Using Kentico EMS to optimize the B2B sales process
|
|
- Barbra Cook
- 8 years ago
- Views:
Transcription
1 Using Kentico EMS to optimize the B2B sales process
2 A link to this deck follows What we ll cover The current view of B2B sales: What the customer demands today The general state of readiness: Varies by industry, but not very We re going to introduce a framework that you can build on. It introduces concepts like Value prop design / strategy Content modeling Marketing automation managed buyer journey engagement Kentico EMS functionality
3 B2B sales has changed 97% of cold calls don t work LinkedIn Sales Solutions 48% of buyers are frustrated with aggressive salespeople SAP, What does the Future of Selling Look Like 75% of B2B buyers say that buying from a website is more convenient than buying from a sales rep Forrester Research, Death of a (B2B) Salesman 80% of buyers know what they want before they contact a sales rep SAP, What does the Future of Selling Look Like
4 B2B sales has changed The hardest thing about B2B selling today is that customers don t need you the way they used to HBR, End of Solution Sales The modern buyer is digitally driven (multiple devices), connected (social) & empowered (self service biased) Culture change: Helping > Selling B2B buyers will expect salespeople to be more like consultants that inform and guide them to a purchasing Explore Evaluate Engage Experience Endorse Stages in a Buyer Journey
5 B2B state of readiness Only 25% of Fortune 500 companies are using marketing automation now Pardot Informal internal surveys: 1-2 in 10, in our market 2016 is the year to start catching up Digital has a seat at the strategic table Executive team engagement Marketing tech investments increasing Customer experience moving to the center of the conversation
6 Our Use Case Our Offering Commercial irrigation systems Our Markets Municipalities Golf Courses Our Value Propositions Water savings through efficiency Maintenance free units Our Buyer Profiles CFO Maintenance Superintendent Regions Southeast Northeast Single Template Home page Explore Evaluate Engage Experience Endorse Stages in a Buyer Journey
7
8
9
10
11
12
13
14 EMS managed sales process Strategy Elements Value Proposition Design Content modeling / engineering Persona Buyer Journey Marketing automation EMS Functionality Campaigns Contact Groups Contact Management Conversions Marketing Automations Pending Contacts Personas Scoring
15 Value Proposition Design Understand customers, design better value propositions
16 Content model Technology can do its magic only after structure has been put into Content Model Buyer Stages Persona elements Industries Location Product / Service attributes Etc. * Extremely over simplified
17 Buyer personas Concept Create a buyer fingerprint for that aligns with site content In Re Pe Bs Industry Municipalities Golf Courses Region Southeast Northeast Buyer Profile Finance Maintenance Buy Stage Explore Evaluate Engage
18 The B2B Buyer Journey Stage Intent Actions Explore Identify a need, and look for ways to address it Self-directed web searches, industry referrals, Evaluate Take a closer look at product/service options Self-directed web research, peer interactions, self-guided demos Engage Initiate contact with prospective vendor & make buying decision Request demo, quote; make a purchase Experience Onboard & then use the product/service Develop perceptions about value, buy again or not Endorse Share experience Recommend the product or not Explore Evaluate Engage Experience Endorse
19 EMS & the Irig8 web property In EMS, we ll Build our account/contact groups, personas, campaigns, conversions, lead scores Set lead ID functionality Build out marketing automation Personalize content via template Single template Personalization based on Location Industry Buyer Journey Stage Persona * A fly-over view of the Kentico EMS in the context of the Irig8 use case
20 Create & map fields Create Contact fields Account fields Personas Lead score stages Contact groups Map fields To forms To CRM integration points * The content model is put into action here
21 On-line Marketing > Contact Management > Account Custom fields Contact Management
22 Modules > Contact Management > Account > Fields Contact Management
23 Contact status can be used to track the visitor through the buyer journey Contact Management
24 On-line Marketing > Personas Personas
25 On-line Marketing > Personas Personas
26 On-line Marketing > Personas Criteria rules include: - Attributes on the contact (title, address, etc.) - Activities (pages viewed, opt-in, viewed, form submitted, shopping cart activity, etc.) - Macro (just about anything that Kentico tracks, multiple conditions e.g., Government customers in the Northeast) Personas
