Learn how social media can make a difference in the bottom line revenue for B2B companies. Follow the 3 Must Haves for social media lead generation activate change in your company.

1. Social Media Marketing for
B2B Companies
Become a Marketing Superstar
with Social Media Lead Generation
/jeffreylcohen
@jeffreylcohen
in/jeffreylcohen

2. Safe Harbor
Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may
contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties
materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ
materially from the results expressed or implied by the forward-looking statements we make. All statements
other than statements of historical fact could be deemed forward-looking, including any projections of
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plans of management for future operations, statements of belief, any statements concerning new, planned, or
upgraded services or technology developments and customer contracts or use of our services.
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and delivering new functionality for our service, our new business model, our past operating losses, possible
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are available on the SEC Filings section of the Investor Information section of our Web site.
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no obligation and does not intend to update these forward-looking statements.

3. I’m Jeff Cohen
@JeffreyLCohen

4. I wrote The B2B
Social Media Book
amzn.to/b2bsm2

5. #B2BSM

6. We’ve got a
a Problem

7. 73%
of CEOs
don’t believe
marketers
drive revenue
FOURNAISE MARKETING GROUP

8. Your opportunity
to shine

9. Leads fix
the problem

10. LEADS ARE
A PROXY
FOR SALES.

11. “ Your goal shouldn’t
be to buy leads.
Your goal should be
to buy customers.
@JeffreyLCohen
” Tweet This!
#B2BSM

13. How Social Media Leads Happen
1
Twee
t
Landing
Page
Form Lead
Like Blog Landing
Post
CTA
Page
Product Landing
+1 Page
CTA
Page

14. 3 MUST-HAVES
FOR
SOCIAL MEDIA
LEAD
GENERATION

15. 1 Get people to connect with you.

16. 1 Get people to connect with you.
2 Get people to share your stuff.

17. 1 Get people to connect with you.
2 Get people to share your stuff.
3 Place calls-to-action everywhere.

18. “ Prospects don’t
care about your
products. They
want solutions to
”
their problems.
@JeffreyLCohen Tweet This!
#B2BSM

19. 60%
of the sales
cycle is over –
before a buyer
talks to your
salesperson.
CORPORATE EXECUTIVE BOARD

20. People to People

21. Follow. Friend. Connect.
With People.

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

23. THE
10-4-1
RULE

24. THE
10-4-1
Links to third-
party articles
RULE

25. THE Links to company
blog posts
10-4-1
RULE

26. THE
10-4-1Link to a company
landing page
RULE

27. “
Publishing and
sharing content
online is the single
biggest lever to
increase lead
”
generation.
@JeffreyLCohen Tweet This!
#B2BSM

28. Get people to
share your stuff

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

34. “ Create awesome
content and
reducing the friction
of sharing it.
@JeffreyLCohen
” Tweet This!
#B2BSM

35. Place Calls-
To-Action
Everywhere

36. Embed
Tweets

38. 1 Get people to connect with you.
2 Get people to share your stuff.
3 Place calls-to-action everywhere.

39. Prove the
CEO
Wrong

40. You’re the
Star

41. THANK
YOU

42. I wrote The B2B
Social Media Book
amzn.to/b2bsm2

44. Daniel Zucker (@djzucker)
Social Media Manager
Autodesk
Jen McClure (@jen_mcclure)
Senior Director, Social Media Strategy
Thomson Reuters