B2B marketers know intuitively and anecdotally that social media brings them good leads. But when it comes to proving that social marketing shortens the sales cycle and delivers revenue, things get hazy. According to a new eMarketer report, “B2B Social Media Lead Generation: Best Practices for 2013,” B2Bs still haven’t found a proven formula for exactly how social helps close a sale.
Nevertheless, marketers are so enthusiastic about social marketing’s effect on top-of-funnel engagement that they say social is here to stay. It has become a core element of their lead generation efforts. And they have hammered out a number of best practices that are worth sharing and emulating. Read the rest at eMarketer.