27 On-line Marketing > Contact Groups Contact groups can also be dynamically generated by meeting conditions. Contacts can flow in and out of contact groups without manual interaction Contact Groups
28 Contact group built on three conditions Contact Groups
29 On-line Marketing > Scoring Score Value Lead Funnel Lead scoring can be used to signal the visitors buyer journey stage - Explore - Evaluate - Engage Scoring
30 Contact group score example Scoring
31 Persona based score example Scoring
32 On-line Marketing > Scoring > Quote Request Scoring
33 Content Management > Forms > Quote Request Validation = clean data Forms
34 Map form content to contact / account fields to ensure data entegrity Forms
35 Visitor Identification How to ID new visitors Campaign based Lead list import Industry specific channels PPC campaigns IP look-up services Maxmind DemandBase Visistat
36 Visitor Identification Contact import Upload known & identified list data Map import fields to contact / account fields
37 On-line Marketing > Contact Management > Contact Import Contact Management
38 Map fields and import Contact Management
39 Visitor Identification IP based look-up functionality... - Collect IP addresses of site visitors & cookie them appropriately - Determine if the visitor is new or repeat - For new visitors, run IP against lookup service & route to the appropriate contact group - Notify users, via & Kentico views, contacts that need to be reviewed - Contact review, edit functionality
40 Integration with 3 rd party service - Maxmind - Demandbase - Visistat IP Lookup Process
41 On-line Marketing > Contact Management > Pending Contacts A placeholder Queue for leads that require manual interaction with a contact / account Pending Contacts
42 Contact / Account information that can be researched / added Pending Contacts
43 Marketing automation We can automate our customer engagement based on what we know about the visitor Personas Contact groups Contact activities Click stream activities Conversions Lead scoring
44 Value Proposition Traffic sources Google PPC Blogs LinkedIn Events Social media 1. New Visit ID Page views Repeat visit 2. ID IP Lookup Account Research 3. Explore ebook Video view opt-in Return path touchpoints campaigns Blogging Retargeting Custom audiences 4. Evaluate Demo Request Quote Phone invitations 5. Engage 9. Lost Buy Enjoy Didn t engage Not qualified
45 On-line Marketing > Marketing Automation Marketing Automation
46 Marketing Automation On-line Marketing > Marketing Automation > Explore
47 First win condition Time boxed to 45 days Marketing Automation
48 Newsletter or ebook = success 45 days = fail Marketing Automation
49 Personalization We can personalize content based on Personas Contact groups Contact activities Lead scoring We can personalize Web part zones Web parts Widgets
50
51
52
53
54
55 Wrap-up We Built out account/contact groups Personas lead scores Set lead ID functionality Build out marketing automation Personalized content within the home page template
56 Best practice Get your strategy documented and establish your content model first Go slow. Start simple. Make it manageable from the start. Think about content editors. Don t design more personalization than they can realistically manage Decide carefully what you use to trigger automations, personalizations, etc. Build/adopt a road map/maturity model Use the maturity model when speaking with leadership. Use it to set and then manage expectations.
57 Resources Value Prop Design Value Prop Design Slideshare Value Prop Design Book Content Modeling / Content Engineering What is Content Engineering ebook Simple [A] Content Modeling Series Cleve Gibbon Kentico EMS This presentation Kentico On-line Marketing Features
58 James Williamson twitter.com/jbwmson linkedin.com/in/jameswilliamson Session Presentation:
59
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 informationIntroduction... 1 Website Development... 4 Content... 7 Tools and Tracking... 19 Distribution... 20 What to Expect... 26 Next Step...
Contents Introduction... 1 Website Development... 4 Content... 7 Tools and Tracking... 19 Distribution... 20 What to Expect... 26 Next Step... 27 Introduction Your goal is to generate leads that you can
More informationLouis Gudema: Founder and President of Revenue + Associates
The Interview Series - Presented by SmartFunnel Interviews of Sales + Marketing Industry Leaders Louis Gudema: Founder and President of Revenue + Associates PETER: Hello folks this is Peter Fillmore speaking.
More informationB2Best Practice. Landing Pages
B2Best Practice Landing Pages Fill out the information below to download ÒThe Guide to Landing PagesÓ white paper. Lead Capture First Nam e Last Name Email Company Phone Submit What are landing pages?
