Social Marketing To The Business Customer: Listen To Your B2B Market, Generate Major Account Leads, And Build Client Relationships9780470639337 mobi 下载 网盘 caj lrf pdf txt 阿里云

　　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

development, long-term client relationships, gaining stakeholder

support, building a more transparent organization, and what's

coming next.

Features plentiful examples, case studies, and best

practices

Focuses on the channels that are most effective for B2B

marketers

Builds on the authors' more than 30 years of combined experience

in the new media/social media space, as well as two previous

successful books

Leverage the vast business-to-business potential of Facebook,

LinkedIn, Twitter, and many other social media platforms today with

Social Marketing to the Business Customer!

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 & 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 Market.

Chapter 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.

　　PAUL GILLIN (www.gillin.com) is a veteran technology

journalist, author, and speaker. In addition to his three books on

online communities, he has written hundreds of articles and logged

more than 200 radio and television appearances on media outlets

such as CBS, CNN, the BBC, NPR, FOX, and MSNBC. Previously, he was

editor-in-chief and executive editor of the technology weekly

Computerworld and founding editor of online publisher

TechTarget.

　　ERIC SCHAWARTZMAN (www.ericschwartzman.com) has advised

Boeing, Johnson & Johnson, Southern California Edison, the U.S.

Department of State, and the U.S. Marine Corps on corporate

communications, public affairs, reputation management, and social

media strategy. He is also the creator of the Social Media Boot

Camp, host of the award-winning podcast On the Record . . . Online,

and founder of iPressroom.

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书籍介绍

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 development, long-term client relationships, gaining stakeholder support, building a more transparent organization, and what's coming next. Features plentiful examples, case studies, and best practices Focuses on the channels that are most effective for B2B marketers Builds on the authors' more than 30 years of combined experience in the new media/social media space, as well as two previous successful books Leverage the vast business-to-business potential of Facebook, LinkedIn, Twitter, and many other social media platforms today with Social Marketing to the Business Customer !