7 B2B Social Media Tactics Your Team Should Actually Use

By Someone Who’s Been on the Internet Way Too Long

Think social media is just for dance challenges and viral guacamole recipes? Think again. Social platforms are now just as important for B2B as they are for B2C. In fact, they’re a key part of how buyers research, vet, and eventually trust the businesses they want to work with — often long before they speak to anyone on your sales team.

Whether you’re aiming to generate leads, boost brand awareness, or just prove you still exist, these seven B2B social media tactics will help you stop posting like it’s 2012 and start turning content into actual pipeline.

Let’s break them down.

1. Go Where Your Audience Actually Hangs Out

Look, you don’t need to be everywhere. You just need to be where your buyers are. Spoiler alert: that’s probably not TikTok (unless your ICP is “bored interns”).

For most B2B brands, LinkedIn is still the holy grail. It’s where decision-makers live, thought leadership thrives, and random “open to work” selfies flood your feed.

If you’re looking for real-time conversations and industry banter, X (formerly Twitter, formerly cool) still has a pulse. YouTube? Perfect for explainer videos, product demos, and webinars that don’t put people to sleep. And niche communities like Reddit? Goldmines for industry-specific conversations, especially in technical fields like biotech, software, or engineering.

Focus your efforts on the platforms where your ideal customers spend time. A thousand impressions from the right people beats a million from folks who couldn’t care less.

Also, lean into formats that platforms want you to use — carousels, polls, clickable images — because the algorithm is basically your passive-aggressive boss. Do what makes it happy, and you’ll get rewarded. Ignore it, and, well… good luck getting seen.

2. Engage Like a Real Human (Every Single Day)

Social media isn’t a billboard. It’s a conversation. So stop ghost-posting and start showing up.

Set aside 15 to 30 minutes each day to engage — not just post. Like, comment, share, reply. You know, act like you actually want to be part of the platform.

Assign someone on your marketing or sales team to do daily outreach — especially if you're running an ABM play. Comment on target accounts' posts. Like their updates. Share their content with a smart take. When you eventually reach out, they’ll feel like they already know you. That’s not stalking. That’s strategy.

Also, keep tabs on what your competitors are up to. No, not to copy them — but to one-up them. Join the conversations, add value, and gently remind everyone you exist and know your stuff.

3. Build a Content Calendar (So You’re Not Wingin’ It Every Morning)

The “post-what-feels-right-today” strategy may work for influencers with ring lights and trust funds. But for B2B? Structure wins.

A solid content calendar helps you align posts with your sales funnel and marketing campaigns. It also helps you avoid the dreaded “we haven’t posted in three weeks” panic.

Plan top-of-funnel content like tips, infographics, and blog posts. Mid-funnel content like case studies, testimonials, and whitepapers. Bottom-funnel stuff like Q&As, demo invites, and “please just talk to us” CTAs.

Don’t forget to add key dates like events, launches, and holidays that matter to your audience. And build in variety: mix company content with curated news, partner highlights, and the occasional spicy take.

Calendars = consistency. And consistency = credibility. Bonus: your team will thank you for not slacking them at 9am every day asking, “Anyone got content ideas?”

4. Turn Your Employees Into Social Media Megaphones

People trust people more than logos. That’s why employee engagement is one of the easiest (and cheapest) ways to boost your social presence.

Get your team involved. Encourage them to like, share, and comment on company posts. Create a sharing program with prewritten captions and branded visuals. Make it brain-dead simple to participate.

Even better: tap your subject matter experts to share their own perspectives. Engineers. Product managers. Analysts. They’ve got stories. And when they share them, your brand becomes more credible — and more human.

Just make sure your brand guidelines aren’t so rigid that everyone sounds like a robot. The goal is authenticity, not a corporate voice-over.

5. Use Data to Figure Out What’s Actually Working

Vanity metrics are like empty calories — they look good but don’t do much. If your only report says “Got 72 likes this week,” we’ve got a problem.

Instead, focus on KPIs that tie to business outcomes:

• Are you attracting your ideal audience?

• Are they clicking, downloading, or commenting?

• Are they becoming leads? Or better yet — customers?

Track engagement from target accounts. Use UTM links to connect posts to pipeline. Measure content clicks, form fills, and conversions. Set a monthly reporting routine so you can see patterns and optimize accordingly.

Also, don’t forget to measure things like webinar signups, demo requests, and even Slack messages that start with “Hey, I saw your post…”

6. Create Content That Helps People, Not Just Hype

Nobody wants to follow a brand that only talks about itself. Share stuff that’s actually useful.

Educate. Entertain. Explain. Post tips, how-tos, industry takes, success stories, compliance advice — anything that helps your audience do their job better or understand their world a little more clearly.

You don’t need to reinvent the wheel either. Repurpose what you’ve already got:
Turn a webinar into a blog post. Turn the blog into a carousel. Turn the carousel into a cheeky quote graphic. Just please, don’t turn it into a 17-slide pitch deck.

Deliver value within the post itself. You don’t need a gated asset for everything. Sometimes a solid tip right in the feed is the best way to build trust.

Also: be visual. Be concise. And if you’re not funny, at least be clear.

7. Stick With It (Even When You Get 3 Likes)

The best B2B social strategies are built on patience and persistence. Not everything will go viral. In fact, most of it won’t. That’s okay.

Post 3–5 times a week on your core platforms. Keep the cadence steady. Track what resonates and what flops. Then tweak accordingly.

Do quarterly reviews. Figure out which topics performed best. Where did engagement spike? Where did it fall flat? What content types led to actual conversations or pipeline movement?

Also, test new things. Polls, videos, carousels, short rants, data visualizations — throw it out there and see what sticks. Social media is basically a giant experiment you can run in public.

The important thing is to keep showing up. The brands that win on social aren’t necessarily the loudest — they’re the most consistent.

Ready to Stop Posting Like It’s 2016?

Social media isn’t a nice-to-have anymore. It’s your direct line to customers, prospects, and a whole lot of lurkers quietly forming opinions about your brand.

When done right, B2B social media drives awareness, builds trust, and fills your pipeline with people who’ve already decided they like you.

Want to get started? Use these seven tactics as your roadmap. And if you want the step-by-step manual — from brand voice to platform tactics to analytics — grab The Elite B2B Social Media Marketing Strategy Manual. It’s free, it’s helpful, and it’s not filled with fluff.

And hey — if you’d rather hand this whole thing off to a team that lives and breathes B2B, give Sagefrog a shout. We’ll help you turn your social feed into a sales machine (without the cringey posts).