More informationWinning with BIG DATA Drive Marketing ROI across all Channels & Campaigns
Winning with BIG DATA Drive Marketing ROI across all Channels & Campaigns @tkahlow @BOLoptimized Why Big Data? Why now? /////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
More informationBASIC LEAD NURTURE SEGMENTATIONS
BASIC LEAD NURTURE SEGMENTATIONS WHY DO YOU NEED SEGMENTATION? Segmenting your audience, the act of dividing your leads into definable and actionable parts, is essential to your marketing success particularly
More informationHow To Lure In and Keep Leads
How To Lure In and Keep Leads Thank you for joining us! Princess Cornelio Marketing Educator Unbounce @daprincesita Join the discussion! community.unbounce.com How to Get in Touch Join the discussion!
More informationLead Generation Quickstart Guide
Lead Generation Quickstart Guide 1 2 Lead Generation Quickstart Guide Copyright 2014 Mooloop Ltd All Rights Reserved You re welcome to email, tweet, blog, and pass this ebook around. But please don t change
More informationMarketing Automation RFP and Planning Guide
Marketing Automation RFP and Planning Guide A Publication of 2 An RFP should help your company identify the right partner to support your marketing goals for many years to come. Finding the right marketing
More informationHow to Optimize Your Web Presence for Lead Generation
How to Optimize Your Web Presence for Lead Generation Introduction B2B Buyer behaviour is changing. In Four B2B Buyer Behaviour Trends Changing Business we identified and explored four key trends that
More informationMarketer s Guide to Prioritizing Leads. Focus your time, money and effort on bringing new business by identifying and engaging the most likely buyers
Marketer s Guide to Prioritizing Leads Focus your time, money and effort on bringing new business by identifying and engaging the most likely buyers The deal in the haystack To be honest, the leads are
More information30 WAYS TO DO REAL-TIME WEBSITE PERSONALIZATION
VISITATION INTO CONVERSION 30 WAYS TO DO REAL-TIME WEBSITE PERSONALIZATION A real-time customer-website interaction is similar to an in-store oneon-one interaction. The initial goal in-store and online
More informationA 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 informationIS 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 informationGenerating Leads While You Sleep
Generating Leads While You Sleep May 2013 CommuniGator 2013 Page 1 of 14 Contents Introduction... 3 Setting up the right infrastructure... 4 Page Scoring, Link Scoring and Lead Scoring... 7 Generating
More information7 Tips to Boost Buyers Using Google Adwords & Analytics. Andrew R Edwards info@andrewredwards.com
7 Tips to Boost Buyers Using Google Adwords & Analytics Andrew R Edwards info@andrewredwards.com About Me 9 Years Full Time Internet Marketing Google's advertising system in which advertisers bid on certain
More informationContent Marketing The art of selling without selling!
Content Marketing The art of selling without selling! PRESENTED BY David Searns Today s AGENDA I m not a fan How to go 16 years without making a cold call Six quick case studies Content marketing 101 Four
More informationTHE 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 informationTurning 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 informationMarketing 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 informationBenefits of using Marketing Automation Software as part of your content marketing strategy
Benefits of using Marketing Automation Software as part of your content marketing strategy Ann Stanley Managing Director of Anicca Digital @AnnStanley @aniccadigital #ecommercial15 Our brands Generating
More informationInbound 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 informationThe 4 Key Actions That Define and Build A Sales Funnel That Won t Leak
The 4 Key Actions That Define and Build A Sales Funnel That Won t Leak We do the Heavy Lifting for You Today s Speakers Matt Smith @3FORWARD Co-Founder, EVP, 3FORWARD Strategic Sales Expert 25 years sales
More informationEmail Marketing and Marketing Automation in Complex Buying Processes
Email Marketing and Marketing Automation in Complex Buying Processes Email Marketing and Marketing Automation in Complex Buying Processes 1 Introduction We often hear the question: How is Marketing Automation
More informationPersonalization Strategies for Powerful Digital Experience
Personalization Strategies for Powerful Digital Experience Asmita Singh Vice President, Digital Experience & Marketing Optimization PR Newswire Disruptive Communication is The Reality 1. Fragmented media
More information10 Tips For Lead Management
10 Tips For Lead Management Demand Generation Software Buyers Kit Ten Tips For Best Practice Lead Managment Only 25% of new leads are sales-ready. 25% are disqualified. How do you handle the remaining
More informationTransform 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 informationEmail Marketing Automation and Analytics. Are You Getting the Most out of your Website? Asheville Chamber of Commerce Nov 11, 2014
Email Marketing Automation and Analytics Are You Getting the Most out of your Website? Asheville Chamber of Commerce Nov 11, 2014 Overview Marketing Funnel Objectives of Online Marketing Free Analytics
More informationHow to Plan Your Content with Purpose and Ease
A PRACTICAL GUIDE to BUILDING A KILLER CONTENT STRATEGY How to Plan Your Content with Purpose and Ease A publication of a practical guide to building a killer content strategy Sarah Goliger manages Paid
More informationGrow Your Business with. Nurture Marketing. Convert leads, close sales, and build customer trust using marketing automation and Microsoft Dynamics CRM
Grow Your Business with Nurture Marketing Convert leads, close sales, and build customer trust using marketing automation and Microsoft Dynamics CRM contents 03 Introduction What is nurture marketing?
