The New Formula for Generating High Quality Leads in 2011

Size: px
Start display at page:

Download "The New Formula for Generating High Quality Leads in 2011"

Transcription

1 PRESENTED BY The New Formula for Generating High Quality Leads in 2011 Marketers Shifting Focus to Web-Based Formats for Higher Conversions SPONSORED BY

2 The New Formula for Generating High Quality Leads in 2011 Executive Summary 3 Quality Over Quantity 4 Generating Qualified Leads: What is Working 5 Tapping Into the Power of the Web 6 Counting on Lead Conversion 8 The Emergence of Interactive Mediums 9 Segmentation Strategies 9 Conclusion

3 Executive Summary: In the early stages of demand generation programs, most marketers are understandably focused on gathering as many leads as possible. The common logic for newcomers to this discipline is lead volume is critical in order to fill the pipeline and feed a hungry sales team. However, as demand generation best practices have matured, many experienced marketers have found that simply pouring leads into the top of the funnel doesn t always filter down to real sales opportunities. In fact, many firms have learned the hard way that simply focusing on a high volume of leads can be inefficient for marketing and sales. As part of this shift, most marketers are moving from broad outreach to high numbers of untested names to a strategy of engaging qualified targets. For those progressive firms that have adopted this targeted approach, most have found that profiled, cultivated leads convert faster often at substantially higher deal values. Research bearing out the shift to quality over quantity has been mounting over the past 12 months. In its 2011 B2B Benchmark Report, Marketing Sherpa found that generating high quality leads is the top priority of marketers. The need for quality leads was cited by 78% of respondents, a gain of 9% over the previous year. Further corroboration comes from a recent DemandGen Report survey which found that 82% of its readers rank increasing the amount of qualified leads as their number one priority for 2011, compared to only 46% who said increasing lead volume is their top initiative this year. As marketers shift their focus from quantity to quality, industry insiders point out that this approach requires greater emphasis on enabling online and interactive tools that can precisely target and engage the right prospects. Tapping into the new market research, as well as firsthand insights from power users in the online marketing space, this E-book will showcase the strategies, tactics and tools that leading BtoB marketers are employing to improve their flow of quality leads. 3

4 Quality Over Quantity Study after study is finding that lead quality is now considered an imperative for BtoB companies. In the Marketing Profs report titled B2B Marketing Today, respondents said their two top priorities are: Reaching the right decision-makers (46%) Improving lead quality (43%) Yet many organizations have been slow to acknowledge and deal with lead quality snags. The concept of volume alone and the false sense of accomplishment it can breed is among the first things to confront in pursuit of quality leads. We only look at prospects, and a prospect is someone who fits our internally agreed-upon definition, said Maria Pergolino, Director of Marketing for marketing automation provider Marketo. A prospect has to match our profile which includes titles, roles, company sizes, revenue and a number of other key criteria. When stringent rules are applied near the top of the sales funnel to separate genuine leads from window shopping web visitors, long-range inquiries, downloads by non-sales ready individuals, robotic Internet traffic and the like, one outcome is predictable fewer leads. While it s unwise to contradict rigorous qualification, a sharp drop in lead quantity can cause unease among marketers and salespeople accustomed to higher volumes. But experts from top market research firms, marketing consultancies and automation providers say the fear is unwarranted. Awareness about the need for lead quality is definitely there, said Carlos Hidalgo, CEO of BtoB marketing and lead management consultancy The Annuitas Group. The conversations I m having now revolve around people knowing they need to transform but not knowing how to get there. That s why at Annuitas we re such big proponents of developing a process. Part of the struggle that organizations face is aligning sales and marketing, which leads to another set of questions about how to do that. Elle Woulfe, Senior Marketing Programs Manager for marketing automation provider Eloqua, offers a comparable view. Sales often doesn t trust marketing because the quality of the leads passed over has historically been poor, she said. When marketing begins scoring, nurturing and focusing on quality over quantity, they start passing along A-1 and B-1 leads. The challenge for marketers at that point is behavioral, because they have to overcome long-standing trust issues with sales. 4

5 The quality focus means there will be fewer leads, but those leads will be more likely to close. To zero in on the number of sales qualified opportunities delivered by marketing to sales, Woulfe said Eloqua reverse-engineers its own pipeline to assign a revenue figure that marketing is responsible for, and how many sales-qualified opportunities marketing needs to generate to reach a certain revenue target. Compensation is based on achieving this, she added. Amy Bills, Bulldog Solutions The quality focus means there will be fewer leads, but those leads will be more likely to close, said Amy Bills, Director of Marketing for BtoB demand generation consultancy Bulldog Solutions. Everyone s got business goals, Bills added. We ve got to drive in a certain amount of revenue. If you deliver too few leads, no matter how great they are, it won t be enough to achieve goals. For our clients, we sketch out the pipeline. You want a good volume of leads going into the top of the funnel, but you really want to have a tight aperture in the middle. By the time you re handing off a marketing qualified lead, it needs to be of the highest quality. Bills said marketing must back up its activity all the way from revenue by knowing: The business goals of the company with an emphasis on revenue How many inquiries are needed to generate enough marketing qualified leads How many marketing qualified leads it takes to deliver opportunities to sales How many opportunities must convert to meet revenue goals While metrics and lead definitions vary between companies, revenue impact is the deciding factor. I measure effectiveness in two ways: one is cost per prospect, said Marketo s Pergolino. The other metric and one that my pay is actually based on is how many opportunities the sales team creates from the leads marketing generates. I have no control over what opportunities they create, but there is a definition, and they re not allowed to keep working a lead if they don t create an opportunity. I m always driving things from the perspective of where I can find leads that will create the most opportunities for sales. 5

