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2B or not 2B … B2B marketers no longer have any choice

2B or not 2B … B2B marketers no longer have any choice



Social marketing has become an inescapable aspect of our daily lives. It’s around us even if we don’t belong to social networks. While business-to-consumer social marketing is well established in the land of retail, business-to-business marketers have been slower to truly harness its potential.



B2B marketers bought into the idea of a Facebook page and a Twitter account, but without a good management plan with allocated resources, it drifted down the to-do list to become a stale and cold place.



The old media talks at people while the new media talks with them.



  • ⅔ of people are on the ‘do not call’ list

  • almost half of direct mail is never opened

  • 99.9% of online banners are never clicked

  • buyers wait until they have 60-80% of their research done before looking for vendors. 

    (Michael Brenner, Senior Director of Global Marketing at SAP)



And forget cold-calls. Nobody enjoys being interrupted by a sneak-attack on the phone.

So what do we do?


“We’re living at a time when attention is the new currency. Those who insert themselves into as many channels as possible look to capture the most value.”
Pete Cashmore, CEO of Mashable


B2B marketers must engage with their target while they are still in the research phase. They need to become knowledge leaders and instill a level of confidence and trust so that when the research is done, they are top-of-mind and possibly even trusted. They need to publish content and pull in customers.



Experts in B2B marketing are suggesting that every marketing campaign needs to involve social. The old ways don’t work by themselves anymore and there are tremendous opportunities for those who do create a solid plan, with resources and with proper follow-through.



A Neilsen survey found that only 1/3 of buyers believe what a brand has to say about itself, while 90% believe what their peers have to say about the brand. This means you must turn your customers into a force of powerful and vocal advocates.



“Social Media is about sociology and psychology more than technology.”

Brian Solis, Principal Analyst at Altimeter Group



With help from Marketo.

What others had to say:

CORRECTION: The first email of this story mentioned that almost 90% of TV viewers skipped commercials. This comes from a Guardian Newspaper research project, but has been misquoted all over the web. I found it first at Marketo and then at another site. The 2010 research actually states "Nearly 90% of television viewers always skip through the adverts on their digital video recorder but TV still remains the most memorable form of advertising, according to new research published today." So, I stand corrected. People who record - skip. But the bulk of people still watch a lot of live TV and don't skip. I apologize to my TV colleagues and for quoting a source that was misquoting the source itself.

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It is surprising to know that B2B marketers do not have a hope regarding the choices that they have to make. Social marketing is in great demand now and that is the reason for popularity of sites like Facebook. They are ideal platforms to promote the business.

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Folks are eventually start to sit down upwards as well as notice the business-to-business (B2B) marketing activity. A lot more organizations usually are looking towards consultant B2B agencies with regard to strategic assistance, marketing ideas as well as inventive providers to reach as well as woo C-suite clientele. Throughout Asia, the actual difference involving purchaser marketing as well as B2B marketing is a smaller amount crystal clear.

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