More informationChoices in Marketing Automation
White paper Choices in Marketing The term marketing automation is deceptive it suggests a clean, intuitive and straightforward way of generating, monitoring and cultivating your customer base. In reality
More informationGUIDE THE ULTIMATE GUIDE TO A LEAN, MEAN, LEAD GEN MACHINE. How to make online lead generation work for your business. Firstbase
GUIDE THE ULTIMATE GUIDE TO A LEAN, MEAN, LEAD GEN MACHINE How to make online lead generation work for your business Firstbase INTRODUCTION INTRODUCTION In today s digital world, online lead generation
More informationHow Social CRM Connects You to Customers
How Social CRM Connects You to Customers 1 of a 4-Part Series SELL. SERVICE. MARKET. SUCCEED. Hello. You ve just opened one of four books in a series on CRM systems from the #1 CRM solution in the world,
More informationCLOSED-LOOP REPORTING
1 CLOSED-LOOP REPORTING MODASSIC MARKETING 2 CONTENTS HOW CLOSED LOOP MARKETING WORKS 8 WHAT YOU NEED TO SET UP CLOSED-LOOP MARKETING 19 BECOME A BETTER MARKETER BY CLOSING THE LOOP 25 HOW TO FIX A BROKEN
More informationHow to Attract Attention to Your Brand
How to Attract Attention to Your Brand In marketing, your goal is to attract and stay top of mind with a wide audience of good prospects. After all, if you aren t, someone else is (Hint: Your competitor).
More informationNurturing Beyond Your Current Pipeline. TechTarget
Nurturing Beyond Your Current Pipeline Globally consistent trend: purchasing decisions shaped online before sales contact Over 2/3s of the buying process occurs before sales is even contacted (Sirius Decisions)
More informationMarketing 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 informationWhat is Marke,ng Automa,on?
What is Marke,ng Automa,on? New Class of Smart So:ware Decision trees Ar,ficial Intelligence Lead Scoring Systems So:ware analyzes and monitors the behaviors of website visitors Transfers them to CRM when
More informationWhy you need a WEM strategy NOW
Why you need a WEM strategy NOW September 2012 Toronto Ottawa Calgary Regina New York Brazil 1 Today s Agenda 1. Quick Intro s 2. What WEM is, Why it Matters, Why it Matters Now 3. From Stranger to Client
More informationBuyer 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 informationENGAGEMENT. Special Report ACCELERATION. Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST
ENGAGEMENT Special Report ACCELERATION Cool Tools & Wrap-Up Report INTELLIGENCE ANALYTICS WATCH LIST Dreamforce 2014 Cool Tools & Wrap-up Report Special Report Salesforce s big news at this year s Dreamforce
More information8 New Year s Resolutions for B2B Marketers. Take your content marketing to the next level in the new year!
8 New Year s Resolutions for B2B Marketers Take your content marketing to the next level in the new year! With the new year quickly approaching, there s no better time to start thinking about your marketing
More informationWritten 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 informationLEAD NURTURING. Master s Series Lead Nurturing Basics. Marketing Qualified. Engaged. Sales Accepted. Sales Qualified. Anonymous. Closed. Lead.
Master s Series Nurturing Basics Engaged Marketing Qualified Sales Accepted Anonymous Sales Qualified s Closed Nurturing Campaigns L E A D N U R T U R I N G The Net-Results Master s Series started as an
More informationCONTENT MARKETING is any marketing that involves the creation and sharing of media and publishing content in order to acquire and retain customers.