6 Generating Qualified Leads: What is Working Once sales and marketing have reached accord, buyer personas have been developed and content is mapped to prospect roles and funnel phases, tactics come into play. There should be more data about which marketing mediums that are effective in generating higher percentages of qualified leads than about any other part of the new marketing equation. For example, the Marketing Profs report previously cited found the highest-ranked digital marketing vehicles in terms of effectiveness are: Webinars (36%) Search Marketing (33%) Company web sites (28%) The 2010 Lenskold Group / emedia Lead Generation Marketing ROI Study reveals a similar media mix. According to the report, Tactics that engage and educate are considered most effective in driving quality leads, but balancing these with sales-driven offers shows high potential. Asked to rank marketing vehicles based on their ability to drive high value leads likely to convert to sales, respondents gave above-average ratings to: Webinars & seminars (52%) e-newsletters (42%) Product trials (42%) E-books & white papers (35%) Jim Lenskold, CEO of marketing and ROI measurement firm The Lenskold Group, said, The first part of lead management is acquisition; the second part is influencing. If you can take an average lead and, by bringing them down a certain marketing path make them more likely to convert at a higher value, that s managing and driving lead quality. Educational initiatives like webinars are great both in terms of nurturing, and in conditioning leads to achieve a higher value. Tapping Into the Power of the Web According to the 2010 Lead Generation Optimization Key Trends Analysis from CSO Insights, more than 91% of companies worldwide reported increasing new customer acquisition was one of their top strategic marketing objectives for Based on the quantity and quality of leads generated, companies said was their best lead generation source, followed by live events, web site registrations and webinars. The effectiveness of online channels, events and tools coupled with the fact that prospects indicate the web is the first place they look for information makes a strong business case for companies to 6

7 We do response management for a few clients. Where you have more technical users they tend to be really strong consumers of webinars. They generate a lot of activity, and that activity converts at a higher rate. We re seeing responses rates somewhere in the range of 8%-11% on webinars. It s a very content-driven approach. Dan McDade, PointClear increase their investments in webinar software, web page optimization, high-value downloadable content, marketing and search engine optimization, among other core tactics. Optimized company web sites and referrals from partner web sites are widely reported to be very low cost forms of online lead gen. Pay-Per-Click ads are also categorized as being relatively low-cost, although PPC leads can require the more nurturing than other lead types. In the balance, the main thing that online media have in common is cradle-to-close trackability, increasing their appeal. Business consumers are really ripe for interactive now, said Dan McDade, Founder and CEO of prospect development firm PointClear. That includes , web site optimization, social networks like LinkedIn and Twitter, video and other online tactics. In his new book, The Truth About Leads, McDade devotes an entire chapter to the topic, Why Your Sales People Need Fewer Leads, placing himself squarely in the lead quality camp. We believe in multi-touch, multi-media, multi-cycle marketing, meaning that you don t ever use one medium, McDade said. You use multiple media and incorporate those assets into multiple touches over a period of time. To illustrate, he uses the case of a PointClear client who is currently embedding video in its marketing s and getting substantially higher open and click-through rates than they ve ever achieved before. Using another example McDade said, We do response management for a few clients. Where you have more technical users they tend to be really strong consumers of webinars. They generate a lot of activity, and that activity converts at a higher rate. We re seeing responses rates somewhere in the range of 8%-11% on webinars. It s a very content-driven approach. 7

8 I always start with my cost per prospect. For example, to get someone to actually attend a webinar and sit through the entire thing can be difficult, but the return is phenomenal on those that do. Attendees who devote an hour to you are people who are going to buy. Maria Pergolino, Marketo Counting on Lead Conversion Where the rubber meets the road in the lead quality realm is conversion. Again, certain strategies and tactics stand out from the rest. I always start with my cost per prospect, said Marketo s Maria Pergolino. For example, to get someone to actually attend a webinar and sit through the entire thing can be difficult, but the return is phenomenal on those that do. Attendees who devote an hour to you are people who are going to buy. Pergolino added that the cost of a well-executed webinar can be on the high side when promoted through a third party marketing partner site, and if it features a speaker from name-brand research firms. But those who attend are very high quality prospects. Marketo conducts two webinars per month and Pergolino said, It s one of our most effective programs. We also find that someone who watches a webinar is ready to buy sooner rather than later. Industry benchmarks have shown that webinars can convert as much as 10% of registrants into qualified leads, versus only 1-2% for campaigns. No discussion of conversion is complete without including the enormous impact of lead scoring and nurturing through marketing automation platforms. Marketing automation allows access to and information about behavioral lead scoring, said Bills of Bulldog Solutions. You can now a score based on a lead s behavior on your website, what materials they are downloading, what webinars they are attending and so on. Multi-dimensional scoring allows much finer insight into leads, which in turn enables the focus on lead quality. Instead of launching an enormous bucket of leads over the wall to sales, you re launching just those that marketing has determined as high quality, Bills said. Like her peers in the BtoB automation space, Bills says behavioral scoring drastically reduces wasted sales effort and encourages a tighter relationship between the departments as lead credibility becomes a consistent deliverable. 8

9 The Emergence of Interactive Mediums Many marketers are now going to the bleeding edge of interactive to drive qualified leads. For example, a company called ThoughtLead recently presented The Influencer Project: The Shortest Marketing Conference Ever, which took the form of a webinar featuring 60 Speakers in 60 Minutes. The organizers of that event said they generated more than 4,500 new leads and more than 1,000 Facebook fans. In addition adding new twists to interactive web platforms, more marketers are turning to video to engage qualified prospects. Forrester Research has reported that the use of video in campaigns can increase click-through rates by as much as 2-3 times. BtoB video companies including VisibleGains, among others, are removing obstacles to producing engaging BtoB videos for s, corporate web sites or YouTube channels with packaged App-driven tools. Joe Eldridge, VP & Co-Founder of Visible Gains has benchmarked video success as follows: Opt-In rate of greater than 40%; Bounce rates less than 10%; Completion rate greater than 80%; Conversion rate greater than 40%. The 2010 B2B Technology Collateral Survey Report conducted by Eccolo Media found that video use is rising steadily. It states, Video use increased 82% from 2008 to The trend continues with video chalking up a 16% increase in [2010]. We ve anecdotally seen video more widely adopted as a collateral tool in the past 12 months, and we predict that use will continue to grow, both in terms of consumption and in the ways in which it can be creatively applied for marketing communications. Segmentation Strategies Structuring interactive resources to address different stages in the buying cycle has made vast strides in recent years. Specifically, segmentation is the clear discipline of choice for matching content to funnel phases and buyer personas. At the crossroads of segmentation, third party, information-rich content can be positioned to appeal to buyers earlier in the cycle. Further along, messaging and mapped content can be used to help educate buyers who are supporting a decision and want more technical and information specifics on how to use a product. These prospects represent the high quality, high-conversion leads that savvy BtoB marketers are after. 9

