1. Mastering B2B Social Media

2. I’m Brian Halligan. Nice to meet you. @KippBodnar I’m Kipp Bodnar. Nice to meet you.

3. I’m Brian Halligan. Nice to meet you. @JeffreyLCohen I’m Jeff Cohen. Nice to meet you.

4. I’m Brian Halligan. Nice to meet you. amzn.to/b2bsm2 We wrote The B2B Social Media Book.

5. #B2BSM

7. Your opportunity to shine

8. 60% of the sales cycle is over – before a buyer talks to your salesperson. 91 CORPORATE EXECUTIVE BOARD: BIT.LY/ZUB2I7BIT.LY/ZUB2I7

9. B2B>B2C

10. Relationship based sales

11. Already have the expertise

12. Clear customer Personas

13. People to People

19. Closed Millions In Sales From Online Leads ROI – 2800%!

20. #B2BSM

22. B2B Myths Busted

23. @KippBodnar Marketing is an asset NOT an expense. “ ” Tweet This! #B2BSM

24. B2B SOCIAL MEDIA IS ABOUT REACH BUILDING

25. The Social Web Rewards Reach

26. @JeffreyLCohen B2B companies should obsess about building reach as much or MORE than B2C companies. “ ” Tweet This! #B2BSM

27. Social reach is the new word-of-mouth referral engine

28. Share lots of links

29. The shelf life of a social media link is 3 hours. BITLY, 9/2011

30. THE 10-4-1 RULE Links to third- party articles Links to company blog posts Link to a company landing page

31. B2B SOCIAL MEDIA IS ABOUT SELLING

32. @KippBodnar Your goal shouldn't be to buy leads. Your goal should be to buy customers. “ ” Tweet This! #B2BSM

33. 73% of CEOs don’t believe marketers drive revenue. 91 FOURNAISE MARKETING GROUP: BIT.LY/PENSCQBIT.LY/PENSCQ

34. Leads fix the problem

35. 1 Tweet Form Landing Page How Social Media Leads Happen Lead Like CTA Blog Post Landing Page +1 CTA Product Page Landing Page

36. Dedicated Monitoring http://www.flickr.com/photos/giara/2211500258 /

39. Place CTAs Everywhere

40. Improve and Iterate

41. #B2BSM

42. B2B SOCIAL MEDIA HAS CLEAR ROI

43. @KippBodnar If you can’t count it, why do it? “ ” Tweet This! #B2BSM

44. Math Ahead

45. TLV-COCA COCA = ROI (%)

46. Total Lifetime Value

47. Cost of Customer Acquisition

48. First-Action Attribution: User Clicks Link on Twitter Reads Blog Post Signs Up For Webinar Attends Sales Call Looks at Product Page Buys Product Last-Action Attribution: Clicks on a PPC Ad First- Vs. Last-Action Attribution

49. 10K-3K 3K = 233%

50. B2B SOCIAL MEDIA IS ONLY ONE PIECE

51. @JeffreyLCohen Social media amplifies the effectiveness of offline marketing. It doesn’t replace it. “ ” Tweet This! #B2BSM

52. Trade shows are social too

54. GOAL: Use Social Media To Promote Offline Events

56. 5,000 T-Shirts

57. RESULT: 235% Increase in event tickets distributed and 95% redeemed

58. THE BEST TIME EVER FOR MARKETERS

59. @KippBodnar Master B2B Social Media with reach, lead gen, data and integration with offline activities. “ ” Tweet This! #B2BSM

60. The Pot of Gold http://www.flickr.com/photos/tao_zhyn/442965594/

61. Prove the CEO Wrong

62. You’re the Star

63. THANK YOU

64. I’m Brian Halligan. Nice to meet you. amzn.to/b2bsm2 We wrote The B2B Social Media Book.