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6 Steps in Developing a Social Media Strategy

ClickZ, 5/2/11

Because social media is around us more and more, companies are starting to see the value in add it to their marketing mix. However, many are unsure where to start or how to develop a plan. By using social media correctly you can engage your audience in new ways, be more personable, develop new connections, and maintain the ones you have. Let’s consider the development of a social media strategy with these six steps:

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Managing B2B Social Selling Opportunities

Social media B2B, 4/4/11

Today, in the fourth part of the Social Selling Throughout the B2B Sales Cycle series, I will focus on the opportunity management process, where a B2B sales rep’s success is measured by how quickly and frequently they can convert an opportunity into a win. As with prospecting and lead qualification, effective use of social intelligence can significantly impact sales productivity and customer engagement success in this crucial phase. Social intelligence empowers sales professionals with deeper customer insights and a more complete view into the prospect by incorporating recent business events, social conversations and social relationships.

It shouldn’t be surprising that salespeople are much more effective at each stage of the sales cycle when armed with the right intelligence. After all, today’s crazy busy Customer 2.0 is unlikely to engage with a vendor unless they are given a compelling reason to do so. Relevance – based on deep understanding of a prospect’s current business challenges and based on common interests and/or connections – enables a sales rep to engage their prospect in a productive conversation in the first place. Relevance – based on a keen understanding of the relationship social map that may impact a prospect’s ultimate purchase decision – is also very much at the core of successful opportunity management.

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In-image ads developing

Media Business, 4/4/11

Banner advertising, in-text advertising, in-stream advertising. Business media companies face a number of options for how best to monetize their websites and boost their ad inventory without alienating readers. Now they can add another one to the list: in-image advertising.

In-image advertising, which allows publishers to serve contextual ad messages when users roll over a photo or other image on a website, can command higher CPMs and click-through rates than traditional online advertising because it is user-initiated. While in-image ads have been used in consumer advertising for about three years, they are now starting to creep into b2b media markets…

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