Content for every step of a sale

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B2B content marketing case study by Bryony Thomas and Sonja Jefferson featuring Ascentor. Shows how a commitment to consistent, high-quality, content delivers sales results.

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Content for every step of a sale

  1. 1. Content for every step of the sale Bryony Thomas – Watertight Marketing Sonja Jefferson – Valuable Content Case Study: AscentorPart ofthe B2BTrail:
  2. 2. Hello…www.b2bmarketing.net
  3. 3. www.b2bmarketing.net
  4. 4. www.b2bmarketing.net
  5. 5. www.b2bmarketing.net
  6. 6. www.b2bmarketing.net
  7. 7. www.b2bmarketing.net
  8. 8. www.b2bmarketing.net
  9. 9. • Valuable content powers sales campaigns • Inbound & outbound • 2nd& 3rd in search ranking for ‘G-Cloud Accreditation’ • Guides not brochures start sales conversations that lead to businesswww.b2bmarketing.net
  10. 10. Other benefits• 400% increase in website traffic• Top 3 Google ranking for niche terms• More leads from cold contacts• More leads from current contacts• Content draws PR opportunities - specialist &BBC www.b2bmarketing.net
  11. 11. Content as a strategic asset• Clarity on what they do• Making marketing a habit• Content is the gift that keeps on giving• The wider team in business development• A client-focused business• Deepens their expertise www.b2bmarketing.net
  12. 12. Content for sales resultsStep ContentAwareness Snappy one liners that grab attentionInterest Helpful stuff over a cup of teaEvaluation Evidence and endorsements – prove it!Trial Make it easy to get a sense of being your customerAdoption Friendly, banter – the emotional connectionLoyalty Keep the conversation going www.b2bmarketing.net
  13. 13. STATUS UPDATES, ETC PAPERS, PR OOF BANTER!www.b2bmarketing.net
  14. 14. DAILY & WEEKLY MONTHLY & QUARTERLY ONGOINGwww.b2bmarketing.net
  15. 15. The problem Invitation Information Context Product Ladder Internalsalesperson Personality www.b2bmarketing.net
  16. 16. Thank you @bryonythomas @sonjajefferson @watertightmkg @valuablecontentwww.b2bmarketing.net

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