Leveraging Data-Based Marketing to Find & Win the Invisible Sale

743
-1

Published on

Published in: Marketing, Technology, Business
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
743
On Slideshare
0
From Embeds
0
Number of Embeds
5
Actions
Shares
0
Downloads
9
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Leveraging Data-Based Marketing to Find & Win the Invisible Sale

  1. 1. TomMartin @ Winning the Invisible Sale
  2. 2. ‘‘ For now, let me just say that a strategic inflection point is a time in the life of the business when its fundamentals are about to change. They are full-scale changes in the way business is conducted, so that simply adopting new technology or ’’ fighting the competition as you used to may be insufficient. - Andy Grove, 1996
  3. 3. TomMartin @ Self Educating Buyers
  4. 4. your buyer is invisible TomMartin @
  5. 5. your buyer is invisible TomMartin @
  6. 6. TomMartin @ 70% of Americans say they look at product reviews BEFORE making a purchase Google ZMOT
  7. 7. TomMartin @ 10.4 Average number of sources consulted BEFORE making a purchase Google ZMOT
  8. 8. TomMartin @ 5.8 restaurant selection Google ZMOT
  9. 9. TomMartin @ 18.2 automotive purchase Google ZMOT
  10. 10. TomMartin @ 77% of B2B Buyers conduct research BEFORE contacting a salesperson DemandGen 2012 Report
  11. 11. TomMartin @ 57% how far B2B buyers progress BEFORE contacting a salesperson Corporate Executive Board Study
  12. 12. TomMartin @ 51% of buyers that form a short list BEFORE contacting any vendors DemandGen 2012: Inside The Mind of the B2B Buyer
  13. 13. TomMartin @ If you’re not Digital you’re DEAD
  14. 14. TomMartin @ What’s the solution?
  15. 15. TomMartin @ share originally produced, educational content
  16. 16. TomMartin @ so why isn’t everyone doing this?
  17. 17. Blinded by Experience by Stewf
  18. 18. Painless Prospecting
  19. 19. PROPINQUITY The greater physical (or psychological) proximity between people, the greater the chance that they will form friendships or romantic relationships.
  20. 20. PROPINQUITY Aware >> Know >> Like >> BUY
  21. 21. Getting Started by Halans
  22. 22. Funnel Optimized Website
  23. 23. Funnel Optimized Website send you buying signals
  24. 24. Propinquity Points Where do they turn for information and assistance?
  25. 25. Propinquity Points
  26. 26. Propinquity Points
  27. 27. Propinquity Points target rich environment values that content viral pass along
  28. 28. Embassies
  29. 29. Outposts
  30. 30. Everyone’s Blog Is my Blog
  31. 31. Taco Truck Content Strategy
  32. 32. Cornerstones & Cobblestones The secret to content creation mastery.
  33. 33. Content Ecosystem Planning
  34. 34. awesome may get shared, but helpful gets bought. @ TomMartin
  35. 35. @ TomMartin
  36. 36. Creating Cobblestones Let the tools do the heavy lifting.
  37. 37. TomMartin @ 6 Tips video | photo | audio | text | webinar
  38. 38. Hollywood in Your Pocket shoot, edit, produce and publish — all from your phone
  39. 39. Hollywood in Your Pocket 52-week video blog produced entirely on an iPhone
  40. 40. Going beyond Instagram Shot and retouched on an iPhone using a 99 cent app
  41. 41. Mobile Recording Studio GarageBand + USB Mic + Apple Camera Connection Kit
  42. 42. Just Say It: for more text content Combine with mobile app to turn car time into writing time.
  43. 43. Never Present Anything Once If you can see it… you can record it.
  44. 44. Tom@ConverseDigital.com TheInvisibleSale.com @TomMartin
  1. A particular slide catching your eye?

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

×