10 The technologies that are available today to customize the user experience are incredible, said The Annuitas Group s Carlos Hidalgo. Let s take webinars. They re very effective. And how much more effective are they going to be if I segment my database so I know who I m targeting; that all of the people I m inviting to a given webinar are interested in its topic; so that a segment becomes a microgroup that are more likely to buy? In that scenario, I ll take 20 webinar attendees over 300 any day. What I m going to say to a CMO at the top of the funnel is very different than what I m going to say to a Marketing Manager at the top of the funnel, said Eloqua s Elle Woulfe. At that level our content is often educational and doesn t relate to marketing automation. It s more theoretical, using white boards and thought leadership webinars on topics such as, Why Lead Nurturing is Like Dating and The Habits of Successful Marketers. It s designed to get someone to click and enter our funnel. At Eloqua s Sales Qualified Opportunities phase, content becomes very business case oriented. It s information to help the person at this stage purchase marketing automation, like How Making a 2% Improvement will Impact Revenue it gets very specific. Woulfe said at the bottom of the funnel, Eloqua emphasizes three points: How is marketing automation going to benefit your career? How can you build a business case for this engagement form? How are you going to sell it internally? Relational segmentation is another promising method. In its white paper, How Relational Segmentation Techniques Help Achieve Higher Sales at Lower Cost, PointClear recommends a hybrid model combining Regression Analysis, Tree Analysis and Cube Analysis for optimal results. Pointclear says a hybrid segmentation model makes it possible to: Identify discriminating characteristics among databases and lists Segment into small homogeneous layers (cubes) of like companies Conduct tests to profile and uncover opportunity in those cubes Analyze cubes to find high-return segments and rank them as separate mini markets Use that intelligence to fund the right model for future programs 10

11 Conclusion In a business environment where buyers are making decisions about what companies to engage with using interactive tools, lead quality has become essential. The tools and tactics used to sift through and turn suspects into high-conversion prospects is enabling this fundamental shift. A key feature of the change will be a concentration on fewer more profitable deals. Fortunately there is a clear roadmap emerging to help companies make this transformative journey. A growing body of reputable research quantifies the strategies and tactics that work. Depending on the survey source Marketingprofs, Marketing Sherpa, CSO Insights and DemandGen Report to name a few new customer acquisition with a lead quality focus is the top 2011 priority of up to 91% of BtoB organizations. Meticulous lead qualification is being achieved in innovative ways. These include tighter sales and marketing alignment; transparency and agreement as to what a qualified lead is; the development of an internal process that fosters conversion; and revenue contribution being assigned to marketing. Marketers are on the front lines of this changeover. They are refining the media mix, selecting the most cost-effective forms of engagement targeted s, content-rich webinars, optimized web site landing pages, video, social media and other methods with proven cost/benefit value to capture and nurture leads to meet demanding new revenue expectations. 11

12 About DemandGen Report DemandGen Report is a targeted e-media publication spotlighting the strategies and solutions that help companies better align their sales and marketing organizations, and ultimately, drive growth. A key component of our coverage focuses on the sales and marketing automation tools that enable companies to better measure and manage their multi-channel demand generation efforts. For more information, visit About Citrix Online Citrix Online offers easy-to-use tools that enable people to quickly and securely connect online from anywhere, with anyone: GoToMyPC for remote access, GoToAssist for remote support, GoToMeeting for online meetings, GoToWebinar for web events and GoToTraining for online training sessions. GoToWebinar GoToWebinar is an easy-to-use do-it-yourself webinar tool designed to increase market reach by enabling presenters to connect with up to 1,000 attendees online. With GoToWebinar, you can reduce travel costs, generate more qualified leads at a lower cost and enhance communication with customers, prospects and employees. All You Can Reach for one low monthly flat fee. For a free evaluation of GoToWebinar Corporate, please visit 12

How To Convert Webinar Attendees Into Customers In 5 Easy Steps

How To Convert Webinar Attendees Into Customers In 5 Easy Steps How To Convert Webinar Attendees Into Customers In 5 Easy Steps Presented by Sponsored by Executive Summary: Marketers tap a wide variety of communication and engagement channels to Progressive B2B marketing

More information

Presented by. Sponsored by

Presented by. Sponsored by Presented by Sponsored by Executive Summary BtoB marketers have embraced more interactive content formats to provide prospects and customers with valuable information in an engaging, informative manner.

More information

Data Driven Marketing

Data Driven Marketing Data Driven Marketing B2B MARKETING AUTOMATION BENCHMARKS FIND. NURTURE. CONVERT. The most challenging obstacles to B2B Marketing Automation success and how marketers will overcome them in the year ahead.

More information

What s Working in Small Business Marketing and Webinars in 2009

What s Working in Small Business Marketing and Webinars in 2009 What s Working in Small Business Marketing A Quantum Leap Marketing White Paper Published May 2009 SPONSORED BY Quantum Leap Marketing, Inc. PO Box 68 Hopkinton MA 01748 Phone 617-901-6886 Fax 801-991-6886

More information

Should We or Shouldn t We? Considerations for Marketing Automation

Should We or Shouldn t We? Considerations for Marketing Automation Should We or Shouldn t We? Considerations for Marketing Automation Marketing automation may be in your future, but there are solutions that can fill your current needs with fewer challenges A E-Book Sponsored

More information

Table of Contents. Copyright 2011 Synchronous Technologies Inc / GreenRope, All Rights Reserved

Table of Contents. Copyright 2011 Synchronous Technologies Inc / GreenRope, All Rights Reserved Table of Contents Introduction: Gathering Website Intelligence 1 Customize Your System for Your Organization s Needs 2 CRM, Website Analytics and Email Integration 3 Action Checklist: Increase the Effectiveness

More information

What s Working in Small Business Marketing 2012. By Bob Hanson President, Quantum Leap Marketing, Inc.

What s Working in Small Business Marketing 2012. By Bob Hanson President, Quantum Leap Marketing, Inc. What s Working in Small Business Marketing 2012 By Bob Hanson President, Quantum Leap Marketing, Inc. Avoid the common mistakes, get more from your marketing budget, and execute a more effective marketing

More information

3 KEYS TO TRANSFORMING SALES & MARKETING WITH INBOUND MARKETING

3 KEYS TO TRANSFORMING SALES & MARKETING WITH INBOUND MARKETING 3 KEYS TO TRANSFORMING SALES & MARKETING WITH INBOUND MARKETING 2 2011 by Mark Mathson This work is licensed under the Creative Commons Attribution 3.0 United States License. Please feel welcome to share

More information

Marketing Automation User; 2010 marketing review notes and 2011 plans

Marketing Automation User; 2010 marketing review notes and 2011 plans Marketing Automation User; 2010 marketing review notes and 2011 plans Each December we ask our marketing customers if they would like to participate in a short, informal yearend review. The scope of the

More information

Getting Started With Marketing Measurement

Getting Started With Marketing Measurement Introduction To Integrated Marketing: Getting Started With Marketing Measurement The B2B marketing world has changed a lot over the past decade. One especially important new trend is the growing emphasis

More information

Going Beyond The Obvious With Predictive Analytics

Going Beyond The Obvious With Predictive Analytics Going Beyond The Obvious With Predictive Analytics How Progressive Marketing Organizations Are Looking Beyond Behavioral Triggers To Truly Understand Their Best Potential Customers In the world of B2B

More information

Destination: Sales and marketing alignment.

