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Quick How-to: Generating Leads from Social Media

It’s nice to see dawning recognition that social business needs some structure and planning to produce business value, and this post from SocialMouths offers a quick treatment. It presents 5-part approach to generating leads: start with strategy, conduct due diligence, connect content to prime stakeholders, connect social media to marketing, and involve the sales team. […] […]

Are Websites or Social Media Better for B2B Lead Generation?

Are Websites or Social Media Better for B2B Lead Generation?ZDNet reports on “research” that finds that websites provide 7 times more sales leads than “social media.” Unfortunately, the writer doesn’t appreciate the self-irony in the second paragraph: “A company’s corporate website was found to be the top source of new sales leads online — second only to personal referrals..”

As B2B continues to adopt social business, more word of mouth, i.e. personal referrals, happens online. Another reason I’m calling out this post is that it misinforms readers by treating “sales leads” as a homogeneous category. Our clients don’t care about general adoption; what’s more relevant is adoption by their prospects. This post treats all leads as the same, so it’s really the equivalent of informational fast food.

To end on a dour note, misinformation can work to your advantage because your rivals may read it and believe while you can see through it, invest and pull ahead.

How Social Networks Change the Rules of Business Development and Profit

How you can use LinkedIn to maximize the number of clients in your portfolio that map to your firm’s unique selling proposition—boosting profitability […]