This document provides information on implementing an inbound marketing strategy. It discusses defining a value proposition, understanding target customers, setting goals, committing to a long-term strategy, choosing tools, conducting a content audit, creating a marketing roadmap, and starting experiments. Key points include educating leadership on inbound, aligning sales and marketing, understanding the customer journey, and using metrics to improve lead generation and conversions.
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Beth Shope
Design/Web/SEO
Introductions
2
Michele Nichols
President / Principal
Katie Steelman
Writer/Social
Media Specialist
Lou Horvath
Principal/Writer/
Patent Agent
Kara Fortuna
Principal/Design
Sarah Campagna
Account Manager
John Agostinelli
Patent Agent
Mandy Bly
Account
Coordinator
Aimee Schenck
Inbound Marketing
Specialist
History of
thoughtful growth
Experienced with
components, assemblies
& instrumentation
Geared for speed
and accountability
Full team for cost
of single hire
Damon Diehl
Technical Writer
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58%
3
of the buying decision is
complete before they ever
contact a salesperson.
“ Nobody wants
to be sold.
They want to
sell themselves.”
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80% of sales require
5 follow-up calls after
the meeting.
44% of salespeople give
up after 1 follow-up.
Source: The Marketing Donut
5
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91% of customers say
they’d give referrals.
Only 11% of salespeople
ask for referrals.
Source: Dale Carnegie
6
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In 2007 it took 3.7
cold call attempts to
reach a prospect.
Today it takes 8 attempts.
Source: TeleNet and Ovation Sales Group
9
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Thursday is the best day
to prospect. Wednesday is
the second best.
Tuesday is the worst day.
Source: InsideSales.com
10
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Best time to call?
4-5 pm
Second best?
8-10 am
Worst:
11 am and 2 pm
Source: InsideSales.com and Kellogg School of Business
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14% 14% 14%
8% 8%
7%
6% 6% 6%
0%
2%
4%
6%
8%
10%
12%
14%
16%
Social Media SEO Email Mktg Trade Shows Direct Mail Blogs Telemarketing Traditional
Advertising
PPC
Inbound Most Effective at Lead Generation
28
Survey N = 3,339
Q: What percentage of your
company’s leads come from each
of the following sources?
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200% An optical assembly client doubled web traffic in one year and
closed 6-figure accounts from leads from the web
4x
A nanotech company quadrupled their leadsfor the same tradeshow from 2014
to 2015 through a redesign and rethink of strategy, culminating in a pre-and-post
show campaign
2x One custom & catalog optics company has doubled their customersin
the 18 months they’ve been on HubSpot inbound marketing platform
65%
More leadsand 32% more web traffic in 3 months after the Launch Team
rewrote web and inbound content to optimize for keywords and to target the
right customer profile in medical devices
35% A materials company increased revenue by 35% after
rebranding/repositioning 12 months ago
ROI on Inbound Approach
32
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Marketing’s Role in Sales
33
How does this technology fit in my
product/organization?
How effective is this technology?
How can I build the business case?
How can I narrow down my options?
How can I make this work in my
product/organization?
How do I implement this?
Blog
eBook
Tip Sheet
Workbook
Guide
White paper
Webinar
Assessment/design review
Consult
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Different levels of readiness
Lack of follow-up process
Focus on bottom of funnel
Speed of response
Change is Required
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Steps to Data-Driven Sales & Marketing
1. Educate & create buy-in from leadership, sales, marketing & engineering
2. Define your unique value proposition
3. Understand your target customer
– Customer Persona
4. Set realistic goals
– Traffic calculator—identify goal at each level
5. Commit to strategy for 18 months
6. Choose a toolset
7. Conduct a content audit
8. Create your marketing roadmap
9. Start an experiment
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Set Realistic Goals
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Inbound Marketing Traffic & Leads Calculator
Step 1
Enter your monthly revenue goal.
How much new monthly booked revenue do you plan to generate from inbound marketing?
New Monthly Revenue: $25,000.00
Step 2
Enter the % of new revenue needed from inbound marketing.
What percentage of this revenue do you need to book from inbound marketing as opposed to other sources of new leads and customers?
Percentage: 80%
Step 3
What's your average revenue per new customer or new account?
Avg. Revenue Per Client: $10,000.00
Monthly New
Customers:
2.0
Step 4
Calculate the number of monthly leads needed to support new customer goal.
What's your lead-to-customer conversion rate? What's your goal?
Current Goal
Lead-to-Customer Rate: 1.0% 2.0%
Monthly Leads Needed*: 200 100
Step 5
Calculate monthly traffic needed to generate required number of leads.
What's your visitor-to-lead conversion rate. What's your goal?
Current Goal
Visitor-to-Lead
Conversion:
1.0% 4.0%
Monthly Visitors
Needed*:
20,000 2,500
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Choose a Tool Set
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LAUNCH is a certified HubSpot partner.
Do it all with just one platform
HubSpot software includes all the tools you need to do inbound marketing, plus
award winning services & support to help companies master inbound marketing.
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Thank you!
For a free consultation, visit
launchsolutions.com/assessment
Michele Nichols
President, Launch Team Inc.
michele@launchsolutions.com
Hinweis der Redaktion
Who of you in the room have asked for a referral in the last 6 months.
Arnold engineer
[Would you rather find customers – or get found by them? If you answered the latter, then you’re ready for inbound marketing. Inbound marketing is the integration of search engine optimization (SEO), social media tactics and content creation. Each of these tactics is a proven performer when separately implemented. But, when strategically synchronized, the result is significantly reduced costs, increased sales, and improved ROI. – From 2012 Inbound Marketing Handbook - MarketingSherpa LLC, a MECLABS Group Company]
Sharing is caring and inbound is about creating and sharing content with the world. By creating content specifically designed to appeal to your dream customers, inbound attracts qualified prospects to your business and keeps them coming back for more.
Major themes:
Content Creation- You create targeted content that answers your customer's basic questions and needs, and you share that content far and wide.
Lifecycle Marketing- You recognize that people go through stages as they interact with your company, and that each stage requires different marketing actions.
Personalization- As you learn more about your leads over time, you can better personalize your messages to their specific needs.
Multi-channel- Inbound marketing is multi-channel by nature because it approaches people where they are, in the channel where they want to interact with you.
Integration- Your publishing and analytics tools all work together like a well-oiled machine, allowing you to focus on publishing the right content in the right place at the right time.
MIC Language:
Thought Leadership
Reaching them when and where they care about you
Price pressure. Increased commoditization and competition can create a price pressure. The average company has twice the competitors it did just five years ago. “Me too” products, reverse engineering—there are a lot of factors at play today.
Developing Personas
Buyer personas are a crucial component of successful inbound marketing, particularly for the sales and marketing departments. After all, the marketing team needs to know to whom they are marketing, and the sales team needs to know to whom they are selling.
What is their demographic information?
What is their job and level of seniority?
What does a day in their life look like?
What are their pain points? What do you help them solve?
What do they value most? What are their goals?
Where do they go for information?
What experience are they looking for when seeking out your products or services?
What are their most common objections to your product or service?