Destination: Sales and marketing alignment. Destination: Sales and marketing alignment. DemandGen International helps Concur, a leading B2B provider of integrated travel and expense management solutions, target prospects. SITUATION The primary obstacle

More information

THE B2B FULL-FUNNEL MARKETER S HANDBOOK

THE B2B FULL-FUNNEL MARKETER S HANDBOOK THE B2B FULL-FUNNEL MARKETER S HANDBOOK Brand Awareness Content Engagement & Education Lead Generation & Sales Conversions The B2B Full-Funnel Marketer s Handbook For business-to-business marketers, the

More information

The Lead Nurturing. 5 Reasons You Can t Ignore Lead Nurturing; 10 Fundamentals for Your Success. Act-On Best Practices for Email Delivery

The Lead Nurturing. 5 Reasons You Can t Ignore Lead Nurturing; 10 Fundamentals for Your Success. Act-On Best Practices for Email Delivery & The Lead Nurturing 5 & 10 5 Reasons You Can t Ignore Lead Nurturing; 10 Fundamentals for Your Success i The Lead Nurturing 5 & 10 Five Reasons You Can t Ignore Lead Nurturing; Ten Fundamentals for Your

More information

Online Lead Generation:

Online Lead Generation: Online Lead Generation: A Guide for B2B Owners & Marketers Online Lead Generation: A Guide for B2B Owners & Marketers Table of Contents Introduction 21 Key Research Findings About Lead Gen The Role of

More information

EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015

EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015 EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015 FIND. NURTURE. CONVERT. Research Conducted by Ascend2 in Partnership with Dun & Bradstreet NetProspex OVERCOMING THE MOST CHALLENGING OBSTACLE TO EMAIL SUCCESS.

More information

Lead Nurturing Benchmarking Study

Lead Nurturing Benchmarking Study 2014 A Lead Nurturing Benchmarking Study look at strategies and best practices for engaging prospects at all stages of the sales funnel SURVEY 2014 Lead Nurturing Benchmarking Study 2 Lead Nurturing Pro

More information

Got CRM? WHY YOU NEED MARKETING AUTOMATION, TOO. AN ACT-ON ebook

Got CRM? WHY YOU NEED MARKETING AUTOMATION, TOO. AN ACT-ON ebook Got CRM? WHY YOU NEED MARKETING AUTOMATION, TOO AN ACT-ON ebook MARKETING AUTOMATION IS THE MARKETING COUNTERPART TO YOUR CRM SALES SYSTEM. CRM SUPPORTS SALES... Your established customer relationship

More information

COPYRIGHT 2012 VERTICURL WHITEPAPER: TOP MISTAKES TO AVOID WHEN BUILDING A DEMAND CENTER

COPYRIGHT 2012 VERTICURL WHITEPAPER: TOP MISTAKES TO AVOID WHEN BUILDING A DEMAND CENTER COPYRIGHT 2012 VERTICURL WHITEPAPER: TOP MISTAKES TO AVOID WHEN BUILDING A DEMAND CENTER For many B2B organizations, building a demand center is a no-brainer. Learn how to ensure you re successful by avoiding

More information

Essential. Guide to Inbound Marketing. For Business Owners & Executives. The

Essential. Guide to Inbound Marketing. For Business Owners & Executives. The The Essential Guide to Inbound Marketing For Business Owners & Executives a g u i d e f o r i n c r e a s i n g r e v e n u e a n d g e n e r a t i n g i n b o u n d m a r k e t i n g l e a d s f a s t

More information

New Solutions New Opportunities

New Solutions New Opportunities New Solutions New Opportunities What is Penton Marketing Services Penton Marketing Services offers a full range of content solutions, digital services and lead nurturing and qualifying services that leverage

More information

Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market

Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market Guy Mansueto VP of Marketing,Phytel About Guy Mansueto VP of Marketing

More information

Lead Scoring for Success. A practical guide to achieving better results with lead scoring

Lead Scoring for Success. A practical guide to achieving better results with lead scoring Lead Scoring for Success A practical guide to achieving better results with lead scoring Lead Scoring The Growing Need for Lead Scoring The Growing Need for Lead Scoring A company s website is still one

More information

The Partner s Guide to the Best Kept Secrets of Online Lead Generation

The Partner s Guide to the Best Kept Secrets of Online Lead Generation The Partner s Guide to the Best Kept Secrets of Online Lead Generation Executive Summary Professional services firms may not be left with a choice as to whether or not to do inbound marketing and online

More information

2015 CONTENT PREFERENCES SURVEY

2015 CONTENT PREFERENCES SURVEY 2015 CONTENT PREFERENCES SURVEY BUYERS PLACE HIGH VALUE ON INTERACTIVE CONTENT FORMATS AND CONTENT PACKAGES Sponsored by 2015 CONTENT PREFERENCES SURVEY 2 INTRO The content marketing landscape has seen

More information

A Guide to Marketing Automation

A Guide to Marketing Automation A Guide to Marketing Automation How Has B2B Marketing Changed? B2B marketing has undergone a significant shift in recent years. Buyers are able to take more control of the buying process by undertaking

More information

B2B Content Marketing Playbook

B2B Content Marketing Playbook B2B Content Marketing Playbook B2B Content Marketing Playbook This white paper will outline a series of factors that are the backbone of a successful B2B Content Marketing strategy, addressing not only

More information

THE STATE OF DEMAND GENERATION 2012

THE STATE OF DEMAND GENERATION 2012 THE STATE OF DEMAND GENERATION 2012 By Bulldog Solutions This executive brief summarizes a recent online panel discussion, The State of Demand Generation 2012:, presented by Bulldog Solutions, with guest

More information

How Top B2B Companies Use CRM and Email to Drive Sales and Serve Customers. Joel Book Principal, emarketing Research & Education ExactTarget, Inc.

