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How to leverage influencer marketing in B2B

Profesional interactuando con comunidad online como influencer

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Have you heard of “Influencer Marketing”? Perhaps at some point you’ve considered using it for your company, which is a good idea because it has gained popularity in the world of digital marketing nowadays, precisely because it’s an effective way to connect with audiences and increase brand visibility.

Although commonly associated with the B2C market, influencer marketing can also be a powerful tool in the B2B domain. In this article, we will delve into how companies can leverage influencer marketing to enhance their brand awareness, build trust, and generate high-quality leads.


What is influencer marketing in B2B?


Influencer marketing in B2B refers to collaborating with influential individuals within a specific sector to promote products or services through their networks and communication channels. But what sets them apart from other influencers you see daily, and why should you consider them? Well, the answer is quite simple: these influencers can be thought leaders, industry experts, academics, or respected professionals who have a strong presence and credibility in their field.


Characteristics of influencers in B2B

  • Influencers in B2B are generally individuals with deep knowledge and experience in their industry. They can be consultants, executives, researchers, or recognized academics.
  • Unlike influencers in B2C, influencers in B2B build their influence through years of work and contributions to their field. Their opinion is highly valued and respected.
  • Influencers in B2B typically have a more specialized and focused audience compared to influencers in B2C. This audience includes professionals, decision-makers, and businesses seeking specific solutions.


Some influencers in B2B tend to be…


  • Opinion leaders: recognized professionals in the industry who regularly publish in blogs, specialized magazines, and participate in conferences.
  • Corporate executives: CEOs, directors, and other senior executives who are influential within their sector and have a broad network of contacts.
  • Consultants: experts who advise companies and are known for their knowledge and in-depth analysis.
  • Academics and researchers: professors and scientists who contribute with research and publications relevant to the industry.


Given that… what social media platforms are ideal for the influencer marketing campaign we need?


When we think of influencers, we automatically think of social media as the prime space where these professionals operate, and this is no different when considering a B2B influencer marketing campaign. Social media platforms are powerful tools for connecting with professional audiences, building authority, and generating qualified leads.

However, not all platforms are equal, and it’s crucial to choose the right ones to maximize the impact of campaigns. Below, we’ll analyze the best social media platforms for B2B influencers and the reasons that make them ideal for these strategies.

Firstly, we have LinkedIn: the social network for professionals and therefore the most prominent for B2B influencers. With over 800 million users worldwide, this platform has become the hub for professional connections and business networking.

The reasons that make LinkedIn an exceptional choice are:

  • It attracts professionals from various sectors, from executives and business leaders to specialists and decision-makers. This highly qualified audience is the perfect target for B2B influencer campaigns.
  • The platform is designed for sharing professional content such as articles, research, case studies, and industry analysis. This gives B2B influencers the opportunity to position themselves as experts and engage with their target audience.
  • LinkedIn has numerous groups and communities focused on specific industries, allowing B2B influencers to connect with their niche and build strong relationships with their followers.

Secondly, there’s Twitter, a leader in real-time conversation, which is advantageous if we choose influencers who engage with their audience to position us within the latest industry trends and news.

The key reasons to use Twitter are:

  1. Twitter allows B2B influencers to engage in real-time conversations, respond to questions, share insights, and stay connected with their audience consistently.
  2. The platform is ideal for monitoring trends, hashtags, and relevant topics in the industry, helping B2B influencers stay updated and create timely content.
  3. By sharing valuable content on Twitter, B2B influencers can harness the power of virality and amplify their reach through retweets and mentions.
  4. Twitter facilitates networking and building relationships with other professionals, thought leaders, and influencers in the B2B space.

Thirdly, there’s YouTube: the ideal platform for educational content in a format that is crucial due to its current consumption trend: video.

In the world of marketing applied to a business approach, it is vital today to create content to educate the audience, explain complex concepts, and build trust. For this reason, YouTube is an appealing option, because:

  • Videos are an engaging and easy-to-consume format, making them an excellent choice for explaining complex topics clearly and concisely.
  • By creating high-quality video content, B2B influencers can position themselves as experts in their field and build credibility with their audience.
  • YouTube is a global platform with millions of users worldwide, providing B2B influencers the opportunity to reach international audiences.
  • Videos can be easily integrated into websites, blogs, and other social media platforms, further expanding the reach of the content.

