B2B Sales Leaders on Twitter: It’s Ok to Self-Promote

Are you a B2B sales leader who is:

just getting started on Twitter?
thinking about getting on Twitter?
trying to be more active on Twitter?
wondering why anyone would use Twitter for business?

If so, The Atlantic has some pretty interesting news for you about how to be better at Twitter based on the findings of a new report (“Who Gives a Tweet? Evaluating Microblog Content Value“). One takeaway? Self-promotional tweets are actually well-liked. “The Twitter ecosystem values learning about new content,” said the authors of the study, whose goal was to find what people like and dislike in a tweet.

The worst offense you can commit on Twitter? Being boring. People liked best the tweets they found informative or funny. Other tips from the researchers at Carnegie Mellon, MIT, and Georgia Tech:

  • provide context (don’t just tweet a link without giving some idea of what’s behind it),
  • keep it short (the better for retweeting),
  • don’t whine (self-explanatory), and
  • “contribute to the story” (add your opinion or fact when you retweet something).

One of our past Sales 2.0 Conference speakers, Jon Ferrara (founder and CEO of Nimble), says social media and “social business” are a natural extension of how sellers have been selling throughout their careers. Share information, listen, and engage in conversation, and you’ll find your voice. (Check out more of his insights in the webinar clip below about using Twitter for effective social business.)

If you’ll be joining us at the Sales Management 2.0 Conference on March 5 in Philadelphia, Barton Goldenberg of ISM will be explore the pros and cons of organizations incorporating social networking into their sales and marketing strategies. His presentation, “Analyzing the Business Value of a ‘Social’ Strategy” kicks off at 9:15 a.m. Get registration info for the Sales Management 2.0 Conference here — check it out before early-bird rates expire on February 6.

And if you’re still doubtful that tweeting has any relevance for B2B sales, you might want to read Anneke Seley’s blog and learn how a 37-character tweet led to multi-thousand dollar opportunity, according to heavyweight sources at IBM and Microsoft. (Anneke is also a past Sales 2.0 Conference speaker who presented on “The Impact of Social Media on Sales: Lessons – and Metrics – from Large & Small Companies” this past November).


Using Twitter For Effective Social Business

About Lisa

Editorial Director at SellingPower.com.
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