LEAD NURTURING & SOCIAL MEDIA FORB2B ENTERPRISE MARKETINGAnol BhattacharyaGETIT COMMSwww.getitcomms.com	  
LEAD NURTURING   CONTENT MARKETING   SOCIAL MEDIA
GETIT COMMSwww.getitcomms.com	  MARKETING SOLUTIONS FOR HI-TECH & TELCO COMPANIES
www.B2Bento.com
LEAD NURTURING   CONTENT MARKETING   SOCIAL MEDIA
LEAD NURTURING
25%         25%      50%
NURTURING PROSPECTS JOURNEY THROUGH        THE EXTENDED PIPELINE
SALES-LAND   MARKETING-VILLE
UNQUALIFIED LEADS= WASTE OF SALES  PRODUCTIVITY
OPEN            WEB                        TELE-CALL           MEETINGEMAIL NOT OPENED                              WEB   ...
LEAD SCORING+10                         SALES FUNNEL                 -10                            THRESHOLD      inactiv...
TOOLS ARE EASY - STRATEGIC FRAMEWORK AND CHANGE IN CULTURE IS TOUGH
SOCIAL MEDIA
SOCIAL MEDIABANDWAGON               MARKETERS
I CAN HAS FANS?BLAH BLAH  BLAH…  SOCIAL MEDIA DOUCHE-BAG EXPERT!
Cha-Chi       ng!
FEW MONTHS LATER…
3 FOLLOWERSDAD      MOM   NEIGHBOR’S DOG
WHERE IS LOVE?
ESTABLISH YOUR GOALS         •    Brand Awareness? The ‘why’ of social media   •    Lead Generation?                      ...
WHERE ARE YOUR PROSPECTS?                            OUTBOUND ANALYSIS
WHERE ARE YOUR PROSPECTS?                            INBOUND ANALYSIS
MAP INFLUENCES•    Who are talking about your product(s)?•    Who are talking about your product category?•    What your c...
SET UP ENGAGEMENT FRAMEWORK  •  Response workflow  •  Escalation process
CONTENT
CONTENT FOR LEAD NURTURING
CONTENT MAPPED WITH BUYERS PERSONA          END USER        TECHNICAL                        DECISION MAKER          ECONO...
LEAD NURTURING   CONTENT MARKETING   SOCIAL MEDIA
?Anol BhattacharyaGETIT COMMSwww.getitcomms.com	  
Click Asia 2011 Presentation on Lead Nurturing and Social Media for B2B
Upcoming SlideShare
Loading in...5
×

Click Asia 2011 Presentation on Lead Nurturing and Social Media for B2B

1,195

Published on

Digital Marketing, Lead Nurturing and Social Media for B2B Enterprises

0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
1,195
On Slideshare
0
From Embeds
0
Number of Embeds
2
Actions
Shares
0
Downloads
16
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Click Asia 2011 Presentation on Lead Nurturing and Social Media for B2B

  1. 1. LEAD NURTURING & SOCIAL MEDIA FORB2B ENTERPRISE MARKETINGAnol BhattacharyaGETIT COMMSwww.getitcomms.com  
  2. 2. LEAD NURTURING CONTENT MARKETING SOCIAL MEDIA
  3. 3. GETIT COMMSwww.getitcomms.com  MARKETING SOLUTIONS FOR HI-TECH & TELCO COMPANIES
  4. 4. www.B2Bento.com
  5. 5. LEAD NURTURING CONTENT MARKETING SOCIAL MEDIA
  6. 6. LEAD NURTURING
  7. 7. 25% 25% 50%
  8. 8. NURTURING PROSPECTS JOURNEY THROUGH THE EXTENDED PIPELINE
  9. 9. SALES-LAND MARKETING-VILLE
  10. 10. UNQUALIFIED LEADS= WASTE OF SALES PRODUCTIVITY
  11. 11. OPEN WEB TELE-CALL MEETINGEMAIL NOT OPENED WEB DOWNLOADED MEETING NOT DOWNLOADED
  12. 12. LEAD SCORING+10 SALES FUNNEL -10 THRESHOLD inactive+5 +20+15 +25+5 TOTAL POINTS
  13. 13. TOOLS ARE EASY - STRATEGIC FRAMEWORK AND CHANGE IN CULTURE IS TOUGH
  14. 14. SOCIAL MEDIA
  15. 15. SOCIAL MEDIABANDWAGON MARKETERS
  16. 16. I CAN HAS FANS?BLAH BLAH BLAH… SOCIAL MEDIA DOUCHE-BAG EXPERT!
  17. 17. Cha-Chi ng!
  18. 18. FEW MONTHS LATER…
  19. 19. 3 FOLLOWERSDAD MOM NEIGHBOR’S DOG
  20. 20. WHERE IS LOVE?
  21. 21. ESTABLISH YOUR GOALS •  Brand Awareness? The ‘why’ of social media •  Lead Generation? •  Lead Nurturing? •  Customer Service?
  22. 22. WHERE ARE YOUR PROSPECTS? OUTBOUND ANALYSIS
  23. 23. WHERE ARE YOUR PROSPECTS? INBOUND ANALYSIS
  24. 24. MAP INFLUENCES•  Who are talking about your product(s)?•  Who are talking about your product category?•  What your competitors doing?•  Who are talking about your competitors?
  25. 25. SET UP ENGAGEMENT FRAMEWORK •  Response workflow •  Escalation process
  26. 26. CONTENT
  27. 27. CONTENT FOR LEAD NURTURING
  28. 28. CONTENT MAPPED WITH BUYERS PERSONA END USER TECHNICAL DECISION MAKER ECONOMIC INFLUENCER DECISION MAKER
  29. 29. LEAD NURTURING CONTENT MARKETING SOCIAL MEDIA
  30. 30. ?Anol BhattacharyaGETIT COMMSwww.getitcomms.com  
  1. A particular slide catching your eye?

    Clipping is a handy way to collect important slides you want to go back to later.

×