4. INBOUND MARKETING METHODOLOGY
This diagram shows the stages of the buying cycle to increase sales with marketing .
From prospect to customer and some of the tactics used.
Attract
Strangers
Convert
Leads
Visitors
Blog
Social
Media
Keywords
Pages
Close
Calls-to-Action
Landing Pages
Forms
Lead Nurturing
Delight
Promoters
Customers
Email
Workflows
Lead Scoring
CRM
Integrations
Social Media
Calls-to-Action
Email
Workflows
5. 5 Key areas
1. Buyer Personas
2. NO SELLING
3. Content Paths…in English that’s Lead Nurturing!
4. Create it
5. WHERE ARE MY SALES!!
6. Just in case you need convincing
• Buyers are increasingly doing their own research
You are now invited into the sales process late into the deal
• Outbound response rates are dropping and cost per lead rising
• Sales teams are not consistently pitch your USPs
• We are already spending 25% of our budgets on content
7.
8.
9. So how can I be interesting to my
customers (content) if we
(my competitors) are all talking about
the same thing?
13. Think like this…
•
•
•
•
•
What are their problems
What results do they want
What are their perceived barriers
What is the journey
How do they decide
32. PLEASE
DONT LET YOUR SALES TEAM COLD CALL
WHEN YOUR PROSPECT IS IN A LEAD
NURTURING PROCESS
33.
34. A Few Stats
• YouTube is gaining popularity as a social media platform to
reach and engage B2B audiences.
• 61% of marketers use marketing automation platforms, up
from 43% last year.
• The vast majority (93%) of B2B marketers are creating content
from scratch.
• Only 34% are syndicating/curating content, and just 30% are
encouraging user-generated content.