CONTENT MARKETING CONTENT MARKETING is any marketing that involves the creation and sharing of media and publishing content in order to acquire and retain customers. 2 CONTENT MARKETING B2B buyers go through
More informationOnline Marketing Strategy and Tactics to Drive Volunteer Recruitment and Awareness
Online Marketing Strategy and Tactics to Drive Volunteer Recruitment and Awareness 2015 Texas CASA Conference San Marcos, Texas November 6, 2015 43 Applicants 26 Advocates October 2014 September 2015 1
More informationHOW TO MARKET A TECHNOLOGY BUSINESS.
HOW TO MARKET A TECHNOLOGY BUSINESS. An Incisive Edge publication CONTENTS. INTRODUCTION. HOW TO MARKET A TECHNOLOGY BUSINESS INTRODUCTION The UK Technology Sector According to KPMG, the UK technology
More information#contentmkt13 OPTIMIZE YOUR LEAD NURTURING PROCESS: THE RIGHT CONTENT TO THE RIGHT AUDIENCE
contentmkt13 OPTIMIZE YOUR LEAD NURTURING PROCESS: THE RIGHT CONTENT TO THE RIGHT AUDIENCE contentmkt13 PRESENTED BY: AMERICAN MARKETING ASSOCIATION Pawan Deshpande Founder and CEO, Curata Brian Kelly
More informationPRESENTS. Increasing Trade Show ROI using Online Marketing and Tools. Mar 3, 2011 www.activeconversion.com & United Safety Solutions
PRESENTS Increasing Trade Show ROI using Online Marketing and Tools Agenda Marketing Automation Trade Shows Issues Lead Nurturing Before/During/After tradeshow Lead Nurturing Automation Lead Management
More informationLead Management CRM Marketing Automation Powerful. Affordable. Intuitive. gold-vision
Unify your communications with Gold-Vision, a fully featured CRM solution with customer Contact, Sales, Marketing, Projects and Events. Gold-Vision stands out from the crowd with interactive dashboard
More informationManaged Service Marketing
Managed Service Marketing Produce Deliver Design Measure Enterprise Marketing on an SMB Budget. The Problem: Your Prospects are Shopping Without You They self educate and do whatever it takes to thin the
More informationMarketing 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 informationINTRODUCTION TO INBOUND MARKETING
INTRODUCTION TO INBOUND MARKETING 1. WHAT IS INBOUND MARKETING? 2 OUTBOUND VS INBOUND MARKETING Outbound marketing focuses on reaching OUT to your target audience advertising, buying email lists, sending
More informationData 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 informationSales Force Automation OpenBOX Business Suite
Sales Force Automation OpenBOX Business Suite Connecting People, Data & Applications Agenda OpenBOX Business Suite Key Benefits Problems / Needs Product Features Case Study Summary Sales Force Automation
More informationHOW TO OPTIMIZE your LEAD GENERATION STRATEGY
HOW TO OPTIMIZE your LEAD GENERATION STRATEGY HOW TO OPTIMIZE your LEAD GENERATION STRATEGY TABLE OF CONTENTS Introduction 2 PART ONE: Creating Content to Generate Leads 3 Optimizing Landing Pages to Increase
More informationBRINGING 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 informationSolving the Challenge of Lead Management Automation
WHITE PAPER Solving the Challenge of Lead Management Automation How We Did It and What We Learned Table of Contents Background... 1 Business Challenges... 2 Adapting to Digital Marketing... 2 Developing
More informationTHE 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 informationMARKETING AUTOMATION: CAMPAIGN PLANNING AGENDA AND CONSIDERATIONS
MARKETING AUTOMATION: CAMPAIGN PLANNING AGENDA AND CONSIDERATIONS Agenda Introduction, context & objectives 1. Automation for the complex B2B sale a brief introduction to our thinking. 2. Understanding
More informationWhy It Is Important? Retargeting. Common Objections
What Is It? Why It Is Important? Retargeting After Yes Common Objections Summary What is it? A digital marketing strategy designed to win back lost customers by displaying ads on other sites to users who
More informationEngaging Agents in Joint Marketing Initiatives
Engaging Agents in Joint Marketing Initiatives How Insurance Companies can Increase Sales and Improve Results by Kandi O Connor President, MarketHUB+ Executive summary The disconnect between insurance
More informationSupercharge 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 informationShrink 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 informationwww.salesfusion.com WEBSITE VISITOR TRACKING How website visitor tracking can improve your pipeline
www.salesfusion.com WEBSITE VISITOR TRACKING How website visitor tracking can improve your pipeline 2 In the Marketing Automation Dark Ages......of the early 2000s, marketers could only monitor website
More informationWEB ANALYTICS Where to Begin
WEB ANALYTICS Where to Begin e-book SPOILER ALERT! People love the Internet. A lot. In fact, 92% of online adults rely on search engines when looking for information 1. That means your audience s first
More informationFACT SHEET. EXTENDED B2B MODULE Creating a customized experience with simplified ordering and reduced complexity.
