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1. Generate more sales leads, drive sales, drive revenue How to generate B2B sales using the web

2. Yes, because this is a natural progression of how sales work 1. Is The Web Important for B2B? Sales teams find and persuade the buyers Buyers start to search online, find product information from multiple vendors Buyers confer with each other via online networks Sales now use online tools to prospect, generate and qualify leads Marketing Automation 1997 2006 2009 1950s to 1990s

6. 2. How can B2B use the web to generate sales?

7. 2. How can B2B use the web to generate sales? Review what you’re selling – its benefits, pricing, why it is better than competitors – your value proposition Understand your buyers – who they are, where they are, which organisations, what roles, what do they want Create ‘ content ’ – online information that your buyers will want such as buyers’ guides, case studies, industry surveys, ROI calculators Drive traffic to your company website using Google pay-per-click, SEO, email, social media, PR/online PR Capture visitors contact details in exchange for high quality, relevant content Filter these contacts, sell to the ‘hottest’, generate revenue € $

9. Revise website based on buyer analysis, add landing pages Generate content to attract visitor registrations Launch Google pay-per-click ads Launch Search Engine Optimization activities Generate PR and online PR Email Marketing Post to Corporate Blog and Social Media Hardcopy Mail to selected contacts Telemarketing qualification of warm leads 1 2 3 4 5 6 7 8 9 2. How can B2B use the web to generate sales?

10. Generate more leads at the top of the sales funnel using online marketing – email, Google pay-per-click, social media and PR Use simple techniques to filter and process these leads more effectively so you generate more sales About DohertyWhite

11. About DohertyWhite

12. Email [email_address] Mobile +353 86 383 8981 Phone +353 1 969 5029 (Dublin) +353 7491 16689 (Donegal) Twitter @michaelgwhite www.dohertywhite.com www.dohertywhite.com/blogs DohertyWhite helps business-to-business (B2B) companies generate leads online and convert those leads to sales. We provide strategic consulting, digital marketing, web design and sales lead generation services.