B2B Online marketingMistakes You Don’t Know You Are Making
5
If you are not online
you are simply not found
84%
of B2B buyers
start their
research online	
  
Source:	
  The	
  State	
  of	
  Demand	
  Genera3on	
  (by	
  Salesforc...
Yet, things work differently
In b2b
Do you also Make
these common mistakes?
Failing to Attract The Right Prospects
Sadly, most of your prospects
are not ready to buy
3	
  
3% Buying Now
6-7% Open to It
30% think that they
are not interested
30% not thinking
30% not interested
Chet Holmes
SPECIFIC NICHE
Often, you are active in a
with specialized, complex solutions
Sometimes unknown product categories
Your prospects may simply be
unaware
Of the type of service you are offering
The Informational Website
website 
newsletters
social networks  
Most companies spread
information about
themselves and their
services via:
Only relevant for
small number of prospects
Those aware of the type of service you offer and the terminology you use to des...
example
For
Searching for Search volume
web conferencing tools 260
tools for online
meetings
0
teleworking 5400
working fr...
We live in an
Over-communicated
society
People are used to
ignore
commercial messages
On average you have
8 seconds
to grab the attention of your prospects
Attention Capturing Landing Pages
Failing to Follow Up
Source: The National Sales Executive Association	
  
This is how many times
you need to follow up!
Sales professionals follow up on average 
only three times
Source: The National Sales Executive Association	
  
You don’t have the time
Can (parts of) this 
Be automated?
The answer is: yes. Coming right up
Pitching Too Early
Do you Pitch 
When you meet someone for the first time
them your service?
People being sold tohate	
  
79%
Of marketing leads never
convert into sales.
Lack of lead nurturing is
the common cause
!
Lead nurturing 
Answer:
Sour...
Companies that excel at
lead nurturing
50%
Source: Forrester Research	
  
more sales-ready leadsat
30%less cost
generate
Not building a Growth Engine
Sales is not a dark art accessible
to a few selected individuals
There is a lot of structure in sales.
In fact, it can be engineered.
There is a lot of structure.
In fact, it can be engineered
Growth engineIt’s like building a
attract the right prospects
even if they are not ready to buy
capture leads & get their
permission to market to them
nurtu...
FREE COURSE: 5 VIDEOS ON HOW TO BUILD THE
GROWTH ENGINE FOR YOUR COMPANY
Check it out here:
j.mp/GrowthTurbine	
  
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5 B2B Online Marketing Mistakes You Don't Know You Are Making

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84% of your potential B2B prospects start their research online. If you are not online, you are simply not found. Yet, things work differently in B2B. Here are the most common mistakes companies make when they venture in B2B online marketing.

Published in: Business, Career

5 B2B Online Marketing Mistakes You Don't Know You Are Making

  1. 1. B2B Online marketingMistakes You Don’t Know You Are Making 5
  2. 2. If you are not online you are simply not found
  3. 3. 84% of B2B buyers start their research online   Source:  The  State  of  Demand  Genera3on  (by  Salesforce)  
  4. 4. Yet, things work differently In b2b
  5. 5. Do you also Make these common mistakes?
  6. 6. Failing to Attract The Right Prospects
  7. 7. Sadly, most of your prospects are not ready to buy
  8. 8. 3   3% Buying Now 6-7% Open to It 30% think that they are not interested 30% not thinking 30% not interested Chet Holmes
  9. 9. SPECIFIC NICHE Often, you are active in a with specialized, complex solutions Sometimes unknown product categories
  10. 10. Your prospects may simply be unaware Of the type of service you are offering
  11. 11. The Informational Website
  12. 12. website  newsletters social networks   Most companies spread information about themselves and their services via:
  13. 13. Only relevant for small number of prospects Those aware of the type of service you offer and the terminology you use to describe it.
  14. 14. example For Searching for Search volume web conferencing tools 260 tools for online meetings 0 teleworking 5400 working from home 40500 team collaboration 1300 online collaboration 2400 sales meeting 1000
  15. 15. We live in an Over-communicated society
  16. 16. People are used to ignore commercial messages
  17. 17. On average you have 8 seconds to grab the attention of your prospects
  18. 18. Attention Capturing Landing Pages
  19. 19. Failing to Follow Up
  20. 20. Source: The National Sales Executive Association   This is how many times you need to follow up!
  21. 21. Sales professionals follow up on average  only three times Source: The National Sales Executive Association  
  22. 22. You don’t have the time
  23. 23. Can (parts of) this  Be automated? The answer is: yes. Coming right up
  24. 24. Pitching Too Early
  25. 25. Do you Pitch  When you meet someone for the first time them your service?
  26. 26. People being sold tohate  
  27. 27. 79% Of marketing leads never convert into sales. Lack of lead nurturing is the common cause ! Lead nurturing  Answer: Source: Marketing Sherpa!
  28. 28. Companies that excel at lead nurturing 50% Source: Forrester Research   more sales-ready leadsat 30%less cost generate
  29. 29. Not building a Growth Engine
  30. 30. Sales is not a dark art accessible to a few selected individuals
  31. 31. There is a lot of structure in sales. In fact, it can be engineered.
  32. 32. There is a lot of structure. In fact, it can be engineered Growth engineIt’s like building a
  33. 33. attract the right prospects even if they are not ready to buy capture leads & get their permission to market to them nurture your leads until they are ready to buy 1   2   3   score leads to know when they are ready for the next step 4   $€£ Use METRICS for CAC, LTV and conversion 5  
  34. 34. FREE COURSE: 5 VIDEOS ON HOW TO BUILD THE GROWTH ENGINE FOR YOUR COMPANY Check it out here: j.mp/GrowthTurbine  
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