Co-author Eric Schwartzman and I wrote the book because we felt that B2B marketers were getting inadequate advice about how to apply social media constructs to their work. Invariably, someone stands up and asks, “What does this mean to me as a B2B marketer?&#. I used to take that answer at face value, but the more I thought about the unique characteristics of B2B buying decisions, the more it struck me as dodge. The fact is that much of what works in consumer markets would fail in B2B interactions. Download a sample chapter. Value-driven decision-making. MORE >>

Of course, in the B2B realm, your content should be targeted at addressing a specific question or concern of a specific type of buyer at a specific stage of the buying cycle (e.g. Compelling: to be shareworthy from your standpoint, the content should compel the reader to take some sort of next step—download a white paper, register for a webinar, subscribe to your newsletter, contact your sales team—some type of action that makes the effort of developing the content worthwhile. Content is like singing a song. Amplification (done well) is like singing that song into a microphone. MORE >>

Are you thinking about building new B2B website or maybe making a small tune-up? Redesigning a B2B website can seem like a daunting task. We’ve built B2B websites since 1998. Covey, the following are seven habits of highly effective B2B websites. Follow these 22 tips to optimize your B2B website , including using anchor text, alt text, meta data, and header tags. For instance, track white paper downloads, completed “Contact Us” submissions, or e-newsletter sign-ups. The top B2B marketers have a call-to-action on every landing page. MORE >>

B2B social media marketing initiatives require Marketing and IT to work closely together to prioritize projects, allocate resources, manage execution and maintain new systems and features. One key implication from this study for companies marketing to small businesses is that Marketing can, and should, actively pursue B2B social media initiatives which require little IT investment before taking on more resource-intensive projects. Tags: guest post study social media b2b corporate blogging adults, with 46% using sites such as Facebook and 25% participating weekly. MORE >>

As I’m reading the “ Fall 2010 Social Business Report ” from NetProspex, I find that my biggest assumption about social media in the B2B space is entirely true.  Currently working in the B2B social space myself, I have come to believe that many (or most) B2B companies have not grasped the relevance nor the value of social media usage as it pertains to their business. The lower left quadrant of the image represents B2B and Technology industries.  From the looks of it, the HR Industry (perhaps in the technology and B2B space) is using social media to recruit.  MORE >>