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

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Digital Marketing, Lead Nurturing and Social Media for B2B Enterprises

Digital Marketing, Lead Nurturing and Social Media for B2B Enterprises


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