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Mastering B2B Social Media

Mastering B2B Social Media . I’m Brian Halligan . Nice to meet you. I’m Kipp Bodnar. Nice to meet you. @ KippBodnar. I’m Brian Halligan . Nice to meet you. I’m Jeff Cohen. Nice to meet you. @ JeffreyLCohen. I’m Brian Halligan . Nice to meet you.

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Mastering B2B Social Media

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  1. Mastering B2B Social Media

  2. I’m Brian Halligan. Nice to meet you. I’m Kipp Bodnar. Nice to meet you. @KippBodnar

  3. I’m Brian Halligan. Nice to meet you. I’m Jeff Cohen. Nice to meet you. @JeffreyLCohen

  4. I’m Brian Halligan. Nice to meet you. We wrote The B2B Social Media Book. amzn.to/b2bsm2

  5. #B2BSM

  6. Your opportunity to shine

  7. 60%of the sales cycle is over – before a buyer talks to your salesperson. 91 CORPORATE EXECUTIVE BOARD: bit.ly/zub2I7

  8. B2B>B2C

  9. Relationship based sales

  10. Already have the expertise

  11. Clear customer Personas

  12. People to People

  13. Closed Millions In Sales From Online Leads ROI – 2800%!

  14. #B2BSM

  15. B2B Myths Busted

  16. “ Marketing is an asset NOT an expense. ” Tweet This! #B2BSM @KippBodnar

  17. B2B SOCIAL MEDIA IS ABOUTREACH BUILDING

  18. The Social Web Rewards Reach

  19. “ B2B companies should obsess about building reach as much or MORE than B2C companies. ” Tweet This! #B2BSM @JeffreyLCohen

  20. Social reach is the new word-of-mouth referral engine

  21. Share lots of links

  22. BITLY, 9/2011 The shelf life of a social media link is 3 hours.

  23. THE Links to company blog posts 10-4-1 Links to third-party articles Link to a company landing page RULE

  24. B2B SOCIAL MEDIA IS ABOUTSELLING

  25. “ Your goal shouldn't be to buy leads. Your goal should be to buy customers. ” Tweet This! #B2BSM @KippBodnar

  26. 73%of CEOs • don’t believe marketers drive revenue. 91 FournaiseMarketing Group: bit.ly/peNScq

  27. Leads fix the problem

  28. How Social Media Leads Happen 1 Landing Page Form Lead Tweet Like Blog Post CTA Landing Page Product Page CTA Landing Page +1

  29. Dedicated Monitoring http://www.flickr.com/photos/giara/2211500258/

  30. Place CTAsEverywhere

  31. Improve and Iterate

  32. #B2BSM

  33. B2B SOCIAL MEDIA HAS CLEAR ROI

  34. “ If you can’t count it, why do it? ” Tweet This! #B2BSM @KippBodnar

  35. Math Ahead

  36. TLV-COCA ROI (%) = COCA

  37. Total Lifetime Value

  38. Cost of Customer Acquisition

  39. First- Vs. Last-Action Attribution Last-Action Attribution: Clicks on a PPC Ad Attends Sales Call Buys Product Looks at Product Page First-Action Attribution: User Clicks Link on Twitter Signs Up For Webinar Reads Blog Post

  40. 10K-3K 233% = 3K

  41. B2B SOCIAL MEDIA IS ONLY ONE PIECE

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