Finally, we cannot forget about blogs and websites, which although not social media platforms themselves, are crucial for B2B influencers as they serve as the foundation for their valuable content and online presence. The reasons to maintain a strong channel of this nature are:

  • Blogs and websites allow B2B influencers to create in-depth content such as detailed articles, guides, case studies, and ebooks, which can be challenging to share on social media platforms.
  • A well-established blog with quality content helps B2B influencers build authority and credibility in their field.
  • They can be optimized for search engines, increasing visibility and organic traffic to the influencer’s content.
  • Blog or website content can be easily shared on social media, supporting an integrated and coherent content strategy.

While these are the main social networks and platforms for B2B influencers, it’s important to consider that an effective strategy involves a combination of channels and a strong presence across multiple platforms. It’s also necessary to clarify that many other immensely popular networks like Instagram or TikTok can be successful channels for a B2B influencer campaign. The increasing numbers of users spending a significant amount of their leisure time on social media demonstrate that it’s not just about the platform itself, but about the presence of well-crafted content with purpose and strategy, capable of capturing the attention of those who fit our customer segment.

There are many examples of successful campaigns that, regardless of the channel used, have positively impacted businesses. The key to success lies in understanding that each company should assess its target audience, campaign objectives, and available resources to determine the best combination of social networks and platforms to maximize the impact and success of their marketing efforts.


What benefits can influencer marketing bring to our company?


It’s important to always consider that associating our brand with an influencer automatically creates an indissoluble link between the two. Therefore, choosing a person who possesses the essential characteristics for the success of our campaign is a priority. If we consciously select the individual who will use their image to communicate our message, the benefits can be numerous. Perhaps the main benefit is the credibility that these professionals bring. By partnering with respected influencers, our company can leverage their reputation to build trust with our target audience. This trust is crucial in the B2B realm, where purchasing decisions often involve significant investments and extended sales cycles.

Additionally, influencers have the ability to significantly expand our reach. Through their communication channels, whether blogs, social media, or conferences, they can present our products or services to a broader and more diverse audience. This increase in visibility can lead to new business opportunities and greater brand recognition.

In B2B, influencer marketing also contributes to attracting high-quality leads. Influencers have the ability to reach professionals who are already interested in our industry, which means that the leads generated through these campaigns tend to be more relevant and have higher conversion potential.

We also cannot forget that influencers are experts in creating content that resonates with their audience. By collaborating with them, we can ensure that the content related to our brand is authentic and relevant. This not only enhances the perception of our company but also increases the likelihood that the content will be shared and discussed within the community.

And what about SEO? You should consider that quality mentions and backlinks from influencers can significantly improve our positioning. Backlinks from high-authority websites and increased traffic can contribute to enhancing our rankings in search engines, which in turn attracts more organic visitors to our website.

Furthermore, if you’re interested in strengthening your corporate reputation, collaborating with a B2B influencer can position your company as a thought leader and educate your audience about the solutions you offer. Influencers often engage in educating and training the audience on new products, services, or market trends.


But how do you choose influencers who fit with our brand?


It’s very important to organize a strategy when the company has opted for influencer marketing, and the first step is to have well-established criteria to consider. Although the selection depends on each company and sector, there are points that are always common when thinking about collaborations. They are:


1. Identifying relevant influencers

The first step to choosing the right influencers is to identify those who fit within our industry and audience. This involves researching and analyzing professionals who have an influential voice in our field. Tools such as
BuzzSumo, LinkedIn, and Google Alerts can be helpful for finding and monitoring these influencers.


2. Evaluate their credibility and reach


Once we have identified potential influencers, it is crucial to evaluate their credibility and reach. We need to analyze their publishing history, the type of content they share, and the level of interaction they have with their audience. The most effective influencers are those who combine extensive industry experience with an engaged audience.


3. Alignment with the company’s values


It is crucial that the chosen influencers share and respect the values and vision of our company. This alignment ensures that collaborations are authentic and credible. Moreover, influencers who believe in our mission will be more motivated to effectively promote our products or services.


4. Establishing collaborations


In B2B influencer marketing, it should not be seen as a one-time transaction. It’s important to build long-term relationships. This may involve ongoing collaborations, participation in joint events, and co-creation of content. By nurturing these relationships, we can maximize benefits and ensure sustained support.


