B2B Trending Conversations: Fun with Social Media, Hiring the Perfect SDR, Maximizing SEO

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Welcome back to another edition of B2B Trending Conversations, our weekly roundup of what’s trending in the social media B2B space. This week, we feature posts on hiring the perfect sales development rep, making boring B2B brands come alive, predictive marketing software and more. We’ve also selected a pair of infographics, including one on using infographics to improve SEO results. Let’s get started…

 

B2B Social Media

Remember the days when social media was actually fun? Roxanne Roark, aka the “Siren of Social,” shares five tips on how to bring the fun back to B2B social media in this Socedo guest blog. By creating and maintaining Twitter lists of vendors, partners and customers, you’ll keep your finger on the pulse of what they’re up to and how you can best engage with them. Teach them your company jargon — it not only enhances their experience, it also shows that you know what you’re talking about. Keep in constant touch with your sales team and always create engaging content even if you’re in a “boring” industry — those who specialize in what you do will find interest and value in unique and seemingly esoteric insights. Finally, listen to what social media users are saying. Not only can this help you find new content topics, you’ll also inevitable encounter people who need your help. If you’re not there to answer social media queries, you can bet your competitors will be.

 

Hiring the Perfect Sales Development Rep

What makes a great inside sales professional? B2B sales guru Seth Faigin shares his personal recipe that’s allowed him to retain and develop the vast majority of sales hires over his 15+ year career. Before even proceeding to a face-to-face interview, Faigin ensures prospective hires can communicate effectively via email, possess impeccable attention to detail and are able to concisely respond with how they think they can help the company in their specific capacity. While these may seem like basic attributes, a surprising number of applicants fail to meet even these basic benchmarks.

 

B2B Content Marketing

Let’s face it, B2B brands can sometime be boring. The engagement they receive on social media rarely matches, or even approaches, that of leading B2C brands. However, Unmetric CEO Lux Narayan lists five ways boring B2B brands can kill it with content, starting with celebrating your employees in order to boost both company morale and customer engagement. Don’t forget to also pump up your end users and take advantage of holidays to increase interaction, and don’t be shy about lauding your own product, service, technology or process.

 

Big Data

By Monday, Inc. CEO Larry Myler explains how big data has forever changed the way we approach B2B sales. While it may be painful to harken back to the days of cold-calling, doing so can help us appreciate how Big Data has improved the way we approach B2B sales, by taking most of the guesswork out of the process. Predictive marketing software helps sales teams determine who is most likely to purchase a given product. New technologies allow customization of the online sales process. Predictive marketing also enables integration with CRM, helping marketers keep track of what customers have purchased and helping them fine-tune pitches for maximum results.

 

Using Infographics for Better SEO

In a B2B Trending Conversations first, we’re featuring an infographic on how to use infographics as part of a successful SEO strategy. MarketingProfs’ editor Veronica Jarski walks us through her step-by-step approach to creating infographics that educate prospects and customers about your company’s expertise while keeping audiences engaged and interested in what you have to offer. Nearly eight in ten CMOs agree that custom content, including infographics, is the future of content marketing. Customers agree — fully 90 percent say they find custom content helpful, and a majority of consumers seek out a product after they read about it. Visual content is not only more easily digestible, it also produces more social shares, which in turn generate targeted referral traffic and links from relevant websites. Infographics are liked and shared 300 percent more than other types of content, and by fine-tuning your message and presentation for your particular audience, you’ll be sure to leave prospects and customers with not only lasting impressions, but ultimately improved engagement and results.

 

Video Marketing (Infographic)

How important is video marketing in the B2B space? According to this infographic from the marketing gurus at GrowthHackers, a majority of worldwide marketing professionals identify video as the type of content with the best ROI. Fully 93 percent of marketers use video for online campaigns, sales or communication. By next year, nearly three quarters of all Internet traffic will be video. Even the use of the word “video” in email subject lines boosts open rates by nearly 20 percent and, more importantly, increases CTR rates by 65 percent. Both B2B and B2C marketers worldwide name video among the three most effective social media marketing tactics to bolster brand awareness, lead generation, online engagement and customer education.

 

That’s all for this week; we’ll be back next week with another edition of all the B2B news and views you can use to maximize your B2B company’s success. If you just can’t get enough B2B tips and coverage, check out last week’s column here. As always, we look forward to your feedback, pitches and B2B content — contact us at @b2bnewsnetwork and let us know what you’re thinking about.

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Brett Wilkins

Brett Wilkins

Brett Wilkins is Digital Journal's Editor-at-Large for U.S. news. Based in San Francisco, he is the editor and publisher of Moral Low Ground and is a Yahoo! Featured Political Contributor.