Social Selling en social media marketing leveren veel op in B2B: meer bekendheid, betere inzichten en ook leads. Wat is Social Selling nu eigenlijk? En: Hoe belangrijk is Social Selling? En hoe zit het met Social Selling in B2B? In dit artikel beantwoord ik de 10 meest gestelde vragen over Social Selling. Ook geef ik je praktische tips om met social meer te gaan verkopen. Inclusief voorbeelden.
21 tips to boost your Social Selling Index (SSI) LinkedIn is the go to social platform in B2B. With the ever increasing scale of this network the probability goes up to drown in the countless updates on your LinkedIn timeline. How do you ensure to use LinkedIn effectively? The Social Selling Index offers help.
Earlier today I virtually stumbled upon this infographic about the use of social media in so-called ‘non sexy’ business-to-business companies.
As far as this infographic is concerned: the various statistics and insights are quite interesting in their own right. Those figures of course should not be taken too lightly: every industry and every B2B organisation is unique as previous research by dutch marketing intelligence specialist TNS NIPO rightly emphasized.
What lessons can be drawn from this infographic?
A particularly striking insight is the large emphasis that B2B marketeers (still) seem to place on the use of social media for promotion purposes. Words like ‘listen’ or ‘monitor’ do not occur at all in the infographic. Apparently business exposure and traffic still are way more important measures to marketers than generating relevant leads and converting these into opportunities in close cooperation with sales.
The infographic therewith shows a part of the social business reality. It however is not 100% complete or correct. That applies for instance to the research question ‘how important are the following resources when researching and evaluating technologies and services to purchase?’. After all, only three answers are possible in this context: LinkedIn, Twitter and Pinterest.
Is the below infographic therefore not useful at all? No, this picture clearly shows how ‘the market’ sees and uses social media. Or rather: partly uses. And therefore where the opportunities are for B2B marketing and salesteams that look beyond throwing some random posts and pictures onto twitter, facebook and LinkedIn.
Do you want to find out more how to – for instance by using HubSpot – better leverage social media in marketing, sales and service? Read more about marketingautomation in monitoring, and using relevant social signals, conversations and leads. Or contact us with your specific question or challenge.
In his book the Sales Acceleration Formula Mark Roberge shares his equally unconventional and impactful vision on B2B sales as a discipline. That vision is threefold: he wants salesprofessionals, CXOs and entrepreneurs first of all to realize that sales can be data-driven and predictable. Secondly he stresses the need for sales discipline to radically change. And thirdly, the perception of sales should and will improve as a result. As the Chief Revenue Officer at HubSpot, Mark Roberge depicts five formulas in modern B2B sales that better enable B2B companies to realize growth. Delivered in an accessible style, this book also paints the story of SaaS-pioneer HubSpot in inbound marketing and sales: the Boston-based firm grew from $0 to $100 million in revenue under Roberge’s leadership.
From the outside various players in the same B2B industry look very similar. The logistic products and services from the likes of TNT, UPS and PostNL for instance. DHL decided it was time for a different approach.