10 Tips for Improving Your B2B Demand Gen Program with Inbound + Outbound Marketing<br />Inbound and outbound,            ...
What Is Unified Demand Gen?<br />Inbound Marketing<br />Google Search<br />Prospects Raise Their Hands<br />Prospects Find...
Reaching Out
Targeted and Swift
Prospects Get Found by You</li></ul>www.green-leads.com+1.978.633.3233<br />
Poll: What is Your Demand Gen Mix?<br />General Marketers<br />Demand Gen Experts<br />Demand Gen Specialistsuse Equal Mix...
Joe GalvinSiriusDecisions<br />Nigel EdelshainSales 2.0<br />Trish BertuzziThe Bridge Group<br />Mike VolpeHub<br />Ann Ha...
Tip 1: Know What Sales Wants<br /><ul><li>3 Conferences in a Row “These Leads Suck!”
Contributes to Sales & Marketing Divide
Establish Lead Acceptance SLA – and Live To It
What Makes A Lead?
What Pace Are Leads Delivered?
What Happens When Sales Takes a Lead?</li></ul>Expert:Joe Galvin, SiriusDecisionstwitter: @joegalvinemail: jgalvin@siriusd...
Tip 2: Understand Inbound Marketing<br /><ul><li>Things Have Changed
Toolbox of Skills
SEO
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10 Tips for Improving Your B2B Demand Gen Program with Inbound + Outbound Marketing

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Green Leads Netprospex Webinar with Mike Damphousse

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10 Tips for Improving Your B2B Demand Gen Program with Inbound + Outbound Marketing

