Susan Tatum 10/14/14 Susan Tatum 10/14/14

Why Aren’t B2B Marketers Running Better Lead Generation Programs on LinkedIn?

According to a recent CMO.com survey, lead generation ranks as the top objective for B2B companies’ digital marketing programs, with 41% of respondents choosing it as their top goal.

Susan Tatum 9/25/14 Susan Tatum 9/25/14

LinkedIn is Not a Brand Engagement Tool

Social media is often evaluated in terms of brand engagement, which – according to Wikipedia – is “the process of forming an emotional or rational attachment between a person and a brand”.

Susan Tatum 7/1/14 Susan Tatum 7/1/14

Why Most B2B LinkedIn Programs Fail to Generate Leads

If I were to visit your website and click on the LinkedIn icon would it take me to your company page where you post summaries and links to your blog articles and press releases?

Susan Tatum 4/28/14 Susan Tatum 4/28/14

Why You Need Sales and Marketing in your LinkedIn Program

There is a costly disconnection between sales and marketing efforts on LinkedIn.

Susan Tatum 4/18/14 Susan Tatum 4/18/14

Ten Things Your Social Media Manager Needs to Know about Technology Marketing

Marketing complex B2B technology can be difficult to wrap your head around – even for people with marketing and business training.

Susan Tatum 4/8/14 Susan Tatum 4/8/14

10 Things Your Social Media Expert Needs to Know About LinkedIn

Social media generalists, in my experience, tend to approach LinkedIn the same way they approach any other social media. They push information out via status updates and auto-posts.

Susan Tatum 2/13/14 Susan Tatum 2/13/14

Two Things Technology Sales & Business Development Pros Can Do Right Now to Generate More Leads on LinkedIn

For technology sales and business development people, LinkedIn is quickly replacing conventional tactics – offline networking, email and cold calling – as the most effective prospecting method.

Susan Tatum 12/7/13 Susan Tatum 12/7/13

Teleseminar Recap: The New IT Buying Committee – How to Engage Them on LinkedIn

If you missed my recent online interview with LinkedIn’s Mike Weir, I just want to tell you two things. First, this was not a sales pitch to get you to spend money advertising on LinkedIn. And second, it was full of you-need-to-know info on changes in how IT buyers use social media to affect their vendor decisions.

Susan Tatum 11/5/13 Susan Tatum 11/5/13

5 Ways to Measure Sales-Supporting ROI from LinkedIn

For those of you who’ve been struggling to show executive management – and yourselves – that social media efforts do, in fact, contribute directly to sales results, I’ve got some good new. On LinkedIn at least, it’s pretty easy.

Susan Tatum 11/1/13 Susan Tatum 11/1/13

Your CEO wants ROI from LinkedIn. Here’s how to do it.

I’ve been asked a number of times how to make the leap. So I figured it would probably be of interest to you, and as a result, this article was born.

Susan Tatum 9/30/13 Susan Tatum 9/30/13

The 3 Phases of LinkedIn Effort and Where the ROI is Hiding

I make a living helping B2B companies put social media to use as a legitimate marketing channel. For that reason – and because I’m passionate about results-oriented marketing – I look at a heck of a lot of LinkedIn efforts and constantly experiment to find new and better ways to use the network.

Susan Tatum 9/3/13 Susan Tatum 9/3/13

We’re Connected on LinkedIn. Now What?

We all have a lot of LinkedIn connections. There is no lack of information online or off about how to get connections on LinkedIn, and any semi-serious LinkedIn user has amassed a list of connections well into the hundreds.

Susan Tatum 7/29/13 Susan Tatum 7/29/13

Why – and How – to Get Your Whole IT Company involved on LinkedIn

Most of our clients invest in LinkedIn marketing programs to generate and develop leads. A few of them are more focused on establishing thought leadership positions. Ultimately, both groups have the same objective.