How Top B2B Companies Use CRM and Email to Drive Sales and Serve Customers. Joel Book Principal, emarketing Research & Education ExactTarget, Inc. 24/7 CRM How Top B2B Companies Use CRM and Email to Drive Sales and Serve Customers Joel Book Principal, emarketing Research & Education ExactTarget, Inc. Key Insights: Real time customer insights and

More information

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management.

Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead Management. September 2012 OptifiNow September 2012 Transform Inbound Contacts Into Profits: Best Practices for Optimizing Lead

More information

Online Marketing Training

Online Marketing Training Online Marketing Training Level: 1 Duration: 3 Days Time: 9:30 AM - 4:30 PM Cost: 697 Overview Online Marketing is all about ensuring your business, product or service is maximising the potential of the

More information

SOCIAL MEDIA STRATEGY Benchmarks From The Agency Perspective

SOCIAL MEDIA STRATEGY Benchmarks From The Agency Perspective SOCIAL MEDIA STRATEGY Benchmarks From The Agency Perspective How agencies plan to overcome new obstacles to achieving important social media marketing objectives, based on their broad-range of client experience.

More information

How to Effectively Measure the ROI of Content Marketing

How to Effectively Measure the ROI of Content Marketing How to Effectively Measure the ROI of Content Marketing Pawan Deshpande, CEO Curata Nov. 6, 2014 @TweetsFromPawan Content Marketing Require upfront investment. Fraught with peril & failure-prone. Have

More information

Fueling the Revenue Engine:

Fueling the Revenue Engine: ELOQUA WHITE PAPER 2 2 3 4 5 7 9 Introduction 1) Feeding the front end of the funnel 2) Turning responses into qualified leads 3) Measuring the impact of investments 4) Identifying qualified opportunities

More information

Engagement. Integrating Quality Data To Optimize. Marketing Campaign Performance

Engagement. Integrating Quality Data To Optimize. Marketing Campaign Performance End-to-End Engagement Integrating Quality Data To Optimize Marketing Campaign Performance Presented by Sponsored by 2 Executive Summary Quality prospect data is critical to assure that any company s marketing

More information

All statistics mentioned in this report were taken from the 2014 survey unless otherwise noted.

All statistics mentioned in this report were taken from the 2014 survey unless otherwise noted. About this Report In May 2014, Bizo, in association with Oracle Marketing Cloud, surveyed more than 500 business executives about their companies lead nurturing challenges and strategies. The survey revealed

More information

Bringing the Power. of Marketing Automation To The Fortune 5,000,000

Bringing the Power. of Marketing Automation To The Fortune 5,000,000 Many of the world s largest corporations are now utilizing automation tools to analyze and track all of their online marketing activities. However, these tools are not limited to the Fortune 500. Some

More information

MARKETING AUTOMATION STRATEGY B2B BENCHMARKS FOR 2015

MARKETING AUTOMATION STRATEGY B2B BENCHMARKS FOR 2015 MARKETING AUTOMATION STRATEGY B2B BENCHMARKS FOR 2015 FIND. NURTURE. CONVERT. Research Conducted by Ascend2 in Partnership with Dun & Bradstreet NetProspex IF YOU HAVEN T YET, THE TIME IS NOW TO DEVELOP

More information

Marketing Report. 2013 survey results. Yesler Software Shortlist Maximizer Hanley Wood. Sponsored by

Marketing Report. 2013 survey results. Yesler Software Shortlist Maximizer Hanley Wood. Sponsored by Marketing Report 2013 survey results Sponsored by Yesler Software Shortlist Maximizer Hanley Wood Introduction B2B buyer behavior has been changing dramatically over the last few years as buyers become

More information

Sales Performance Improvement

Sales Performance Improvement Sales Performance Improvement The CappcoPartners team manage and improve revenue generation processes by fine tuning the value proposition, implementing demand creation campaigns which drive quality leads

More information

MARKETING AUTOMATION PLAYBOOK 2014

MARKETING AUTOMATION PLAYBOOK 2014 MARKETING AUTOMATION PLAYBOOK 2014 Nestor Galina, 2009 Madison Logic. 2014 EXECUTIVE SUMMARY Marketing Automation has gotten a lot of recognition lately and for the right reasons. Marketers should be asking

More information

Inbound Marketing Methodology

Inbound Marketing Methodology White Paper Inbound Marketing Methodology The best way to turn strangers into customers and promoters of your business. The proven methodology for the digital age Since 2006 inbound marketing has been

More information

Is Your Lead Gen Funnel Top Heavy? White Paper

Is Your Lead Gen Funnel Top Heavy? White Paper Is Your Lead Gen Funnel Top Heavy? White Paper Randy Brown Marketing Communications, Inc. White Paper Is Your Lead Gen Funnel Top Heavy? Did you ever fill a funnel with a liquid faster than the contents

More information

MODERN MARKETER S GUIDE TO B2B LIFECYCLE MARKETING Chapter 2: Lead Generation

MODERN MARKETER S GUIDE TO B2B LIFECYCLE MARKETING Chapter 2: Lead Generation MODERN MARKETER S GUIDE TO B2B LIFECYCLE MARKETING Chapter 2: Lead Generation Chapter 2: Lead Generation - overview Introduction...3 The Modern Marketer...4 Lead Generation basics...5 Modern Marketing

More information

How to Select a Lifecycle Marketing Automation Solution

How to Select a Lifecycle Marketing Automation Solution How to Select a Lifecycle Marketing Automation Solution rightoninteractive.com It s a brutal world out there for marketers. After years of having budgets slashed, it doesn t look like it s getting better.

