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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 [...]

4 Stages To Monetizing Social Media Marketing

4stages to monetizing social media

Are you struggling to monetize your social media efforts? Do you feel stumped when it comes to the “selling” part of social selling? I understand the frustration you feel when it seems like your social media strategy isn’t working. Fortunately, I’ve  identified that there is a pattern to both successful and failing strategies. To explain this more easily, I have compressed social media marketing and social selling into four actionable stages. Community management Social media & content marketing Becoming a subject matter expert Lead generation Many businesses are disappointed with their results on social media, mostly because they are only focusing on 1 or 2 of these stages. In order to see the results you want and need to see, you must complete all four stages. This means that you can’t do stage 4 without doing stages 1, 2 and 3 as well. While there may be a few exceptions to this rule, they are highly dependent on what you do, who you cater to and what your audience is most receptive to. Most business must actively work at all of the stages if they want to get to the sales part of social selling. 1. Community Management Community management [...]

Did Social Media Kill The Cold Calling Star?

social media for sales

Social Media For Sales: Prospecting can be one of the less glamorous aspects of any sales position but it is also the most important. If you don’t have leads, you don’t have sales and, in turn, no money. #fail Using social media for sales has been on the radar for many companies but few achieve any success with it for a number of reasons. To name a few: Their content is focused on sales, not the customer Using “old school” sales mentality with new tools (doesn’t work) They provide no value Despite this, the question needs to be asked: can social media for sales replace cold calling?   WHY: Warming Up Leads Online I believe that the answer is YES – social media for sales can replace cold calling but only in the sense that it can warm up leads prior to taking the conversation offline. This is really key because when you cold call normally, there is no prior relationship established and the potential client has no sense of obligation or interest to give you the time of day because they have no idea who you are. Related: 7 Reasons Why Sales Pros Should Use LinkedIn For Lead Generation [...]