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#INBOUND16
MULTI-CHANNEL LEAD
NURTURING
How to Marry Marketing Automation with
Social Advertising for B2B
Sahil Jain, @sah...
#INBOUND16
ABOUT ADSTAGE
AdStage is a powerful cross-channel advertising
platform, helping digital marketers easily report...
#INBOUND16
1. Acquiring Your Strategic Company List
2. Using Social Ads to Influence Prospects
3. Lead Nurturing with Dyna...
#INBOUND16
WE ALL KNOW THE POWER
OF MARKETING AUTOMATION
Source: HubSpot
#INBOUND16
VS
BUT, THIS ONLY COVERS
EMAIL…
#INBOUND16
TOTAL
POPULATION
7.395
Billion
% OF POP URBAN
54%
INTERNET
USERS
3.419
Billion
% OF TOTAL POP.
46%
ACTIVE SOCIA...
#INBOUND16
Source: Brandwatch, 2016
1.7B
Users
400M
Users
100M
Users
450M
Users
320M
Users
100M
Users
TOTAL USERS BY
SOCIA...
#INBOUND16
ONLY 2% COLD CALLS
GENERATE BOOKED
APPOINTMENTS
Source: LeapJob
#INBOUND16
COMPANIES OF 150-500
EMPLOYEES HAVE
6-7 DECISION MAKERS
Source: Cirrus
#INBOUND16
1
ACQUIRING YOUR
STRATEGIC COMPANY LIST
#INBOUND16
SALES TOP
PROSPECT LIST
WEBSITE VISITOR
COMPANY LIST
2 TYPES OF STRATEGIC
COMPANY LISTS
#INBOUND16
TOP PROSPECT LISTS: HUBSPOT
#INBOUND16
TOP PROSPECT LISTS: SALESFORCE
#INBOUND16
TOP PROSPECT LISTS: INTERCOM
#INBOUND16
TOP PROSPECT LISTS IN CRM
Source: HubSpot
#INBOUND16
USING PROSPECT IP LOOKUP
Source: HubSpot
#INBOUND16
PROMOTE TOP OF FUNNEL CONTENT ON LINKEDIN
BLOG POST /
INFOGRAPHIC
GUIDE / WHITEPAPER
CASE STUDY
WEBINAR
Bottom ...
#INBOUND16
PRECISE TARGETING WITH LINKEDIN ADS
Skills Targeting
Job Targeting
Company Targeting
#INBOUND16
&
LINKEDIN ADS: INDUSTRY + TITLE TARGETING
#INBOUND16
2
USING SOCIAL ADS TO
INFLUENCE PROSPECTS
#INBOUND16
FUNNEL STAGES
• OPEN
• CONTACTED
• QUALIFIED
• PROPOSAL
EXPORTING LISTS FROM
YOUR CRM / MA
#INBOUND16
EXPORTING LEAD LISTS
FROM YOUR CRM/MA
#INBOUND16
UPLOAD LISTS INTO
FACEBOOK + TWITTER
#INBOUND16
MANAGE FACEBOOK +
TWITTER AUDIENCES
#INBOUND16
OPEN CONTACTED QUALIFIED PROPOSAL
ADS FOR EVERY
STAGE OF THE FUNNEL
#INBOUND16
3
LEAD NURTURING WITH
DYNAMIC RETARGETING
#INBOUND16
BLOG POST /
INFOGRAPHIC
GUIDE / WHITEPAPER
CASE STUDY
WEBINAR
LEAD NURTURE EMAIL DRIP EXAMPLE
#INBOUND16
CONTENT EXAMPLES
#INBOUND16
AMPLIFY WITH DYNAMIC
RETARGETING ON SOCIAL
Warmer Leads
Cold Leads
BLOG POST /
INFOGRAPHIC
GUIDE /
WHITEPAPER
C...
#INBOUND16
USING CONVERSION TRACKING
Twitter Website LinkedIn Insight
Facebook Pixel
#INBOUND16
ADD EXCLUSION TARGETING
#INBOUND16
BLOG POST /
INFOGRAPHIC
GUIDE / WHITEPAPER
CASE STUDY
WEBINAR
Excluded Audience
Blog subscribers
Whitepaper dow...
#INBOUND16
AD EXAMPLES: FACEBOOK
DESKTOP FEED
Re-Targeting Ad Example
Abandoned Cart
Re-Targeting Ad Example
Visited Hired...
#INBOUND16
AD EXAMPLE: FACEBOOK
MOBILE FEED
#INBOUND16
AD EXAMPLE: INSTAGRAM
MOBILE FEED
#INBOUND16
AD EXAMPLE: TWITTER
DESKTOP FEED
AD EXAMPLE: TWITTER
MOBILE FEED
#INBOUND16
AD EXAMPLE: LINKEDIN
DESKTOP FEED
AD EXAMPLE: LINKEDIN
MOBILE FEED
#INBOUND16
4
SERVING SOCIAL ADS AT
SPECIFIC LEAD STAGES
#INBOUND16
END USER JOURNEY EXAMPLE
#INBOUND16
ADDING SOCIAL ADS TO
DIFFERENT LEAD STAGES
Source: HubSpot
#INBOUND16
Export your strategic company lists from your marketing automation tool.
Reach pre-qualified users through soci...
#INBOUND16
THANK YOU!
#INBOUND16
CEO & Co-Founder
AdStage
@sahilio
Sahil
Jain
QUESTIONS?
Upcoming SlideShare
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Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 1 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 2 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 3 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 4 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 5 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 6 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 7 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 8 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 9 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 10 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 11 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 12 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 13 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 14 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 15 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 16 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 17 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 18 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 19 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 20 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 21 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 22 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 23 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 24 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 25 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 26 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 27 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 28 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 29 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 30 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 31 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 32 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 33 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 34 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 35 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 36 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 37 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 38 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 39 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 40 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 41 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 42 Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016 Slide 43
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Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016