More information

Digital Marketing for Cosmetic & Plastic Surgeons and Medical Spas DIGITAL MARKETING FOR COSMETIC & PLASTIC SURGEONS AND MEDICAL SPAS DELIGHT INBOUND

Digital Marketing for Cosmetic & Plastic Surgeons and Medical Spas DIGITAL MARKETING FOR COSMETIC & PLASTIC SURGEONS AND MEDICAL SPAS DELIGHT INBOUND DIGITAL MARKETING FOR COSMETIC & PLASTIC SURGEONS AND MEDICAL SPAS DELIGHT INBOUND 1 BIGSHOT ' s ALL-INCLUSIVE MARKET ING SOLUTION...can provide you with the right content, expert design work, and marketing

More information

OMNI-CHANNEL MARKETING. Top 9 Questions

OMNI-CHANNEL MARKETING. Top 9 Questions OMNI-CHANNEL MARKETING Top 9 Questions TABLE OF CONTENTS 2 3 5 7 8 9 10 11 12 13 14 15 16 Table of Contents Introduction Top 9 Questions How does omni-channel differ from multi-channel marketing? Why is

More information

The Cost of Not Nurturing Leads

The Cost of Not Nurturing Leads The Cost of Not The legacy you are stuck in and the steps essential to change it. Lisa Cramer Co-Founder & President LeadLife Solutions lcramer@leadlife.com 770.670.6702 It s a challenging time more so

More information

Supercharge Your Demand Generation with Marketing Automation:

Supercharge Your Demand Generation with Marketing Automation: Supercharge Your Demand Generation with : The Power of Knowing Your Buyer and Your Buyer Knowing You Sue Hay, CEO, BeWhys Marketing, Inc. Cari Baldwin CEO, Bluebird Strategies The days of spray and pray

More information

Shrink Buy Cycles With Lead Nurturing & Contagious Content. Use Twitter Hashtag #LLwebinar

Shrink Buy Cycles With Lead Nurturing & Contagious Content. Use Twitter Hashtag #LLwebinar Shrink Buy Cycles With Lead Nurturing & Contagious Content Use Twitter Hashtag #LLwebinar Presenters Lisa Cramer President & Co-founder, Leadlife Solutions Recognized in the top ten of SLMA s 50 Most Influential

More information

How an Innovative Email Marketing Strategy Can Pave the Way to New Customers

How an Innovative Email Marketing Strategy Can Pave the Way to New Customers How an Innovative Email Marketing Strategy Can Pave the Way to New Customers AN EMAIL MARKETING STRATEGY WHITE PAPER EMAIL MARKETING PROGRAMS According to the Direct Marketing Association, email marketing

More information

Improving Qualified Lead Generation and ROI with Lead Nurturing

Improving Qualified Lead Generation and ROI with Lead Nurturing Improving Qualified Lead Generation and ROI with Lead Nurturing Brian Carroll, Executive Director of Applied Research Kaci Bower, Senior Research Analyst Today, we re going to discuss 1. Key findings from

More information

Marketing As A Strategic Weapon. Laz Gonzalez Service Director Channel Management Strategies

Marketing As A Strategic Weapon. Laz Gonzalez Service Director Channel Management Strategies Marketing As A Strategic Weapon Laz Gonzalez Service Director Channel Management Strategies What We Do Kirby Wadsworth VP of Global Marketing F5 Networks Donald Friedman EVP and CMO CA, Inc. SiriusDecisions

More information

Attract traffic to your website. Convert traffic into leads. Convert leads into customers

Attract traffic to your website. Convert traffic into leads. Convert leads into customers The 4 Step Guideline To Online Marketing Success Intermediate Understanding and Winning with Online Marketing is as Simple as Understanding the Following Four Areas Attract traffic to your website Convert

More information

Inbound Marketing ebook for Managed Service Providers

Inbound Marketing ebook for Managed Service Providers Inbound Marketing ebook for Managed Service Providers Guide to Leverage Inbound Marketing to Generate Leads and Grow Your Revenue! Published by: Inbound Marketing ebook for Managed Service Providers Author:

More information

ROI of Marketing Automation a comprehensive look at how marketing automation delivers exceptional return on investment for users

ROI of Marketing Automation a comprehensive look at how marketing automation delivers exceptional return on investment for users ROI of Marketing Automation a comprehensive look at how marketing automation delivers exceptional return on investment for users one CHAPTER ONE The FYI on ROI Of the newest breed of marketing tools, marketing

More information

LEAD NURTURING 5 REASONS YOU CAN'T IGNORE LEAD NURTURING 10 FUNDAMENTALS FOR YOUR SUCCESS

LEAD NURTURING 5 REASONS YOU CAN'T IGNORE LEAD NURTURING 10 FUNDAMENTALS FOR YOUR SUCCESS LEAD NURTURING 5& 10 5 REASONS YOU CAN'T IGNORE LEAD NURTURING 10 FUNDAMENTALS FOR YOUR SUCCESS According to a report from Forrester Research, companies that excel at lead nurturing generate 50% more sales-ready

More information

CONNECTING PRODUCT MARKETING & DEMAND GENERATION

CONNECTING PRODUCT MARKETING & DEMAND GENERATION CONNECTING PRODUCT MARKETING & DEMAND GENERATION As a product marketer, you nurture your relationships with your company s product and sales teams, which help you to excel at launching your products into

More information

2015 SURVEY OF B2B MARKETERS:

2015 SURVEY OF B2B MARKETERS: 2015 SURVEY OF B2B MARKETERS: Lead Generation Priorities and Predictive Analytics 47 Lusk Street San Francisco, CA 94107 www.6sense.com (415) 212-9225 2015 6sense, All Rights Reserved EXECUTIVE SUMMARY

More information

The Nine Essential Nurtures Every Business Should Use MARKETING IN HD

The Nine Essential Nurtures Every Business Should Use MARKETING IN HD 9 ADVANCED LEAD NURTURING: The Nine Essential Nurtures Every Business Should Use MARKETING IN HD EXECUTIVE SUMMARY ADVANCED LEAD NURTURING: THE NINE ESSENTIAL NURTURES EVERY BUSINESS SHOULD USE Today s

More information

Email List Growth SURVEY SUMMARY REPORT MARKETING PRACTICES AND PERFORMANCE BENCHMARKS

Email List Growth SURVEY SUMMARY REPORT MARKETING PRACTICES AND PERFORMANCE BENCHMARKS MARKETING PRACTICES AND PERFORMANCE BENCHMARKS Email List Growth SURVEY SUMMARY REPORT Monthly Research Series Conducted in Partnership with Leading Marketing Solution Providers Email List Growth Survey

More information

White paper. 7 key steps to a great sales pipeline. your technology, expertly marketed

White paper. 7 key steps to a great sales pipeline. your technology, expertly marketed White paper 7 key steps to a great sales pipeline The efficiency of your sales pipeline is the key to your delivery of new business. Take these 7 steps and you are guaranteed to be on the right path to

More information

IS YOUR WEBSITE LEAKING LEADS?