5. (Always) measure the impact


Finally, it is essential to measure and analyze the impact of our influencer marketing campaigns. This includes tracking metrics such as reach, engagement, lead generation, and conversions. Analyzing this data will allow us to adjust our strategies and optimize future collaborations.


Effective strategies for influencer marketing in B2B


1. Collaborative content 


An effective strategy is content co-creation. Working with influencers to create articles, case studies, videos, or webinars can result in highly relevant and valuable content for our audience. This type of content not only benefits our company but also adds value to the influencer’s audience.


2. Testimonials


Incorporating the opinions of influencers into our marketing strategies can significantly increase the credibility of our products or services. These testimonials can be used on our website, marketing materials, and sales presentations.


3. Online events


Organizing online presentations, especially if they are in real time, can help attract a highly relevant and engaged audience. These events not only allow direct interaction with potential customers but also position our company as a leader in the industry.


4. Social media collaborations


Social media, the prime territory for collaborations with influencers, is one of the best spaces to amplify our message and increase our visibility. Influencers can share content related to our brand on their profiles, in addition to creating sponsored posts.


5. Brand ambassador program


If you’re interested in long-term relationships with influencers, you should develop a brand ambassador program. By implementing an active and mutually beneficial program, these ambassadors can serve as constant advocates for our brand, promoting our products and services organically and consistently.


6. Opinion articles publications

Coming from specialized sectors and due to their background, it’s common for these influencers to often have a voice as columnists in relevant industry publications. Therefore, collaborating with them to write opinion articles or blog posts can increase the visibility and credibility of our company. These articles can address topics relevant to our audience and position our company as a thought leader in the sector.


7. Case studies


A highly effective way to conduct real-world testing is by collaborating with influencers, which can provide valuable content and test the effectiveness of our products or services. These endorsements can be used as sales and marketing tools, offering tangible evidence of the benefits we provide.


8. Podcasts and interviews 


It’s not all about social media, so conquering spaces with critical audiences such as podcasts is undoubtedly a good decision. These mediums allow for more direct and personal communication with the audience, building a stronger connection that increases trust and visibility for our brand.


9. Data analysis


Visibility strategies are great, but it’s also beneficial to leverage the vast amount of data that an influencer can generate for data analysis and trend reporting within the industry. These insights are valuable for our internal brand work and for better aligning our services and products with the pulse of the audience.


10. Strategic partnerships


Forming strategic partnerships that mutually benefit in the long term is an opportunity for continuous growth, and it also humanizes our brand. When establishing a collaboration, always consider the possibility of creating future projects that involve other lines of products and services you are interested in expanding.


Are you already successful? Well, you can achieve even more…


Influencer marketing can bring exponential growth to our company if managed consciously, which is why we believe it’s important to adopt some of these tips to maximize the success of our campaign.

Before launching an influencer marketing campaign, it’s crucial to establish clear objectives. These objectives should be Specific, Measurable, Achievable, Relevant, and Time-bound (SMART). Clear objectives help us measure the success of our campaigns and make adjustments as needed.

Furthermore, content created in collaboration with influencers should be valuable and relevant to our audience. We should focus on providing useful information, solving common problems, and offering unique perspectives that attract and retain our audience.

Remember, authenticity is key in influencer marketing. We should allow influencers to express their opinions and experiences genuinely, without imposing a rigid script. This enhances the credibility and impact of our campaigns.

Lastly, always consider that influencer marketing is a constantly evolving field. We must be willing to adapt to new trends and technologies, and adjust our strategies based on results and feedback received.




Influencer marketing in B2B offers a multitude of opportunities to increase visibility, credibility, and the growth of our company. By identifying and collaborating with the right influencers, we can leverage their expertise and audience to effectively achieve our marketing goals. Moreover, establishing long-term relationships allows us to continuously measure the impact of our campaigns, optimizing our efforts and maximizing results.

If you’re considering expanding your marketing initiatives to stand out within your industry, this could be a beneficial option. Not only can it yield audience benefits, but it can also lay the groundwork for networking or collaborations that are highly advantageous in the business sector. Ultimately, B2B influencer marketing is not just about extending reach; it’s about building strong, authentic relationships that benefit both our company and our audience. By adopting these strategies, we can position ourselves as industry leaders and ensure sustainable and successful growth.

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