Question 1

How can social media help B2B companies move leads through the funnel?

Accepted Answer

By mapping content to funnel stages—awareness, consideration, and conversion—social media can guide leads from discovery to decision-making.

Question 2

What is top-of-funnel content in B2B social media?

Accepted Answer

Top-of-funnel (ToFu) content is designed for awareness. It's educational, shareable, and trust-building—like blog posts, infographics, and short videos.

Question 3

What kind of social content works in the middle of the funnel?

Accepted Answer

Case studies, webinars, product explainers, and employee insights are great for mid-funnel (MoFu), helping prospects evaluate your value.

Question 4

How does social engagement data improve lead scoring?

Accepted Answer

Tools like Oktopost integrate social interactions into CRMs, showing which leads engage with which content—ideal for sales prioritization.

Question 5

What’s the role of employee advocacy in B2B social media strategy?

Accepted Answer

Employees amplify reach and trust. Posts from internal experts often outperform brand channels in engagement and credibility.

Question 6

How do you measure ROI from social media in B2B?

Accepted Answer

Use platforms like Oktopost to track clicks, conversions, and sales from social content. They connect engagement data to revenue.

Question 7

What’s a good social CTA for bottom-of-funnel content?

Accepted Answer

Use direct CTAs like “Book a Demo,” “Download the Buyer’s Guide,” or “See It in Action”—always tied to conversion-optimized landing pages.

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social media sales funnel

From scroll to sale: Using social media to move leads through the funnel