The social media craze has, ironically, given birth to one of the biggest booms in recent book publishing. The gaping hole in this market, however, is B2B. Nearly every social media book that's been published either targets the consumer market or treats B2B as an afterthought. If you search for "B2B social media marketing" on Amazon, the results revealed not a single relevant title. In fact, Paul's own two social media books both turn up in the top 10 results, despite the fact that neither of them directly targets this market. This is a stunning gap, given that some of the earliest adopters of social media were B2B companies like IBM, Sun Microsystems and Cisco. There is also plentiful evidence that B2B marketers are hungry for information about this topic. At the recent Inbound Marketing Summit in Boston, a show of hands from the audience of 350 marketers revealed that about 70% identified themselves as B2B. The authors' own consulting and speaking engagements, which were principally to consumer audiences a couple of years ago, are now almost entirely to B2B companies and trade associations. The Business Marketing Association estimates B2B marketing spending at over $80 billion annually. Among the top 50 companies on the Fortune 500, nearly all have significant B2B sales. What's more, the B2B market tends to be less price sensitive than the consumer market, meaning that readers are more likely to pay a premium price for specialized guide and to buy in quantity. How Businesses Reach Businesses will build upon our extensive experience in this space, the authors' two successful social media books, and more than a decade of collective immersion in this topic. This will be a hands-on guide with plentiful examples, case studies and best practices. It will focus on the channels that are proving most effective for B2B marketers as well as on the topics that are unique to this segment, including prospecting for clients, long selling cycles and high-ticket items, using social media for long-term client relationships, corporate transparency and policies, etc.
The B2B Selling Guidebook
Jim Irving
audiobookKey Performance Indicators (KPI) : Developing, Implementing, and Using Winning KPIs
David Parmenter
audiobookInnovation Capital : How to Compete - and Win - Like the World's Most Innovative Leaders
Jeff Dyer, Nathan Furr, Curtis Lefrandt
audiobookThe B2B Leaders Guidebook
Jim Irving
audiobookThe Business of Venture Capital : The Art of Raising a Fund, Structuring Investments, Portfolio Management, and Exits, 3rd Edition
Mahendra Ramsinghani
audiobookMarketing Intelligence : Ein Lehrbuch für die Praxis
Elke Theobald
bookFacilitator’s Guide to Participatory Decision-Making, 3rd Edition
Sam Kaner
audiobookThe Business of Platforms : Strategy in the Age of Digital Competition, Innovation, and Power
Michael A. Cusumano, Annabelle Gawer, David B. Yoffie
audiobookBusiness Analytics for Managers : Taking Business Intelligence Beyond Reporting
Jesper Thorlund, Gert H. N. Laursen
audiobookHandbook of Business Model Innovation
Christian Müller-Roterberg
bookVirtual Reality : Edition Digital Culture 6
Marc Bodmer, Jennifer Beck, Neal Hartman, Tina Sauerländer, Peggy Schoenegge, Maike Thies, Wolfgang Ullrich, Matthias Zehnder, Annina Zwettler
bookThe Last Embassy
Tonio Andrade
audiobook