FACT SHEET EXTENDED B2B MODULE Creating a customized experience with simplified ordering and reduced complexity. MAKE ORDERING EASIER AND SIMPLIFY THE OVERALL PROCESS THROUGH A SELF-SERVICE ONLINE TOOL
More informationHOW A CRM SOLUTION HELPS SMALL BUSINESSES
Book 3 of 4 HOW A CRM SOLUTION HELPS SMALL BUSINESSES PART OF THE CRM SUCCESS SERIES Introduction LEARNING ABOUT CRM Technology has changed the game for small businesses. Where department size was once
More informationHow Can I Sculpt a Plan to Start Inbound Marketing
How Can I Sculpt a Plan to Start Inbound Marketing An Effective Marketing Method for Doing Business Online By Courtney McElroy, CEO Marketing Force 1 How Can I Sculpt a Plan to Start Inbound Marketing
More informationto Maximize Return on Investment with Marketing Automation
4 Ways to Maximize Return on Investment with Marketing Automation 4 Ways to Maximize Return on Investment with Marketing Automation The Challenge: Maximising the time and money you invest in the online
More informationONLINE MARKETING FUNDAMENTALS
ONLINE MARKETING FUNDAMENTALS How to Get More Customers and Supporters Online By Shane Rasnak www.shanerasnak.com What We ll Be Covering Why most organizations get terrible results with online marketing
More informationMODERN 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 informationFrequently Asked Questions About Marketing Automation
Frequently Asked Questions About Marketing Automation What Is Marketing Automation And Demand Generation? Marketing automation software enables you to automate the internal and external processes of target
More informationHOW TO TURN A. Single E-Book Into a 101+ Piece Content Marketing Machine
HOW TO TURN A Single E-Book Into a 0+ Piece Content Marketing Machine Table of Contents! Introduction. Blogs 2. Audio & Video 3. Promotion 4. Social Media 5. Branding 6. Visual Content 7. Additional Content
More informationPlus, 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 informationACT Enrollment Planners Conference
CONVERGE CONSULTING 7.13.16 ACT Enrollment Planners Conference PRESENTERS: Ann Oleson, CEO Jay Kelly, President 2 ABOUT CONVERGE 3 4 AGENDA 2015 Inbound Marketing in Higher Education Survey Methodology
More informationThe Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation
The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation MARKETING AUTOMATION is technology that allows you to nurture leads through automated campaigns. Because marketing
More informationProspecting Digitally
Prospecting Digitally A Sales Development Company Agenda How to warm up leads Power down How to get known for Breaks what you do How to create creditability Workbooks How to build awareness Participation
More informationGETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES
GETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES EXECUTIVE SUMMARY We ve all been there -- your sales team is down one
More informationLead Generation - what it takes to make a sale. B2B marketing, PR & digital content
Lead Generation - what it takes to make a sale What it takes to make a sale Successful business development and sales require skill, focus, commitment and unbounded enthusiasm and persistence Selling anything
More informationCRM Marketing Automation Buyers Guide
2 CRM gn n i io t e at k ar om M ut A Buyers Guide CHAPTER 1 Introduction M Contacts e Process The term CRM (Customer Relationship Management) has long been used in the enterprise world, but is becoming
More informationINBOUND MARKETING PROCESS ENNOVATIVE 2 PORTRUSH RD, PAYNEHAM, SA, 5070 (08) 8336 6757
INBOUND MARKETING PROCESS ENNOVATIVE 2 PORTRUSH RD, PAYNEHAM, SA, 5070 (08) 8336 6757 Copyright @ennovative 2013 CONTENTS THE GAMPLAN 2 INBOUND MARKETING INFRASTRUCTURE SETUP 3 MONTHLY RETAINER PACKAGES
More information7 STEPS FOR BUILDING A WINNING LEAD NURTURE STRATEGY. Lead Nurture Strategy»
7 STEPS FOR BUILDING A WINNING LEAD NURTURE STRATEGY Lead Nurture Strategy» The leads you collect today aren t necessarily ready to buy immediately. Some of them are, of course, but others may still be
More informationAnalytics for Pros. SEMpdx
