3 Social Media Tools for B2B Sales


Here are 3 great social media tools for B2B sellers:

  1. Linkedin
  2. Brightkite
  3. RSS


Ok – no real need for a deep analysis here – Linkedin is a place you need to be if you are engaged in social networking for business. If you use nothing else – use this. Some tips for use:

  • Use your LI profile as your core – drive your network here
  • Get a good photo of yourself
  • Get some recommendations up there from both colleagues and clients
  • Connect with all your top prospects and current customers
  • Don’t “sell” through your profile

If you concentrate on building a powerful network (that means your contacts are active and that they know you), and focus on positioning yourself as someone who brings value to their network and who provides expertise in their field – buyers will seek you out. At the same time, you are always available and reaching out…


Brightkite allows you to “check in” or post your position on a map so your network (or Sales Manager!) will be able to see where you are at any given moment. If a contact can see that you are out on the road – they may reach out to you to leverage your proximity. If your network is using Brightkite, you will be able to see what they are up to as well on any given day which can allow you to meet up. All this is done via your handheld/mobile device. Brightkite increases and promotes your visibility, it helps people find you if they want/need to. Who knows who may be at the same baseball game, or conference, or stuck in traffic…

You can also benefit from using Brightkite with internal resources as well.


Nothing could be easier and bring more value to your network than RSS feeds. What is RSS? Click here to see a brief explanation of what RSS is and does.

Get yourself a Reader (I use Google) and start subscribing to feeds – things that your network will care about. Things like their industry or your industry, things about their company or your company, things that are important to you in your role. Beyond providing some great background and building your knowledge – you can share this info with your network. Don’t sell… provide something that your network will care about – give them something they can actually use.

You can further leverage your RSS feeds by using other tools like Twitter, Facebook or Delicious to promote and share info with your network. No matter what the platform is – keep finding interesting, informative and valuable information to push out.

In Closing…

In the world of Sales 2.0 there is no “Prospecting” or “Following Up” – it is simply networking. In the Sales 1.0 world there was your “network” – a group of people who gave you tips and referrals and there was your “prospects/customers” – the group of people you sold to and who bought from you. It doesn’t work like that anymore…

Now – there is just 1 network. Some are people who will buy from you, some never will. Some will refer you business, others will receive your referrals. Some are your friends and family. Some are on multiple platforms (like Facebook or Twitter). Some are colleagues and some are clients.


2 thoughts on “3 Social Media Tools for B2B Sales

  1. Carson,

    Good stuff. I had not heard of Brightkite yet thanks for pointing that one out. I agree with your suggestions for the use of LinkedIn and RSS.

    For about a decade (seriously, I started selling in 1995) I wondered what the difference was between networking and sales. I think about 2 years ago I saw that you are absolutely right there is NO difference. It is all one network. I’d throw marketing into that bucket too. In a “Sales 2.0 world”, sales, networking and marketing all come together.

    Thanks so much for this post.


  2. Thank you for your comment Nigel – been to your site as well and I’ll be sure to come back often.

    Brightkite is an interesting tool – and pretty new. Looking forward to seeing it come together…

    Keep in touch,


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