Nowspeed presentation offering best-practices and tips for creating World-Class Lead Generation Programs. Learn how to integrate social media, search, email and web strategies to get the highest possible return on your lead generation efforts.

1. Creating a World Class, Integrated Lead Generation ProgramDial in: (888) 296-6500 ; 991084 Twitter: #nowspeedLeadGenQuestions: amuniz@nowspeed.com Blog: www.internet-marketing-strategies-and-secrets.com/ Twitter: davidreske Linked-In: David Reske Dave Reske, Managing Director dreske@nowspeed.com 508 616-0111 x202 www.nowspeed.com

2. Nowspeed Demand Generation Programs

3. Nowspeed Clients

5. Passionate about results

6. All of the skills needed

8. Characteristics of World-Class Marketing Programs Know which levers to pull in order to improve results Use the most effective toolsfirst Build consistent and predictable programs Plan far ahead, but stay flexible Create alignment with sales with common metrics AlignStrategy with Marketing Tactics Ask hard questions and answer them with data Integrate marketing programs to work together Leverage content from one program for others Leverage best practices everywhere Test, measure and learn

10. OutboundProspect Customer Nurture

11. Marketing Sherpa Chart- Use the most effective tools first!

12. Build consistent and predictable programsPlanfar ahead, but stay flexible Offer Creation and Landing Page Design PPC Campaign Optimization Social Media to build traffic Home Page Design Optimization Email Marketing Automation Program SEO to grow organic search traffic

13. Plan to improve the program ROI

14. Sample Planner: Activities

15. Marketing and Sales Alignment- Create alignment between sales/marketing with common metrics Waterfall Conversion Rates Average Conversion Sales & marketing act as an integrated team with a common goal of pipeline development Common Goals Common Definitions Common Metrics Integrated Programs Inquiries 3.9% Marketing Qualified Leads (MQLs) 58.3% Sales Accepted Leads 49.1% Sales Qualified Leads (SQLs) 23.1% Closed/Won Business Source: SiriusDecisions

16. AlignStrategy with Marketing Tactics Planning What are your key messages? Who is your target audience? How do you ensure performance? How do optimize your investment? Do you know what it takes to win?

17. Integrate marketing programs to work together

18. Integrate marketing programs to work together

19. Content Along the Buying Cycle COPYRIGHT ©2009 NOWSPEED, INC. CONFIDENTIAL 16 eBook / White Paper Where else can visitors get these resources? Are they current, of high-quality, updated often? How well do they competitively position you? Impression Analyst Report / Publication Blog / Article / Tweet / Podcast Lead Case Study / Video Testimonial Guided Tour / Product Demo Webinar Quality Contact Press & News Prospect Glossary / ROI Calculator Free Trial / Free Consultation Help Desk / Chat / Forum Customer Training / Usage Tips Contact Information

20. Content Architecture Buying Cycle

21. Relevant Offers: Driving Conversions High-Performance Offers do the following: Are highly relevant to a visitors information requirements and key purchase criteria Communicate objective value in their design and subject matter Are cutting-edge, topical, and related to highly-searched or discussed topics in an industry

22. White Paper Examples

23. Integrated Marketing- Leverage content from one program for others SEO – Create articles for distribution to build links SMM – Create Blog posts, YouTube video, tweet series, linked-in discussions, Facebook PPC – Leverage as offer for campaign PR – Submit press release announcing content Email – Leverage as offer for email campaign Ads – Leverage as offer for campaign Web – Turn content into SEO optimized web pages

24. Website Design & Development Great design that delivers results Designed to Drive Leads Strong Branding Compelling Headline & Key Messages Social Media Integrated Comprehensive Information Architecture

26. Which offers and links are most effective?

27. Is PR working?

28. Are search efforts and directories working?

30. Search Marketing Paid and Organic Search Paid Organic

31. Pay Per Click (PPC) Search Marketing- Ask hard questions and answer them with data What is your average Cost/Lead in your SEM campaigns? What is your total SEM budget per month? How many leads are you generating from SEM each month? Business Value Lower Cost Per Lead More leads for marketing dollars spent Higher Revenue and Gross Margin

32. How to Optimize Pay Per Click Campaigns- Leverage best practices everywhere Build comprehensive keyword list Create Adword groups for similar words Select offers Create ads for each offer tailored to each group Link to landing pages Analyze Results Keyword Research Example

33. Landing Page Case Study - Old Landing Page- Test, measure and learn 25992 Impressions 65 clicks 4.4 average position 1 conversion CPL: $329.60!!! Budget used up quickly, resulted in poor conversions, little ability to be promoted throughout the day.