IS YOUR WEBSITE LEAKING LEADS? GETSMARTCONTENT ACCOUNT BASED MARKETING IS YOUR WEBSITE LEAKING LEADS? Always Relevant Marketing Catches Missed Opportunities to Connect www.getsmartcontent.com I. THE DREAM OF THE MARKETER It s the dream

More information

BRINGING THE PIECES TOGETHER

BRINGING THE PIECES TOGETHER SALES & MARKETING ALIGNMENT: BRINGING THE PIECES TOGETHER the power of simplicity TM Executive Summary: As business professionals, we are always looking for that next big thing. The thing that drives business,

More information

WHAT IS LEAD GENERATION?

WHAT IS LEAD GENERATION? wowanalytics WHAT IS LEAD GENERATION? Lead Generation: the beginning... In today s business market, generating new business is becoming increasingly difficult. With attention space scarce, companies need

More information

The B2B Marketing Landscape...2. Why Marketing Automation?...3. Maximize ROI...4. Drive Sales & Accelerate the Funnel...6

The B2B Marketing Landscape...2. Why Marketing Automation?...3. Maximize ROI...4. Drive Sales & Accelerate the Funnel...6 Table of Contents Interested in what marketing automation can do for your marketing and sales teams? Peruse through our CMO Toolkit to get information about the marketing automation capabilities that you

More information

THE 10 Ways that Digital Marketing + Big Data =

THE 10 Ways that Digital Marketing + Big Data = 1 Ways that Digital Marketing + Big Data = Sales Productivity The best global companies are transforming the way they market and sell. Here s how! Evolves into Digital TOP 10 about us MarketBridge is a

More information

Get on the Fast Track with RSS-Driven Automation.

Get on the Fast Track with RSS-Driven Automation. Get on the Fast Track with RSS-Driven Automation. Streamline your content delivery program through RSS, email, and social media. Maximize reach, increase engagement, build customer trust and, ultimately

More information

Turning Leads Into Quality Sales by Aligning Sales & Marketing. Presented by NuSpark Marketing

Turning Leads Into Quality Sales by Aligning Sales & Marketing. Presented by NuSpark Marketing Turning Leads Into Quality Sales by Aligning Sales & Marketing Presented by NuSpark Marketing Sales & Marketing Fight Bicker, Bicker Let s Unite Less Lead Loss! Better Conversion Rates! Align Your Organization

More information

Best Practices for a Lead Management Strategy

Best Practices for a Lead Management Strategy Best Practices for a Lead Management Strategy Table of Contents Introduction Chapter 1: Define Your Lead Management Process Chapter 2: Include All Demand-Generation Stakeholders Chapter 3: Create Buyer

More information

An Introduction to Marketing Automation. The process; The content; The benefits

An Introduction to Marketing Automation. The process; The content; The benefits NuSpark Marketing An Introduction to Marketing Automation The process; The content; The benefits www.nusparkmarketing.com, @nusparkmktg About NuSpark Marketing emarketing Firm focusing on lead generation,

More information

Buyer s Guide: Evaluating Content Marketing Solutions

Buyer s Guide: Evaluating Content Marketing Solutions Buyer s Guide: Evaluating Content Marketing Solutions Evaluating Content Marketing Solutions 2 Executive Summary Across industries, companies are looking for smarter ways to attract and engage customers

More information

Lead Scoring for Success. A practical guide to achieving better results with lead scoring

Lead Scoring for Success. A practical guide to achieving better results with lead scoring Lead Scoring for Success A practical guide to achieving better results with lead scoring Lead Scoring The Growing Need for Lead Scoring Getting More Out of Leads Lead Scoring The Growing Need for Lead

More information

MARKETING AUTOMATION: HOW TO UNLOCK THE VALUE OF YOUR CRM DATA

MARKETING AUTOMATION: HOW TO UNLOCK THE VALUE OF YOUR CRM DATA : HOW TO UNLOCK THE VALUE OF YOUR CRM DATA Kynetix Technology Group Introduction People who remember using a Rolodex to keep track of their clients consigned this little piece of history to the back of

More information

DEMAND GENERATION SURVEY B2B ENTERPRISE. Executive Summary. A Benchmarking Study from ANNUITAS

DEMAND GENERATION SURVEY B2B ENTERPRISE. Executive Summary. A Benchmarking Study from ANNUITAS 2014 Executive Summary B2B ENTERPRISE From April 8 to June 15, 2014 ANNUITAS conducted a study to analyze current B2B Demand Generation strategies and discover key patterns, including where B2B DEMAND

More information

Marketing Automation: MULTIPLY in 2011: Today s Presenter

Marketing Automation: MULTIPLY in 2011: Today s Presenter Marketing Automation: MULTIPLY in 2011: Today s Presenter Alan Daniel: Co-Founder of Demand Gen Partners, LLC Creators of www.smarttouchcrm.com (lead management) Founders have 30+ years marketing and sales

More information

The new B2B buying cycle. Do you have the right tools for sales success? p 1

The new B2B buying cycle. Do you have the right tools for sales success? p 1 The new B2B buying cycle Do you have the right tools for sales success? p 1 Table of Contents 3 Introduction 4 The new B2B buyers what do they look like? 6 - The impact on sales and marketers? 7 - Marketing

More information

WHITE PAPER CRM and Marketing Automation. Integration for the Ultimate ROI

WHITE PAPER CRM and Marketing Automation. Integration for the Ultimate ROI WHITE PAPER CRM and Marketing Automation Integration for the Ultimate ROI The B2B sales and marketing landscape has changed tremendously. Marketers no longer gather copious amounts of leads and hand them

More information

Eloqua Social Suite Integrate Social directly into your campaigns with just a few mouse clicks.

Eloqua Social Suite Integrate Social directly into your campaigns with just a few mouse clicks. Data Sheet Eloqua Social Suite Integrate Social directly into your campaigns with just a few mouse clicks. Product Description B2B organizations recognize that social channels represent an increasingly

More information

The B2B Marketers Perfect Pairing

The B2B Marketers Perfect Pairing The B2B Marketers Perfect Pairing Using prospect and customer data with Marketing Automation and Web Analytics to generate more leads and greater success. Marketing automation coupled with web analytics

More information

THE MULTI-CHANNEL CONTENT DISTRIBUTION GUIDE

THE MULTI-CHANNEL CONTENT DISTRIBUTION GUIDE TABLE OF CONTENTS It s Time to Cut the Content Waste 4 Identify Your Theme 7 Build Your Pillar 9 Distribute the Content 16 Optimize and Repeat 21 Appendix: Multi-Channel Content Distribution Examples 23

More information

The Business Case for Integrated Demand Generation

The Business Case for Integrated Demand Generation Research Report Contents Customer Success Story: AON Corp. 1 2 Executive Summary 3 Issues Facing B2B Marketers 4 The Solution: Integrated Demand Generation 5 The Benefits of Integrated Demand Generation

More information

The Ultimate Guide to Content Marketing ROI. 2014 NewsCred / NewsCred.com / (212) 989-4100 / sales@newscred.com

The Ultimate Guide to Content Marketing ROI. 2014 NewsCred / NewsCred.com / (212) 989-4100 / sales@newscred.com The Ultimate Guide to Content Marketing ROI 2014 NewsCred / NewsCred.com / (212) 989-4100 / sales@newscred.com Uniting a Brand's Left and Right Brain Content marketing is a discipline where art meets science.

