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

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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  

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