Social media and B2B lead generation

by Lilia Shirman on October 19, 2009

in Sales 2.0,Sales Tips

Later this week I’ll be moderating Silicon Valley American Marketing Association’s event on Social Media for B2B Lead Generation. The keynote speaker and panel are as well-informed a group on this topic as you’re likely to find: David Meerman Scott,  author of New Rules of Marketing and PR, Brian Halligan, CEO of HubSpot and author of Inbound Marketing, Mike Linton, former CMO at eBay and before that at Best Buy, and Zack Urlocker from MySQL (now Sun Microsystems).

What would you ask this group about using Social Media to drive a sales pipeline?  Here are some of the questions I’ll have for them:

  1. How do you move from conversation to lead generation within social networking environments, and without angering the people you’ve engaged?
  2. How does a company select the social media hubs that are most important to their business and their audiences?
  3. What constitutes a “qualified lead” in the social media context?
  4. How do you estimate the resources required to create a presence in social mediums?
  5. What can B2B companies learn from BtoC practices?
  6. What’s your advice for the change agents who are advocating greater investment in social media by their companies?
  7. How should resource-strapped start-ups allocate the time and resources for social media?
  8. What are the top three do’s and dont’s for using social media to feed a sales pipeline?

Your turn!  What would you ask?  I’ll post some of the answers to your questions here after the event.

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  • Jason Hekl

    What do you do if your target customers are not particularly active on social media? Consider it a golden opportunity to connect and engage, or dismiss it as a waste of time?

    • http://www.shirmangroup.com lshirman

      Jason, that’s a great question! thanks for suggesting it.

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