35. 55 clicks

36. 6.6 average position

37. 7 conversions

38. CPL: $40.37Drastically improves conversion rate and CPL

40. 19 clicks

41. 3.3 average position

42. 15 conversions

43. CPL: $22.74

44. UMOL brand

45. Copy specific to program (example above)

47. Evaluation of multiple variables simultaneously

48. Users may see:

49. Headline A, Image B, Copy C

50. Headline B, Image C, Copy A

52. Integrated Marketing – Gaining Leverage and Power from all of your Programs Leverage Great Offers for Advertising Campaigns Advertise on social media sites Advertise on sites with good PR pickup Test messages and ad copy and use best messages for ads Create Best Practice Landing Pages

53. Search Engine Optimization (SEO)- Ask hard questions and answer them with data Has your website been optimized for organic search? What are five of your most important keywords? How much traffic (what percent) is coming from Organic search? How many leads per month are being driven by Organic search? Is link popularity strong enough? Business Value Better keyword visibility on search engines More organic search traffic to web site More leads with no media cost

54. SEO Strategy Increase search engine rank on selected keywords Increase overall traffic to the site Increase lead flow

55. Search Engine Market Share - Searches

57. High Traffic, Low Competition, Good Fit for Business

58. Content

59. 500-1200 words per page depending on competitive ranking pages

60. Must be relevant to search term and contain quality information

61. Page Elements

62. Body Copy, Title Tag, Meta Keywords, Meta Description, Alt Tags

63. Link Popularity

64. Directory Submissions

65. Press Releases

66. Blogging

67. Make it Easy to Crawl

68. Clean HTML

70. Integrated Marketing – Gaining Leverage and Power from all of your Programs Leverage content architecture Build links from article and content distribution, blog comments SEO Optimized Blog content Build links from SEO Optimized Press Releases SEO Optimized Web site content

72. What are your Goals? COPYRIGHT ©2009 NOWSPEED, INC. CONFIDENTIAL 41 Sales, offer downloads, etc. Participating and/or listening to conversations Driving traffic to your site, i.e. landing page, hub page Building awareness around your brand/product

73. Social Media Marketing- Ask hard questions and answer them with data Do you have an SMM strategy? Do you have a blog? How effective is it? Have you identified the best blog and social media sites for you to participate in? Are you working these sites effectively? How many new links are being driven by social media? How much traffic is begin driven by social media? Business Value Brand visibility and impressions More links to web site Better keyword visibility on search engines More organic search traffic to web site More leads with no media cost

74. Social Media Marketing Program- Leverage best practices everywhere Thought Leadership Followers “Buzz” Subscribers Brand Building Blog Website & Blog Traffic Listening & Learning Leads

75. Create Core Content Packages and Distribute to Social Media Sites COPYRIGHT ©2009 NOWSPEED, INC. CONFIDENTIAL 44

76. Integrated Marketing – Gaining Leverage and Power from all of your Programs Use content and offers as basis for creating and delivering content on social media sites Use keywords that are part of the SEO effort to get multiple search results across social media sites for your content Build online relationships with key marketplace influencers Comments & feedback on landing pages Post to Digg, delicious Integrate blogs with website design Create hub page Use Email to build communities Post to Digg, Delicious from email Advertise on social media sites

77. Integrated Marketing – Gaining Leverage and Power from all of your Programs Create releases to promote excellent content Build online relationships with key marketplace influencers Build links from SEO Optimized Press Releases Advertise on sites with good PR pickup SEO optimize releases and treat as landing pages

78. Email Marketing- Ask hard questions and answer them with data How large is your in-house prospect list? Do you have an e-newsletter? How often do you send it? Do you use rented email lists? How effective are they? What is the average CRT and Conversion rate of your email? Do you have a systematic Lead Nurture program? Business Value Higher Click through rate (CTR) and conversion rate More leads at a lower cost per lead More effective movement of prospects through the buying cycle

79. Email Marketing- Leverage best practices everywhere List Building Offer Selection Creative Design Techniques to Improve Performance Personalization Subject lines Spam filters Execution and Testing

80. Email Marketing Analysis COPYRIGHT ©2009 NOWSPEED, INC. CONFIDENTIAL 49

81. Lead Nurture Lead nurture system design with business rules to automate follow-up and ongoing communication Engage leads in a dialog through automation Build lead nurturing campaigns through a drag-and-drop interface

82. Lead Nurturing Trigger Based Email Campaigns

83. Integrated Marketing – Gaining Leverage and Power from all of your Programs Leverage Great Offers for Email Campaigns Test messages and ad copy and use best messages for ads Create Best Practice Landing Pages

84. Characteristics of World-Class Marketing Programs Know which levers to pull in order to improve results Use the most effective toolsfirst Build consistent and predictable programs Plan far ahead, but stay flexible Create alignment with sales with common metrics AlignStrategy with Marketing Tactics Ask hard questions and answer them with data Integrate marketing programs to work together Leverage content from one program for others Leverage best practices everywhere Test, measure and learn

85. Creating a World Class, Integrated Lead Generation ProgramDial in: (888) 296-6500 ; 991084 Twitter: #nowspeedLeadGenQuestions: amuniz@nowspeed.com Blog: www.internet-marketing-strategies-and-secrets.com/ Twitter: davidreske Linked-In: David Reske Dave Reske, Managing Director dreske@nowspeed.com 508 616-0111 x202 www.nowspeed.com