How does Janice Gordon propose using social media to enhance B2B sales engagement?

Janice B Gordon suggests using social media as a tool for social selling, which is about building relationships that might lead to opportunities. She recommends using different social networks for different purposes. For instance, LinkedIn can be used to connect and engage with business people, while Twitter can be used for both personal and business content.

She also emphasizes the importance of using tools like Google Analytics to track activity and using hashtags to make content searchable. She suggests using paid adverts within social media as a cost-effective way to create brand awareness and expand reach.

Janice also advises being consistent with your message and postings, demonstrating your knowledge and experience to prospective customers, and using analytics to monitor your performance and effectiveness.

Finally, she stresses the importance of authenticity in social selling. Outsourcing social media activities is a big no-no in her view, as it takes away the authenticity of the engagement.

Remember, social selling is not about immediate results. It takes time to build rapport and trust within the community.