  1. 1. 10 Tips for Improving Your B2B Demand Gen Program with Inbound + Outbound Marketing<br />Inbound and outbound, what&apos;s the right mix for you?<br />Michael Damphousse<br />CEO/CMO, Green LeadsBlogger: Smashmouth Sales & Marketing http://www.green-leads.com/b2b-blog/<br />
  2. 2. What Is Unified Demand Gen?<br />Inbound Marketing<br />Google Search<br />Prospects Raise Their Hands<br />Prospects Find You<br /><ul><li>Outbound Marketing
  3. 3. Reaching Out
  4. 4. Targeted and Swift
  5. 5. Prospects Get Found by You</li></ul>www.green-leads.com+1.978.633.3233<br />
  6. 6. Poll: What is Your Demand Gen Mix?<br />General Marketers<br />Demand Gen Experts<br />Demand Gen Specialistsuse Equal Mix 30% more than General Marketers<br />www.green-leads.com+1.978.633.3233<br />
  7. 7. Joe GalvinSiriusDecisions<br />Nigel EdelshainSales 2.0<br />Trish BertuzziThe Bridge Group<br />Mike VolpeHub<br />Ann HandleyMarketingProfs<br />Ardath Albee<br />MarketingInteractions<br />Steve Woods<br />Eloqua<br />So What Tips do the Demand Gen Experts Share?<br />JepCastelein<br />LeadSLoth<br />Simon Blackburn<br />ConnectAndSell<br />Craig Rosenberg<br />The Funnelholic<br />www.green-leads.com+1.978.633.3233<br />
  8. 8. Tip 1: Know What Sales Wants<br /><ul><li>3 Conferences in a Row “These Leads Suck!”
  9. 9. Contributes to Sales & Marketing Divide
  10. 10. Establish Lead Acceptance SLA – and Live To It
  11. 11. What Makes A Lead?
  12. 12. What Pace Are Leads Delivered?
  13. 13. What Happens When Sales Takes a Lead?</li></ul>Expert:Joe Galvin, SiriusDecisionstwitter: @joegalvinemail: jgalvin@siriusdecisions.com<br />www.green-leads.com+1.978.633.3233<br />
  14. 14. Tip 2: Understand Inbound Marketing<br /><ul><li>Things Have Changed
  15. 15. Toolbox of Skills
  16. 16. SEO
  17. 17. Blogging/Content http://inboundmarketing.com/
  18. 18. Landing Pages
  19. 19. Call To Actions
  20. 20. Social Media
  21. 21. Keyword Analysis
  22. 22. Adwords
  23. 23. more…</li></ul>Expert:Mike Volpe, Hubspottwitter: @mvolpeemail: mvolpe@hubspot.com<br />www.green-leads.com+1.978.633.3233<br />
  24. 24. Tip 3: Content is King <br /><ul><li>Google Rankings are ALL About Authority
  25. 25. Inbound Links = Authority
  26. 26. Content = Inbound Links
  27. 27. Endless, Compelling Content
  28. 28. Commit to Developing Content
  29. 29. Never Look Back
  30. 30. Content Sources
  31. 31. Multiple Blogs
  32. 32. Cross Posts with Other Blogs
  33. 33. Guest Bloggers
  34. 34. Analysts
  35. 35. Whitepapers, Webinars</li></ul>Expert:Ardath Albee, Marketing Interactionstwitter: @ardath421email:ardath@marketinginteractions.com<br />www.green-leads.com+1.978.633.3233<br />
  36. 36. Tip 4: Outbound Isn’t Just Smiling & Dialing<br /><ul><li>Prospects Answer Their Phones Less
  37. 37. Prospects Use Email More
  38. 38. But The Sales Process Starts With a Conversation
  39. 39. Don’t Cold Call, Social Call
  40. 40. Use Sales 2.0 Tools Such As NetProspex,LinkedIn and Genius.com
  41. 41. I Keep LinkedIn Constantly Open
  42. 42. Don’t Underestimate Social Media for Sales
  43. 43. Use Referrals
  44. 44. Google Alerts</li></ul>Expert:Nigel Edelshain, Sales 2.0twitter: @nedelshaemail: nigel@sales2.com<br />www.green-leads.com+1.978.633.3233<br />
  45. 45. Tip 5: Incentivize Outbound Teams <br /><ul><li>Pay For Results (3rd Party or Inside Team)
  46. 46. Significant part of compensation should be performance based
  47. 47. Don’t pay just for activity, pay for deliverables
  48. 48. Phone Work Requires Skilled Individuals
  49. 49. Ability to Talk With Senior Level Prospects
  50. 50. Impeccable Written and Verbal Communications Skills
  51. 51. Highly Motivated and Compensated Accordingly
  52. 52. 3rd Party Vendors
  53. 53. Accountability
  54. 54. Reporting
  55. 55. Best Practices
  56. 56. Best Fit </li></ul>Expert:Trish Bertuzzi, The Bridge Grouptwitter: @bridgegroupincemail: tbertuzzi@bridgegroupinc.com<br />www.green-leads.com+1.978.633.3233<br />
  57. 57. Tip 6: Know Your Numbers<br /><ul><li>Creating Demand to Closing a Deal – It’s a Numbers Game
  58. 58. Track EVERYTHING
  59. 59. Know Your Conversion Rates
  60. 60. Know The Dynamics of Your Sales Cycle
  61. 61. Add Science to the Artof Marketing</li></ul>Expert:Steve Woods, Eloquatwitter: @stevewoodsemail: steven.woods@eloqua.com<br />www.green-leads.com+1.978.633.3233<br />
  62. 62. Tip 7: Multiply the Numbers<br /><ul><li>Capture Every Lead, Subscriber, Networking Contact, Partner
  63. 63. List Assets Cost Thousands/Millions to Acquire
  64. 64. Budget To Maintain and Grow The Asset
  65. 65. Get Exponential
  66. 66. Broaden Your Reach
  67. 67. Multiply Your Touches
  68. 68. Capture Everything & Everyone
  69. 69. Think Out Of The Box
  70. 70. Headcount for Efficiencies
  71. 71. Raise Your Sights
  72. 72. Socialize</li></ul>Expert:Simon Blackburn, ConnectAndSelltwitter: @connectandsellemail: simon.blackburn@connectandsell.com<br />www.green-leads.com+1.978.633.3233<br />
  73. 73. Tip 8: Keep Score<br /><ul><li>Know When A Prospect Is Thinking About You
  74. 74. Opens an Email +1
  75. 75. Views a Blog Article +1, a Specifically Relevant Article, +5
  76. 76. Visits the Careers Page -10
  77. 77. Abandons the Contact Us Page +10
  78. 78. Demographics
  79. 79. Student -100
  80. 80. Fortune 500 +10
  81. 81. Trigger Events
  82. 82. Google Alerts
  83. 83. InsideView
  84. 84. Status Updates</li></ul>Expert:JepCastelein, LeadSlothtwitter: @jepcemail: jep@leadsloth.com<br />www.green-leads.com+1.978.633.3233<br />
  85. 85. Tip 9: Social Media Is Not For Kids Anymore<br /><ul><li>The Power of an Update
  86. 86. Mike is preparing for a webinar, join me www….
  87. 87. Network Effect – The Power of a ReTweet
  88. 88. Your Contacts
  89. 89. Tell Their Contacts
  90. 90. Who Tells Their Contacts
  91. 91. Groups
  92. 92. LinkedIn
  93. 93. Facebook
  94. 94. Twitter Lists
  95. 95. Staying Power</li></ul>Expert:Ann Handley, MarketingProfstwitter: @marketingprofsemail: ann@marketingprofs.com<br />www.green-leads.com+1.978.633.3233<br />
  96. 96. Tip 10: Demand Gen is All About the Funnel<br /><ul><li>Fill the Top of the Funnel – The More the Merrier
  97. 97. Inbound Techniques
  98. 98. Outbound Techniques
  99. 99. Networking
  100. 100. Move the Good ProspectsThrough the Funnel
  101. 101. It’s a Buying Cycle, not a Sales Cycle*
  102. 102. Nurture & Educate
  103. 103. Resurrect & Recycle
  104. 104. Don’t Wait – Outbound Them</li></ul>*Sharon Drew Morgan<br />Expert:Craig Rosenberg, The Funnelholictwitter: @funnelholicemail: crosenberg@tippit.com<br />www.green-leads.com+1.978.633.3233<br />
  105. 105. Thank You to Our Hosts<br /><ul><li>It’s growing – thousands of verified contacts added daily
  106. 106. It’s verified – email / phone verified and backed by 100% hard bounce replacement
  107. 107. It’s crowd-sourced – user generated contacts, deep reach into mid-management decision makers
  108. 108. It’s integrated – powerful, web-based search, connected to Salesforce.com, 50c / record, bulk pricing andsubscription options.sales@netprospex.com1-888-826-4877@netprospex</li></ul>*Sharon Drew Morgan<br />Free Trial Account<br /> The fastest growing and most accurate resource for business contact information. It’s verified!<br />Expert:Mark Feldman, NetProspextwitter: @markjfeldmanemail: mfeldman@netprospex.com<br />www.green-leads.com+1.978.633.3233<br />
  109. 109. Got Demand Gen?<br />Mike Damphousse, Green Leadstwitter: @damphouxemail: mike@green-leads.comwww.green-leads.com/b2b-blog/<br />

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