Analytics for Pros SEMpdx ISITE Design $39.5 IN 2012 BILLION $62 BILLION BY 2016 http://www.go-gulf.com/blog/online-ad-spending WHY WEB ANALYTICS IS IMPORTANT TO SEM AND ONLINE ADVERTISING Prove to people
More informationPartner Marketing Playbook. A guide to integrating the SharedVue platform into your existing marketing mix
Partner Marketing Playbook A guide to integrating the SharedVue platform into your existing marketing mix SharedVue Marketing Playbook foreword In a busy world of managing relationships with customers
More informationMarketing 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 informationA Guide to Selling SharpSpring
A Guide to Selling SharpSpring (for those new to marketing automation) version 3.19.14 WELCOME This is your first step towards a long and successful partnership with SharpSpring. With this guide, we will
More informationBUILDING A HOLISTIC MARKETING STRATEGY
Introduction To Integrated Marketing: BUILDING A HOLISTIC MARKETING STRATEGY Email Social Media Online Events Blogs Web S ite Intelligence Landing Pages Integrated Analytics Many B2B marketers invest fortunes
More informationProposal for Inbound Marketing Services for Sample Company XYZ
Proposal for Inbound Marketing Services for Sample Company XYZ Prepared for: Sample Client Updated: November 12, 2014 Executive Summary Sample Company XYZ has seen tremendous success as a company, but
More informationAN INTRODUCTION TO LEAD GENERATION.
AN INTRODUCTION TO LEAD GENERATION. A beginner s guide to converting website visitors into inbound leads for your business. A publication of 2 CONTENTS. 04 05 Introduction Defining a Lead 09 Qualifying
More information8 STEPS TO AN EFFECTIVE CONTENT MARKETING SYSTEM
8 STEPS TO AN EFFECTIVE CONTENT MARKETING SYSTEM Produced by Katie Wilson Aspire Internet Design www.aspireid.com @aspireid Overview... 2 1: Set Goals and Create a Set of Metrics for Your Content Marketing
More informationBOOST YOUR REVENUE. Open high value accounts with LeadGen Journalism Creative approach to Content Marketing
BOOST YOUR REVENUE Open high value accounts with LeadGen Journalism Creative approach to Content Marketing If each major account brings you over $50,000 in annual revenue, at what amount can an in to a
More informationMARKETING TO THE NEW CONSUMER. PART THREE Taking Advantage of New Marketing Touchpoints in the Active Evaluation Stage
MARKETING TO THE NEW CONSUMER PART THREE Taking Advantage of New Marketing Touchpoints in the Active Evaluation Stage For Part Three of this series, we are in the Active Evaluation Stage of the Customer
More informationLead Generation Machine
Turn your website into a Lead Generation Machine 82% An Act-On ebook Your Website Is Your Greatest Marketing Asset Your leads are only as good as the website that produces them. KISSMETRICS Today s buyer
More informationA Whitepaper of Questions and Answers from our Webinar: Generating Leads with Whitepapers (w/bob Bly)
A Whitepaper of Questions and Answers from our Webinar: Generating Leads with Whitepapers (w/bob Bly) Page 0 of 7 Generate Leads with Whitepapers Webinar Questions & Answers This document summarizes the
More informationAttract 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 informationMore Enquiries, Same Budget: Solving the B2B Marketer s Challenge
More Enquiries, Same Budget: Solving the B2B Marketer s Challenge You need to increase inbound enquiries, both in volume and quality, but your budget is restricted. Sound familiar? Prospect Analytics offers
More informationTen Tips for Best Practice Lead Management
Ten Tips for Best Practice Lead Management Only 25% of new leads are sales-ready. 25% are disqualified. How do you handle the remaining 50%? The Answer: Lead Management Lead management is the ability to:
More informationActing on the User Journey: Content and Engagement Tactics
Acting on the User Journey: Content and Engagement Tactics November 2012 Toronto Ottawa Calgary Regina New York 1 Acting on the User Journey: Content and Engagement Tactics Gilbane Boston 2012 2 Today
More informationIQ CONTENT MARKETING RECOMMENDATIONS
IQ CONTENT MARKETING RECOMMENDATIONS Establish the Buyer Develop Touchpoints Drive To Conversions Discussion Outline Content Mapping & Drip Lead Scoring & Automation CREATING BUYER PERSONAS Personas are
More information