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Sahil Jain, CEO of AdStage, reveals insights on how to tie advertising to marketing automation campaigns to drive more opportunities and revenue. Learn from his presentation at HubSpot's INBOUND 2016

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Multi-Channel Lead Nurturing: How to Marry Marketing Automation with Social Advertising for B2B with Sahil Jain at INBOUND 2016

  1. 1. #INBOUND16 MULTI-CHANNEL LEAD NURTURING How to Marry Marketing Automation with Social Advertising for B2B Sahil Jain, @sahilio CEO & Co-Founder @AdStage
  2. 2. #INBOUND16 ABOUT ADSTAGE AdStage is a powerful cross-channel advertising platform, helping digital marketers easily report, automate, and manage paid search and social campaigns all under one roof.
  3. 3. #INBOUND16 1. Acquiring Your Strategic Company List 2. Using Social Ads to Influence Prospects 3. Lead Nurturing with Dynamic Retargeting 4. Serving Social Ads at Specific Lead Stages TODAY’S AGENDA
  4. 4. #INBOUND16 WE ALL KNOW THE POWER OF MARKETING AUTOMATION Source: HubSpot
  5. 5. #INBOUND16 VS BUT, THIS ONLY COVERS EMAIL…
  6. 6. #INBOUND16 TOTAL POPULATION 7.395 Billion % OF POP URBAN 54% INTERNET USERS 3.419 Billion % OF TOTAL POP. 46% ACTIVE SOCIAL MEDIA USERS 2.307 Billion % OF TOTAL POP. 31% UNIQUE MOBILE USERS 3.790 Billion % OF TOTAL POP. 51% ACTIVE MOBILE SOCIAL USERS 1.968 Billion % OF TOTAL POP. 27% Source: We Are Social, 2016
  7. 7. #INBOUND16 Source: Brandwatch, 2016 1.7B Users 400M Users 100M Users 450M Users 320M Users 100M Users TOTAL USERS BY SOCIAL MEDIA NETWORK
  8. 8. #INBOUND16 ONLY 2% COLD CALLS GENERATE BOOKED APPOINTMENTS Source: LeapJob
  9. 9. #INBOUND16 COMPANIES OF 150-500 EMPLOYEES HAVE 6-7 DECISION MAKERS Source: Cirrus
  10. 10. #INBOUND16 1 ACQUIRING YOUR STRATEGIC COMPANY LIST
  11. 11. #INBOUND16 SALES TOP PROSPECT LIST WEBSITE VISITOR COMPANY LIST 2 TYPES OF STRATEGIC COMPANY LISTS
  12. 12. #INBOUND16 TOP PROSPECT LISTS: HUBSPOT
  13. 13. #INBOUND16 TOP PROSPECT LISTS: SALESFORCE
  14. 14. #INBOUND16 TOP PROSPECT LISTS: INTERCOM
  15. 15. #INBOUND16 TOP PROSPECT LISTS IN CRM Source: HubSpot
  16. 16. #INBOUND16 USING PROSPECT IP LOOKUP Source: HubSpot
  17. 17. #INBOUND16 PROMOTE TOP OF FUNNEL CONTENT ON LINKEDIN BLOG POST / INFOGRAPHIC GUIDE / WHITEPAPER CASE STUDY WEBINAR Bottom of Funnel Top of Funnel
  18. 18. #INBOUND16 PRECISE TARGETING WITH LINKEDIN ADS Skills Targeting Job Targeting Company Targeting
  19. 19. #INBOUND16 & LINKEDIN ADS: INDUSTRY + TITLE TARGETING
  20. 20. #INBOUND16 2 USING SOCIAL ADS TO INFLUENCE PROSPECTS
