Can You Overpost?

Is it possible to post on social media too often?

The answer is: yes, if your content screams, "Buy from me" (a single post like that is one too many); no, otherwise.

Remember: only a fraction of a fraction of a fraction of your audience ever sees your posts.

Please Disturb

Sadly, most "social selling" merely amplifies sleazy selling.

You see it on LinkedIn daily, as an ever-swelling spam tsunami floods your homepage.

Although they do themselves no favors, the buffoons behind the flood damage their brands more than themselves. Where they once had opportunities to drive away only handfuls of prospects in the past, now they possess a weapon of mass destruction.

It need not be that way, says LinkedIn strategist Kristina Jaramillo.

Social selling experts insist social selling is a lead-gen "volume play," Jaramillo says.

But it isn't.

Social selling's purpose should be lead qualification and nurturing.

"The focus should be on prospect development," Jaramillo says.

Simply posting about your product, your team, yourself or even your industry doesn't make you relevant to buyers.

You have to drill down to value; and, on LinkedIn, that comes in form of challenges to the status quo.

You need to publish "disruptive" content that drives changes in thoughts and actions, and, most importantly, "give prospects a reason to change," Jaramillo says.

B2B Marketers: Should You be Festive this Holiday Season?

This December, should your content go all-in on the normal holly-jolly? Or should you just skip the festive look and feel?

Bear in mind, more than half your customers are despondent. Should your company pretend otherwise?

I have six suggestions:

Dial back the ho-ho-ho. Would you wear a sequin cocktail dress to your brother's funeral? Leave the snowmen and candy canes in storage this year; they'll be an eye-sore to many. Stick instead with your year-round branding.

Step up your social outreach. B2B social media users spend more time sharing in December, so beef up your posting, social advertising and social selling. But avoid syrupy stuff. Provide value.

Make it personal. Personalized messages will help you stand out from the automatons deaf to the nation's mood.

Re-gift your best content. Republish the year's best content. Package a blog-post series as an e-book; an article as a year-end checklist; customer research as a white paper. 'Tis the giving season.

Align with sales. Alignment with sales is critical every December; maybe more so, this year. Create content sales can use to close deals—data sheets, testimonials and case studies.

Ask for wisdom. Don't just eschew frivolity; promote serenity. In 1963, when LBJ lit the National Christmas Tree a month after JFK's murder, he urged Americans to turn from "things false and small" to "things true and profound." He went on to say:

We have our faults and we have our failings, as any mortal society must. But when sorrow befell us, we learned anew how great is the trust and how close is the kinship that mankind feels for us, and most of all, that we feel for each other. We must remember, and we must never forget, that the hopes and the fears of all the years rest with us, as with no other people in all history. We shall keep that trust working, as always we have worked, for peace on earth and good will among men.

NOTE: Opinions at my own.

Artful Dodgers

Open secret: B2B prospects are dodging salespeople.

It now takes 18 or more dials to connect with a B2B prospect over the phone, according to TOPO. Call-back rates are below 1%. And only 24% of sales' emails are ever opened.

The reason: reps put their own agenda above that of prospects, so prospects turn to peers for advice.

It's why 1 million B2B reps will lose their jobs to self-service e-com by 2020.

Two professors, Laurence Minsky and Keith Quesenberry, urge B2B reps to try "social selling."

"With social selling, salespeople use social media platforms to research, prospect, and network by sharing educational content and answering questions," they say in Harvard Business Review.

"As a result, they’re able to build relationships until prospects are ready to buy.

Social selling makes sense, because three of four B2B buyers rely on it to reach buying decisions.

A survey by Hubspot shows 72% of B2B reps who use social media outperform their peers, and more than half have closed deals as a direct result of social selling.

Reps can be sell effectively with social media by spending no more than 10% of their time with it, the professors say; but they need to be trained.

Marketers can provide that training, but often they don't want to.

The solution? Wrest social media from marketers and hand it to sales.

By providing a self-guided portal where reps can find marketers' content and share it with prospects on LinkedIn, Facebook and Twitter, B2B companies can win over artful dodgers, the professors say.

"After all, social media is too important to be left to marketing."