Social Media Marketing for B2B Companies

Social Media Marketing forB2B CompaniesBecome a Marketing Superstarwith Social Media Lead Generation /jeffreylcohen @jeffreylcohen in/jeffreylcohen

Safe HarborSafe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation maycontain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertaintiesmaterialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differmaterially from the results expressed or implied by the forward-looking statements we make. All statementsother than statements of historical fact could be deemed forward-looking, including any projections ofsubscriber growth, earnings, revenues, or other financial items and any statements regarding strategies orplans of management for future operations, statements of belief, any statements concerning new, planned, orupgraded services or technology developments and customer contracts or use of our services.The risks and uncertainties referred to above include – but are not limited to – risks associated with developingand delivering new functionality for our service, our new business model, our past operating losses, possiblefluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of oursecurity measures, risks associated with possible mergers and acquisitions, the immature market in which weoperate, our relatively limited operating history, our ability to expand, retain, and motivate our employees andmanage our growth, new releases of our service and successful customer deployment, our limited historyreselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Furtherinformation on potential factors that could affect the financial results of salesforce.com, inc. is included in ourannual report on Form 10-K for the most recent fiscal year ended January 31, 2011. This document and othersare available on the SEC Filings section of the Investor Information section of our Web site.Any unreleased services or features referenced in this or other press releases or public statements are notcurrently available and may not be delivered on time or at all. Customers who purchase our services shouldmake the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumesno obligation and does not intend to update these forward-looking statements.

I’m Jeff Cohen@JeffreyLCohen

I wrote The B2BSocial Media Book amzn.to/b2bsm2

#B2BSM

We’ve got aa Problem

73% of CEOsdon’t believe marketersdrive revenueFOURNAISE MARKETING GROUP

Your opportunityto shine

Leads fixthe problem

LEADS AREA PROXYFOR SALES.

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

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

3 MUST-HAVESFORSOCIAL MEDIALEADGENERATION

1 Get people to connect with you.

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

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

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

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

People to People

Follow. Friend. Connect.With People.

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

THE10-4-1 RULE

THE10-4-1Links to third-party articles RULE

THE Links to company blog posts10-4-1 RULE

THE10-4-1Link to a company landing page RULE

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

Get people toshare your stuff

Closed MillionsIn Sales FromOnline LeadsROI – 2800%!

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

Place Calls-To-ActionEverywhere

EmbedTweets

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

Prove the CEO Wrong

You’re theStar

THANK YOU

I wrote The B2BSocial Media Book amzn.to/b2bsm2

Daniel Zucker (@djzucker)Social Media ManagerAutodeskJen McClure (@jen_mcclure)Senior Director, Social Media StrategyThomson Reuters

Social Media Marketing for B2B Companies

by Jeffrey L. Cohen on Mar 16, 2012

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Social Media Marketing for B2B Companies Presentation Transcript

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