B2B and social buyer behaviour


Selling Through Social Media to Close More Leads
Selling Through Social Media to Close More Leads
InsideView

This Info graphic explains some of the behavioural changes I am seeing in the B2B space. People are accessing, connecting and researching online and using social tools to do this. CRM social aggregators like Nimble and Inside View are giving a 360 view of customers. In today’s economy B2B companies are decreasing their marketing dollars and spending more online. A recent survey by B2B Magazine revealed that over 48% of those surveyed were increasing their online marketing spend.

In a recent study done by KnowledgeStorm of B2B technology decision makers the following statistics were revealed:

  • 90% Participate in Video
  • 80% Participate in Blogs
  • 80% Participate in Wikis
  • 69% Participate in Social Networks
  • 53% Participate in Podcasts

In the same study it was shared that of 69% of B2B buyers use social networks “primarily for business networking and development.”

At a minimum B2B businesses should at least be involved in communities and social network where there customers already are. Explore the opportunity to reach out to key influencers in your target market and optimize your content and social media applications for syndication.

Social media enables you to :

  • Share your expertise and knowledge
  • Tap into the wisdom of your consumers
  • Enables customers helping customers
  • Engages prospects through customer evangelism

Here is a video about this B2B changing space.

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