I was reading with interest recently the results of a study from sales organization Miller Heiman called Sales Strategies for Thriving in a Post-Recession Economy, a 2011 Best Practices Study.  The focus of the study was to determine what activities and approaches separated Word Class sales organizations versus the rest.  A World Class sales organization generally is better at: Finding and winning new business. Improving productivity among its sales teams. Productivity per sales person. Increased departmental collaboration (sales and marketing). MORE >>

So before we look at calculating ROI of social media let’s understand the following: Social media marketing IS marketing; and that means the goal is leads and sales; no argument there. Average sale value (include lifetime value): $4,000. marketing qualified lead to sales accepted lead- c. sales accepted lead to sales opportunity (example- 600 conversions x 25% x 75% x 25%)= 28 sales opportunities. Sales: 7. B2B Lead to Sale Process Social MediaI’m a former Media Director at an ad agency.  Conferences? say stop the insanity.  Hard to say.  MORE >>

People prefer to buy from businesses that seem active online and produce helpful, quality content—not just sales messages. Attracting traffic is all well and good, but when it comes to generating leads and sales, quality is more important than quantity. Meaning, your company may not generate leads overnight, but will over time if it continues to post content of value to your target markets on a consistent basis (the operative words here are “consistent basis” and “content of value” – not heavy sales pitches). What are your goals? Often. MORE >>

For our social media clients, we combine all of the above tactics and more (including Facebook advertising) to build engagement, website visits, leads, and sales.  Facebook and B2B lead generation.  Have you considered Facebook as a channel for lead generation?  Yes I know the jury is still out, but you can’t deny the power of Facebook as it relates to brand building and audience reach.  According to a recent MarketingProfs survey with the Content Marketing Institute, B2B marketers are increasingly looking to Facebook as a content distribution and engagement channel. Understand EdgeRank.  MORE >>

LinkedIn Example: How has technology improved the performance of your sales staff? Example search query: “Ways to improve sales performance ”. Ad text: “Improve Sales Performance.  Our sales technology is proven.  Sales. The sales team can utilize the white paper as a leave-behind during sales presentations, or they can email the paper towards qualified prospects with a cover note.  . Well, your firm has written and produced a white paper. Now what? How do you promote it? Your ultimate goals with white papers are typically the following: .  . MORE >>