Demonstrating an understanding of how to leverage the opportunity of social media marketing in the B2B space can be overwhelming to marketers. In today’s challenging environment businesses need to get as much engagement as possible from the right individuals. Building communities and becoming a thought leader is a key method of reaching your B2B audience. Relationships are based on trust and people trust brands that provide them with answers to their questions, keep them informed and ahead of their competitors. We are working with global brands to sell online and understand how to identify key selling behaviours via online conversations.
Benefits
Understanding how to apply social marketing to B2B relationship building
Quality over quantity metrics: Building a relevant sphere of influence
What type of content works best
How to spot buying behaviour in social conversations and posts
4. IT Purchasing Cycle - DMU Involvement
* Data source: Computer weekly, June 2012
5. Social’s role in lead-gen
Building relationships and awareness that may convert
to sales down the road
45%
Using social media to point to website
21%
Selling directly within social networks
3%
Using social media to gather registrants via offers
2%
Gaining viral spread by urging fans to share our content
in social
2%
Not currently taking part in social media
28%
Source: Chief Marketer “2012 Business-to-Business Lead Generation Survey” sponsored by MeritDirect and Penton Media, March 12, 2012
6. B2B brand Lead
presence generation
41% of B2B companies on
90% Facebook report generating
leads
2x the amount of leads per
53% month for companies that
use Twitter
47% LinkedIn generates more
leads than
Facebook, Twitter or
blogging for B2B
7. Tracking brand mentions and feedback
B2C
53% 25% 4% 17%
B2B
27% 22% 5% 47%
UK
34% 23% 5% 38%
Track and follow up Track only Follow up only None
Source: Satmetrix, “Worldwide Social Media for Business Study” May 17 2012
8. Objection handling
Social too content-intensive for a lead-gen campaign
Content can come from
45% anywhere
Prospects wary of being marketed in “commerce-free-zone”
Build trust
40%
Unable to measure social campaign impact or ROI effectively
Track content links and
37% reach metrics
Social produces too many unqualified leads
Training
29%
Social networks not relevant to our core prospects
Set listening from relevant
25% channels
Too many possible channels to investigate/understand
23% Audit the landscape
Source: Chief Marketer, “2012 Prospecting Survey” Feb 10, 2012
14. Further Individual Analysis
Recent articles
4. Ted Schadler • Charter A Mobility Council With Seven Tasks (May
Forrester 07, 2012)
Vice President, Principal Analyst • Mobile Is The New Face Of Engagement: An Executive
serving Content & Collaboration Summary (March 26, 2012)
professionals • Mobile Is The New Face Of Engagement (February
13, 2012)
Forrester blog
LinkedIn profile LinkedIn – 500+ connections
Twitter profile
Overview Twitter Klout scores
24 years of experience in the technology industry, focusing on the Tweets 390 Overall 41
effects of disruptive technologies on the workforce and workforce Following 52 True reach 456
productivity. His research focuses on workforce technologies and the Followers 3,390 Amplification 10
programs that support them, including instant messaging, web Network 20
conferencing, and unified communications; smartphones and tablets 90-day activity:
and their impact on productivity; telework and consumer broadband; - Retweets 65
cloud email and collaboration tools; and the consumerisation of IT. - Mentions 148
Ted is the co-author of Empowered: Unleash Your
Employees, Energize Your Customers, and Transform Your
Business (Harvard Business Review Press, September 2010).