More information

LinkedIn Marketing Solutions Platform Overview 1

LinkedIn Marketing Solutions Platform Overview 1 LinkedIn Marketing Solutions Platform Overview 1 Table of Contents 3 It s a Challenging World for B2B Marketers and We Can Help 4 Why LinkedIn Marketing Solutions? 5 Products to Impact Every Stage of the

More information

Lead nurturing is the process of sending automated, scheduled emails to a lead to help move them along through the buying cycle.

Lead nurturing is the process of sending automated, scheduled emails to a lead to help move them along through the buying cycle. Lead nurturing is the process of sending automated, scheduled emails to a lead to help move them along through the buying cycle. Lead nurturing touches the lead after they have left your website. You can

More information

Engagement: Measuring the Impact of Social Media

Engagement: Measuring the Impact of Social Media Engagement: Measuring the Impact of Social Media Laura Ramos Vice President, Principal Analyst Forrester Research June 3, 2009 Social media will change how marketing engages with customers and demonstrates

More information

10 TIPS FOR ACCELERATING YOUR PIPELINE

10 TIPS FOR ACCELERATING YOUR PIPELINE 10 TIPS FOR ACCELERATING YOUR PIPELINE Accelerate the Funnel The average sales cycle length has increased 22% over the past five years due to more decision makers being involved in the buying process (SiriusDecisions).

More information

Inbound Recruiting. Using Inbound Marketing Strategies To Recruit Top Talent

Inbound Recruiting. Using Inbound Marketing Strategies To Recruit Top Talent Inbound Recruiting Using Inbound Marketing Strategies To Recruit Top Talent Attracting the right job candidate to your company is like attracting the right customer to your products. If you can find the

More information

Five Ways to Grow Your Agency with Inbound Marketing

Five Ways to Grow Your Agency with Inbound Marketing Five Ways to Grow Your Agency with Inbound Marketing 1 2 3 4 5 The inbound marketing opportunity for agencies The way B2B prospects research and buy products has changed dramatically over recent years.

More information

Five Strategies for Increasing the ROI of Marketing Events

Five Strategies for Increasing the ROI of Marketing Events Five Strategies for Increasing the ROI of Marketing Events Introduction Why Hold Marketing Events? Events, especially marketing events, are a critical tool in any marketer s playbook. According to Forrester

More information

Written by: Francois Muscat, Digital Marketing Expert

Written by: Francois Muscat, Digital Marketing Expert Written by: Francois Muscat, Digital Marketing Expert Copyright 2013 WSI. Each WSI franchise office is an independently owned and operated business. In the past, businesses could get away with sending

More information

One-Minute Strategic Demand Generation Benchmark Survey Results

One-Minute Strategic Demand Generation Benchmark Survey Results One-Minute Strategic Demand Generation Benchmark Survey Results How do you compare to your peers on critical components of strategic planning for leading-edge demand generation? This survey of visitors

More information

Measuring Lead Generation with Google Analytics to Improve ROI

Measuring Lead Generation with Google Analytics to Improve ROI Measuring Lead Generation with Google Analytics to Improve ROI A marketing executive s guide to Google Analytics and campaign metrics. Paul Mosenson Founder and President NuSpark Marketing February 2016

More information

Plus, although B2B marketing budgets have increased, the number of channels may far surpass what you can do with your budget.

Plus, although B2B marketing budgets have increased, the number of channels may far surpass what you can do with your budget. 1 CNBC s list of the Top 10 Most Stressful Jobs of 2011 revealed that the sixth most stressful job was that of an advertising account executive. The reason today s account executives are so stressed is

More information

Marketing Automation Request for Proposal

Marketing Automation Request for Proposal Marketing Automation Request for Proposal Choosing the right marketing automation system isn t easy. This is why we created this sample RFP, consisting entirely of actual questions from real RFPs submitted

More information

CONTENT MARKETING FOR ASSOCIATIONS. Roslyn Atkinson Head of Client Services, Mahlab Media

CONTENT MARKETING FOR ASSOCIATIONS. Roslyn Atkinson Head of Client Services, Mahlab Media CONTENT MARKETING FOR ASSOCIATIONS Roslyn Atkinson Head of Client Services, Mahlab Media 12 MONTHS FROM NOW Imagine it s a year from now. Your annual report has just come out. What does it say? At the

More information

HOW TO CHOOSE A DIGITAL MARKETING AGENCY

HOW TO CHOOSE A DIGITAL MARKETING AGENCY Guide: HOW TO CHOOSE A DIGITAL MARKETING AGENCY Make sure they practice what they preach. CONTENTS 3 Introduction 4 Website 6 8 10 SEO 12 Content Marketing Inbound Marketing Social Media Marketing 14 Conclusion

More information

3 Building Blocks for Demand Generation

3 Building Blocks for Demand Generation Demand Gen Coach 3 Building Blocks for Demand Generation Presented by Jay Hidalgo, Demand Gen Coach November 14, 2013 Agenda About Demand Gen Coach The State of Demand Generation Today Overview of the

More information

The Top B2B Marketing Trends to Prioritize

The Top B2B Marketing Trends to Prioritize The Top B2B Marketing Trends to Prioritize B2B marketing is undergoing seismic transformations. With a focus on attracting and engaging a better target audience, tactics, tools, and strategies are evolving

More information

THE NEW FORMULA FOR CONNECTING WITH B2B BUYERS

THE NEW FORMULA FOR CONNECTING WITH B2B BUYERS THE NEW FORMULA FOR CONNECTING WITH B2B BUYERS How to use social selling to successfully convert prospects into customers INTRODUCTION B2B Buyers Today: Well Connected, More Demanding, Better Informed

More information