Social marketing to the business customer : listen to your B2B market, generate major account leads, and build client relationships / Paul Gillin, Eric Schwartzman.

Format:

• Book

Author/Creator:

• Gillin, Paul.

Contributor:

• Schwartzman, Eric.

Language:

English

Subjects (All):

• Internet marketing.
• Marketing--Social aspects.
• Social media.

Physical Description:

1 online resource (274 p.)

Edition:

1st ed.

Place of Publication:

Hoboken, N.J. : Wiley, c2011.

Language Note:

English

Summary:

The first book devoted entirely to B2B social marketing B2B markets are fundamentally different from consumer markets. Decisions are made on value, not impulse. Buying cycles are complex, often with many stakeholders involved. Relationships and support are critical. Bet-the-business decisions demand discipline, knowledge, and lots of information. This hands-on guide covers topics unique to this segment, including cost justification, prospecting and lead generation, matching tools to the sales funnel, building, B2B search engine optimization, social media monitoring, social media policy dev

Contents:

• Social Marketing to the Business customer; Contents; Foreword; Acknowledgments; How to Use This Book; Preface; Part One: Setting the Table; Chapter One: The Changing Rules of B2B Marketing; Chapter Two: Seven Ways You Can Use Social Media; Chapter Three: Winning Buy-In and Resources; Chapter Four: Creating a Social Organization; Chapter Five: Creating and Enforcing Social Media Policies; Part Two: Tools and Tactics; Chapter Six: Learning by Listening; Chapter Seven: Understanding Search; Chapter Eight: Choosing Platforms; Chapter Nine: A Non-Techie's Guide to Choosing Platforms
• Part Three: Going to MarketChapter Ten: Social Platforms in Use; Chapter Eleven: Pick Your Spots: Planning Social Marketing Campaigns; Chapter Twelve: Lead Generation; Chapter Thirteen: Profiting from Communities; Chapter Fourteen: Return on Investment; Chapter Fifteen: What's Next for B2B Social Media?; Appendix: Elements of a Social Media Policy; Notes; About the Authors; Index

Notes:

• Description based upon print version of record.
• Includes bibliographical references and index.
• Description based on metadata supplied by the publisher and other sources.

ISBN:

• 9786613678133
• 9781280767364
• 1280767367
• 9780470939734
• 0470939737
• 9780470939727
• 0470939729

OCLC:

700704014