  21. 21. #INBOUND16 FUNNEL STAGES • OPEN • CONTACTED • QUALIFIED • PROPOSAL EXPORTING LISTS FROM YOUR CRM / MA
  22. 22. #INBOUND16 EXPORTING LEAD LISTS FROM YOUR CRM/MA
  23. 23. #INBOUND16 UPLOAD LISTS INTO FACEBOOK + TWITTER
  24. 24. #INBOUND16 MANAGE FACEBOOK + TWITTER AUDIENCES
  25. 25. #INBOUND16 OPEN CONTACTED QUALIFIED PROPOSAL ADS FOR EVERY STAGE OF THE FUNNEL
  26. 26. #INBOUND16 3 LEAD NURTURING WITH DYNAMIC RETARGETING
  27. 27. #INBOUND16 BLOG POST / INFOGRAPHIC GUIDE / WHITEPAPER CASE STUDY WEBINAR LEAD NURTURE EMAIL DRIP EXAMPLE
  28. 28. #INBOUND16 CONTENT EXAMPLES
  29. 29. #INBOUND16 AMPLIFY WITH DYNAMIC RETARGETING ON SOCIAL Warmer Leads Cold Leads BLOG POST / INFOGRAPHIC GUIDE / WHITEPAPER CASE STUDY WEBINAR
  30. 30. #INBOUND16 USING CONVERSION TRACKING Twitter Website LinkedIn Insight Facebook Pixel
  31. 31. #INBOUND16 ADD EXCLUSION TARGETING
  32. 32. #INBOUND16 BLOG POST / INFOGRAPHIC GUIDE / WHITEPAPER CASE STUDY WEBINAR Excluded Audience Blog subscribers Whitepaper downloads Case study downloads Webinar registrants Target Audience Your target audience Blog post subscribers Whitepaper downloads Case study downloads EXCLUSION TARGETING LOGIC
  33. 33. #INBOUND16 AD EXAMPLES: FACEBOOK DESKTOP FEED Re-Targeting Ad Example Abandoned Cart Re-Targeting Ad Example Visited Hired Website
  34. 34. #INBOUND16 AD EXAMPLE: FACEBOOK MOBILE FEED
  35. 35. #INBOUND16 AD EXAMPLE: INSTAGRAM MOBILE FEED
  36. 36. #INBOUND16 AD EXAMPLE: TWITTER DESKTOP FEED AD EXAMPLE: TWITTER MOBILE FEED
  37. 37. #INBOUND16 AD EXAMPLE: LINKEDIN DESKTOP FEED AD EXAMPLE: LINKEDIN MOBILE FEED
  38. 38. #INBOUND16 4 SERVING SOCIAL ADS AT SPECIFIC LEAD STAGES
  39. 39. #INBOUND16 END USER JOURNEY EXAMPLE
  40. 40. #INBOUND16 ADDING SOCIAL ADS TO DIFFERENT LEAD STAGES Source: HubSpot
  41. 41. #INBOUND16 Export your strategic company lists from your marketing automation tool. Reach pre-qualified users through social ad network targeting. Promote top of funnel content to reach top prospects. Amplify existing acquisition efforts by combining marketing automation with social ads. Key Takeaways for Your Social Ads
  42. 42. #INBOUND16 THANK YOU!
  43. 43. #INBOUND16 CEO & Co-Founder AdStage @sahilio Sahil Jain QUESTIONS?
  • FredericBLACHON

    Feb. 17, 2017
  • LeeEagle

    Dec. 20, 2016
  • banioras

    Nov. 11, 2016
  • AlexGatti1

    Nov. 10, 2016

Sahil Jain, CEO of AdStage, reveals insights on how to tie advertising to marketing automation campaigns to drive more opportunities and revenue. Learn from his presentation at HubSpot's INBOUND 2016

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