“I like nonsense, it wakes up the brain cells. Fantasy is a necessary ingredient in living. It's a way of looking at life through the wrong end of a telescope, which is what I do, and that enables you to laugh at life's realities.” Dr. Seuss That, as marketers, we thought, would be an apt way to end the year – separate the sense from the nonsense. Dr. Seuss would probably chide us for taking everything he said so seriously. But we would like to think that he would approve of our tongue-firmly-in-cheek approach to marketing!

1. 2011 YEAR BOOK
COLLECTORS SPECIAL
DR. SEUSS’S
BOOK OF
NONSENSE FOR
MARKETERS

2. “I know it is wet and the sun
RECESSION
is not sunny...”
ECONOMY
REVENUES
PROFITS

3. “I'm sorry to say so
Avg. indication of
45%
But, sadly it's true
44%
challenges
That bang-ups and hang-
ups
Can happen to you.” 39%
2009 2010 2011
B2B marketers’ growing
challenges
• Lead quality
• Lead volume
• Lengthening sales cycles...
Source: 2011 MarketingSherpa B2B Marketing Benchmark
Survey

4. Sophisticated Marketing
Automation tools in market
offering Intent, Intelligence &
Integration
But,
“Just tell yourself, Duckie, Expected increase in 2012
you're really quite lucky! ” budget for inbound marketing*
Source: 2011 MarketingSherpa Search Marketing
Benchmark Survey

5. And so,
Here’s my list of 5 things
That you must
do, without much
“Look at me! ado...
Look at me NOW!
It is fun to have fun
But you have to know
how.”

6. 1
“Think left and think right and
think low and think high.
Oh, the thinks you can think up
if only you try!”

7. Website
SEO
Be
PR

8. 2
“The more that you read, the
more things you will know.
The more that you learn, the
more places you'll go.”

9. STAY UP TO DATE !

10. 3 “A person's a person, no
matter how small.”

11. SEGMENT YOUR
AUDIENCE &
PROVIDE CONTENT
BASED ON WHERE
Business Business
Decision Maker Influencer THEY ARE IN THEIR
BUYING CYCLE
Technical Technical
Decision Maker Influencer
Purchaser User

12. 4 “No matter WHAT happens,
This egg must be tended!”
“And he sat
and he sat
and he sat…”

13. Frequency of Lead Nurturing Touches
PLAN AN INTENT &
Daily 9%
INTELLIGENCE
Weekly 22% BASED WORKFLOW
Monthly 34% FOR YOUR LEAD
NURTURING
Quarterly 15%
PROGRAM
Annually 2%
Source: 2011 MarketingSherpa B2B Marketing Benchmark
Survey

14. 5
“Unless someone like you
cares a whole awful lot,
Nothing is going to get
better. It's not.”

15. Lead Generation -
Increase volume of
Volume
total leads eligible for
nurturing
FOCUS ALL YOUR
Increase velocity at
which leads progress EFFORTS TOWARDS
Velocity
from one stage of THESE THREE KEY
funnel to next
OUTCOMES
Increase the value
Value
of the opportunity
associated with
each lead

16. “AND WILL YOU
SUCCEED?”
“YES! YOU
WILL, INDEED!
(98 AND ¾ PERCENT
GUARANTEED)”

17. FOR MORE TIPS VISIT
LEADFORMIX BLOG
(http://www.leadformix.com/blog/)
Quotations & Images
Courtesy Dr. Seuss