Previous Experience
Prior to joining Forrester in April 1997, Ted was a cofounder of
Phios, an MIT spinoff. Before that, Ted worked for eight years as CTO
and director of engineering for a software company serving the YouTube
healthcare industry. Several
interviews, including:
Of interest IBM Conversations
Early in his career, Ted was a singer and bass player for Crash with Industry
Davenport, a successful Maryland-based rock-and-roll band. Innovators with Ted
Schadler
15. Set up & scale
• Monitoring performance & activity
– Social dashboard
– Influence & growth metrics
– Consistent reporting
– Sync up CRM reporting
17. Keep it real
• Engage in human conversation
– Brand tone of voice, but a real person’s perspective, with
expertise built in
• Generate the heart of the message, but get the sales people to put
the wrapper around and inject personality
18. Provide guidance
• The rules of social engagement, particularly the tone, type
of content and frequency of engagement
– PR rules apply, it’s a public platform
– Set SLAs
– Provide holding steps for tricky responses
• Be reactive, but considered
22. Social selling best practice quadrant
Content
Sales
focused
Tone
of Personal Business
voice Social selling
sweet spot
Industry/
3rd party
23. Wrap up
Social selling
isn’t…… is……
rocket science time consuming
the answer to filling all sales pipeline content hungry
a set and forget plug in not all done in social channels
applicable to all audiences a great way to drive enquiries
for all stages of the purchase cycle an opportunity to listen, identify and
respond to purchase intentions
24. If you want to get in touch
agriffiths@mzl.com
@alanagriffiths
linkedin.com/in/alanacgriffiths
Sales and marketing alignment Car industry People powerHave we really changed the way we purchase? People still want to speak to a real human Salesperson at the dealershipFamily, friends and word-of-mouthConsumer and shopping guidesDealer and manufacturer websitesThird-party Web sitesAutomotive magazine reviewsTV adsDealer or manufacturer brochureDealer or manufacturer-sponsored eventNewspaper adsAuto showsDirect mail from dealer and/or manufacturerNewspaper reviewsOnline videosE-mail from dealer and/or manufacturerMagazine advertisementFacebookRadio adsOutdoor adsTwitterChat rooms, blogs, online forumshttp://m.digitaltrends.com/social-media/facebook-fail-study-finds-salespeople-not-social-media-influence-car-buyers-the-most/
Primary way US B2B marketers in Dec 2011 are using social media for lead generation according to (% of total)
Companies worldwide that use social media to track what customers say about their brand and follow up on customer feedback, Jan 2012
Obstacles to lead generation within social networks according to US Marketers Dec 2011 (% of respondents)Content can come from anywhere - Don’t start selling, build a relationship, the content can come from anywhere, plus you can carve up bits of exiting content and point to relevant sectionsBuild trust - For a trusted relationship don’t link to content that requires data capture Track content links/reach metrics and influence scores to provide compelling stats for the business.Compare the cost of driving traffic to your site via other methods Training - APIs available in automated platforms, train sales people on understanding what a social lead looks like no more BANT/ but could cross reference with Job title dataSet listening to pull purchase behaviours onlyAudit the landscape to understand your relevant channels – fish where the fish are distil based on audience – i.e. value of member
Alana to mention variety across EMEA/APAC /NA – different rates of adoption maturity differing competitive landscape
Some highly revered industry analysts, may not be particularly active on social media sites, or may be much more active on particular sites than others.
More socially engaged than Michele Pelino (Forrester), although less known for telecoms and more for general disruptive technology.Underlined sections of Bio are key points of information to use along side Twitter feed and YouTube video to better understand individual and define resonant messaging.
SharingPoint: sharing a link to a piece of valuable contentNod: same as above, with acknowledgement of the source influencer.InteractingBow: giving extra recognition/credit to an influencerMeet: connecting and helping others to connectChat: dialogue; responding to others or making general commentsPromotingShout: driving traffic to vendor content and marketing (eg. IBM rep page)
Once relevant pieces of content have been identified, we create social posts following the 7-2-1 rule for social sales messaging:7 posts per day focused on top customer and industry issues (third party content)2 social posts on the vendor solutions to address those industry issues1 post per day focused on driving traffic to the vendor pagePractical tips to ensure best practices in social posting: Schedule the posts so that they go on-line at different times. Use meaningful content. Content up to two weeks old may be used, but make sure it has context. It’s possible to use the same article/blog/etc to create different posts (eg. highlighting different relevant points of the same article).. Use retweets as third-party or industry-related content.
Business tone is needed to become a thought leader, but still with a personal side – expressing opinions, responding to others etc. People need to know that you’re not automated.Too much sales-oriented content can damage credibility. You’ll look like you’re just trying to flog something. The balance between appearing to be an industry expert/thought leader, whilst still pushing your solution as a vendor is crucial.