Now streaming through Arrow’s Curated Content: Forescout– share a host of cybersecurity solutions from Forescout, demonstrating how their Zero Trust portfolio provides businesses with 100% device visibility and control across the edgeless enterprise.
by Jeff Mesnik and Brittnie Cole
When you post on a social network what are you looking for? Reactions and comments? It is a game of sorts, apparently, I am never nearly as funny as I think I am, as my personal jokes and comments go a bit unrecognized on Facebook. But there is a feeling of success when people acknowledge that my post was worthy of a thumbs up or even better, a laugh or a comment. A reaction translates to interest, and at times validation, but I will leave that to my therapist to decipher. In our last newsletter, we announced that we will be tracking both reactions and the type of reactions a post receives. Let’s take a look at why this is so important and how we are making it easy for you to act upon and drive sales through social media.
In the business world, as we all stroll through the different business networks, a reaction has a different meaning. It not only offers agreement, but engagement with the post you made, and can be the start of a conversation. We consider this a buyer offering up intent to engage with you.
So, how do we help take this engagement and move it through the validation points? Well first, we should not let a comment or reaction go unnoticed. We need to track and respond to any reaction because it is an expression of intent. We see a strong percentage of intent-based reactions convert into opportunities when followed up upon. That is why our application now actively captures and reports this intent, and we refer to this as a Social Marketing Qualified Lead.
The next level of sales enablement
Social media reactions are a great way for you to identify new potential leads. Social Marketing Qualified Leads (MQL’s) are people you could potentially be doing business with in the future. Reactions are an important indicator of customers and prospects that are engaging with you, which leads to those prospects becoming Social MQL’s. Our platform now gives you a way to view your reaction statistics and provides you with a method to actually view who they’re coming from!
In our dashboard, under Reports, you can head over to the “Activity by Posted Item” section to view the data of your reactions, comments, shares, impressions, and clicks. Here, you can view how much traction you are receiving on social media and gather data to inform decisions on where your marketing strategy is headed. In addition to viewing and analyzing your data, you can be taken directly to your social media post to view and interact with those who engaged with your content!
Take your marketing strategy to new heights by engaging with those who react to your posts. Gaining MQLs has a lot to do with networking and paying attention to your audience. Do you have a follower who consistently interacts with your posts by liking them? This would be a chance to become what social media refers to as “Mutuals”, or in other words, create a mutual connection with that follower. Follow them back, and engage with their posts. Dig around social media and look at the content that your followers/connections are posting. Are your social media posts relevant to them? Should you start posting about a certain topic more or less frequently? Are your connections engaging more with videos or blog posts?
Use our new reaction feature to dive into who your connections are, follow up with MQLs, and get acquainted with your audience!
Check out our Knowledge Base to learn more about Viewing Your Social Engagement Reactions. Watch our newest video to learn more about this feature and take advantage of knowing who your audience is and how they interact via social media.
Coming soon through Arrow’s Curated Content: NetApp– Digital transformation is forcing businesses of all sizes to modernize their IT infrastructure and migrate to the cloud for everything from data storage and management to application development and deployment. This channel will help you make the case for why NetApp offers the ultimate solutions for any business moving to and operating in the cloud—whether public, private, or hybrid.
Now Streaming on DEMANDSolv: The Intel Advantage. Focused on presenting the unique value of Intel® products, as well as the new business opportunities open to you by selling Intel solutions and integrating them into your offering portfolio.
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As you have heard time and time again, the pandemic has changed the way the channel is doing business. Automation is the highest growth area, and more important than ever in helping partners succeed. In his most recent blog post: Channel Automation Becomes Table Stakes for Partnership Success, McBain takes a look at the pain points that channel professionals deal with in relation to how their companies are internally set up for partnerships. Having the right tools in place that feed data to a company is vital to growth. Tools such as PartnerOn are set up to strengthen partnerships, give insights to vendors and partners alike, and enable partner growth.
Featuring our latest video
Brush up on your lead and contact management with our new tool!
Contact and lead management is a crucial part of marketing and sales efforts, as Marketing Qualified Leads (MQL’s) are people you could potentially be doing business with in the future. MQL’s are people who have shown interest in what you have to offer. MQL’s can come to you in many ways, and our platform specifically offers ways in which these leads can end up right in your inbox and CRM solution.
Lead management requires involvement and nurturing from you or your team. Leads will be received, and that is a great start, but you have to engage and nurture them to move them from potential customer to buyer. Managing your leads requires identifying your leads, understanding what they’re looking for, providing them with consistent, relevant content, using open communication, and measuring the outcome and success of your engagement.
Using your CRM to manage your Leads
Leads can be received by using the “Build Your List” assets through the “Share This” or “Email This” functions. To learn more about receiving leads, please read How to view leads and where they come from, and Build Your List Items. Once a potential prospect fills out a Build Your List form, you will receive that lead’s contact information in an email, or you can have it come through to your CRM solution. To learn more about using your CRM solution to manage leads, please read Integrating Your Hubspot CRM. Identifying your leads is fairly easy because you can have them all remain in the same place by funneling them to certain contact lists in the platform, or in your CRM. Use their contact information to identify who they really are and what they’re looking for. Hubspot allows you to create contact fields and have that field populate with the Build Your List Item they are interested in. What piqued their initial interest?
To learn more about integration with your Hubspot CRM solution, please visit our Knowledge Base. Read Integrating Your Hubspot CRM, and view our latest Quick Tip Video: Integrating Your Hubspot CRM for more information.
