Inbound marketing IT: social selling

[aktAkterSabiha10]

We know that already in pre-covid times, 91 % of B2B buyers actively used social media before completing a purchase. In this moment in which seeing each other physically continues to be difficult, the web has become even more of a place of meeting and relationship . Social selling therefore allows you to reach your prospects where they actually are: online and, more precisely, on social media, Linkedin in the lead .

Social selling is a technique that integrates perfectly into an IT inbound marketing strategy . The marketing department collaborates with the sales department to identify the target users of the campaigns: in this phase, the use of belgium telegram datatools such as Linkedin Sales Navigator is essential. Always keeping the selected audience as a reference, we proceed with the optimization of the company's social profiles and with the planning of the content strategy. In fact, the contents are the key that salespeople can use to establish a dialogue with prospects that starts from listening and understanding their needs. The potential customer is no longer attacked with cold, invasive and ineffective promotional messages, but, after having recognized their needs, valuable and relevant content is offered to them for their specific situation.



Inbound Marketing IT: Virtual Events
Among the major trends that emerged in 2020 and will continue in 2021, there is certainly that of virtual events. Seminars, conferences, trade fairs : the entire world of events, particularly relevant for the B2B sector, has had to move online. Although the in-person meeting component is missing on the one hand, virtual events have been successful: without the need to physically go to the event location, perhaps in another city, and thanks to the greater flexibility given by smart working, participating in a virtual fair or webinar becomes easier. For the tech company, virtual events are part of the IT inbound marketing strategy mainly as a lead generation tool . A live streaming event:

adequately publicized ,
with high quality content ,
focused on topics of strong interest to the target audience
is able to attract highly motivated prospects to delve deeper into the topic being discussed: in practice, leads that are already highly qualified.

But a virtual event is not just a lead generation tool. Also thinking about meetings and content for those who are already partners of the company , with the aim of sharing insights and tips to make the most of your product (and why not: encourage an upgrade) is a way to strengthen existing business relationships, increasing customer satisfaction.