on LinkedIn. I was so blown away by the data presented in their original post that I had to reach out to the original authors on Twitter to ask if I could create an infographic with it. Thankfully they agreed and that gives me the great pleasure of providing you with this top-notch, actionable information.

8 Reasons Why You Should Upgrade To LinkedIn Premium

8reasonsyoushould upgrade

Is LinkedIn Premium actually worth the money? Many users will often find themselves wondering this at some point when they are offered a free trial to experience the features LinkedIn Premium offers. Although I am personally a LinkedIn Premium user, I’m not prepared to say everybody should be using it because that’s simply not true. I get value from using LinkedIn Premium because I make use of the additional features it provides. There are 4 different types of general LinkedIn Premium accounts: Free Business Business Plus Executive There are also 3 specialized versions of LinkedIn Premium that cater to three types of users: Recruiters Job Seekers Sales Professionals (aka LinkedIn Sales Navigator) If you’re actively using LinkedIn as a social selling tool, here are eight reasons why it might be advisable to go premium. 1. Additional Search Filters If you’ve read my book, The LinkedIn Code, you know one of the most valuable tools on LinkedIn is its advanced search. The advanced search results on LinkedIn are VERY reliable, because LinkedIn pulls the results from content within people’s profiles where they tend to share more information not commonly found on sites like Facebook or even Google+. Truthfully, you can access [...]

How To Turn Your Website Into a Conversion Machine

howtoturnyourwebsiteintoconversionmachine

Do you feel like your website isn’t converting as many leads as it should be? Conversion rate optimization is a true balance of art and science. There’s a wealth of data out there that tells us a lot about what works and what doesn’t but the creative element is all in the execution. When it comes down to it, conversion rate optimization on your website depends on two areas: design and credibility. We’re going to reveal the most important aspects of each area and what you can adjust to maximize your overall conversions in no time. A big thanks goes out to the team at dPfoc for creating this in-depth infographic. Be sure to check out their site and content as they are gurus at marketing based on science. Conversion Rate Optimization [INFOGRAPHIC] Scroll down below for the text-based version of this article   4 Ways To Measure Conversion Rates The biggest struggle companies have with social media and online marketing isn’t getting an ROI, it’s tracking it. Optimizing conversion rates first requires you to properly track conversions. Here’s a few ways how to do it: Inquiry Forms. A “Destination URL” can be setup in Google Analytics to record a [...]