Published on

Week 4 lecture to DBS online marketing, sales and digital strategy course. Covers B2b content marketing, lead management, lead nurturing, automated marketing solutions, case studies

Published in: Business
  • Be the first to comment

  • Be the first to like this

No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide


  1. 1. B2B Lead Management / Content Marketing
  2. 2. The Sales Funnel
  3. 3. Traditional Funnel
  4. 4. The problem
  5. 5. B2B lead development gap <ul><li>Buyers engaging with sales further down the funnel as they research more online </li></ul><ul><li>Leads are not properly qualified by the marketing team before they are handed over to sales </li></ul><ul><li>There is no way of identifying accurately when a lead is ready to be passed to sales as no clear definition of a lead </li></ul><ul><li>There is no systematic process in place for managing and scoring leads </li></ul><ul><li>When a lead is disqualified by sales it does not go into a lead nurturing programme </li></ul><ul><li>There is no visibility where exactly leads fall out of the funnel </li></ul><ul><li>There is no connection between leads and converted sales </li></ul>
  6. 6. Terminology
  7. 7. Leads <ul><li>Lead Management </li></ul><ul><ul><li>The process of generating revenue from leads by collecting, qualifying and interacting with individuals in relevant ways throughout the buying process </li></ul></ul><ul><li>Lead Nurturing </li></ul><ul><ul><li>Process of building relationships with qualified prospects regardless of their timing to buy, with the goal of earning their business when they are ready </li></ul></ul><ul><li>Lead scoring </li></ul><ul><ul><li>The process of determining the sales readiness of leads using a pre-determined scoring methodology and ranking </li></ul></ul><ul><li>Lead Database </li></ul><ul><ul><li>A system used to collect lead info – based on BANT, behaviourial data, firmogrpahics etc.. </li></ul></ul>
  8. 8. Attraction Marketing <ul><li>Inbound Marketing with intent – pull marketing versus push marketing </li></ul><ul><li>Using your content to build engagement with purpose, targeted at your specific audience </li></ul><ul><li>When you create content that pulls prospects, you are differentiating your brand </li></ul><ul><ul><li>Customers recognise the value and follow trail back to your base (website) to engage with you </li></ul></ul><ul><ul><li>To ensure this works – create contagious content </li></ul></ul><ul><li>Your content will move buyers along in their buying process to become a live sales opportunity in time </li></ul>
  9. 9. Hubspot – Inbound Marketing Company view
  10. 10. The solution Buyer Journeys, Lead Management and Content Marketing
  11. 11. The Buyer Process
  12. 12. Understanding the Buyer Journey <ul><li>Status Quo : prospects have not yet recognised the problem as one they need to resolve </li></ul><ul><li>Priority : problem recognised but prospect unsure which route is best option </li></ul><ul><li>Research : Prospects actively engaged in learning what they need to know, and building confidence </li></ul><ul><li>Options : Learning about solution sets that will best fit immediate and future needs </li></ul><ul><li>Step Backs : Something happens to make prospect return to an earlier phase to verify beliefs </li></ul><ul><li>Validation : You are on the short list – need to prove you can deliver </li></ul><ul><li>Choice : Decision to buy moves from intent to reality </li></ul>
  13. 13. Buyer Stage Q & A
  14. 14. Components of a successful B2B Marketing Programme
  15. 15. The 7 Key Rules for Connected Marketer <ul><li>Develop Buyer Personas </li></ul><ul><ul><li>Understand your prospects, based on who they are, how they behave, and where they interact in the sales cycle </li></ul></ul><ul><li>Align content with buyers </li></ul><ul><ul><li>Determine what types of information your prospects will need, based on who they are, how they behave and where they are in their buying process </li></ul></ul><ul><li>Consistency across channels </li></ul><ul><ul><li>Leverage as many channels as possible to get your message out – and keep messages consistent </li></ul></ul><ul><li>Let experts do the talking </li></ul><ul><ul><li>Solve problems – find experts who can articulate and discuss problems and solutions </li></ul></ul>
  16. 16. The 7 Key Rules for Connected Marketer <ul><li>Multi-channel distributions </li></ul><ul><ul><li>Buyers have different preferences for consuming information – you need to make sure content is accessible from all these channels (Blogs, website, rss, twitter, facebook, business portals) </li></ul></ul><ul><li>Automate the process (4 Rs) </li></ul><ul><ul><li>Reach: Use social media to engage with a broad audience (track all interactions) </li></ul></ul><ul><ul><li>Response: measure all response and their nature </li></ul></ul><ul><ul><li>Relationship: Build relationship by delivering timely and personalised message based on behaviour and profile </li></ul></ul><ul><ul><li>Revenue: Lead nurturing must feed sales </li></ul></ul><ul><li>Get Connected </li></ul><ul><ul><li>Make yourself a valuable resource for your prospects </li></ul></ul>
  17. 17. Lead Management Process
  18. 18. Lead management <ul><li>Agree definitions of “leads” between marketing and sales teams </li></ul><ul><li>Implement a lead scoring mechanism – assign scores for behaviours and BANT, geogrpahies etc.. </li></ul><ul><li>Agree qualified lead hand-offs to sales from marketing </li></ul><ul><li>Maintain visibility of leads from marketing to sales </li></ul><ul><li>Implement a feedback loop between sales and marketing to update on quality of leads and any issues </li></ul><ul><li>Implement a lead nurturing programme for leads that need further development </li></ul><ul><li>Track leads to revenue generated and implement marketing performance based on revenue generated from leads </li></ul>
  19. 19. Key lessons to implement lead management
  20. 20. Advantages of Lead Management <ul><li>Optimises marketing impact on sales </li></ul><ul><ul><li>Gives marketers better visibility into the sales pipeline, helps marketing deliver better ready-to-buy leads to sales, </li></ul></ul><ul><ul><li>reduces cost of acquistion to generate sales, enables more efficient sales force </li></ul></ul><ul><li>Ties sales and marketing closer together </li></ul><ul><ul><li>Ties marketing process directly to the bottom line - # of marketing qualified leads to converted sales, connects online buyer behaviour with readiness to buy </li></ul></ul><ul><li>Helps marketing treat customer relationships like corporate assets </li></ul><ul><ul><li>Extend lead management to live customers </li></ul></ul><ul><ul><li>Foster and nurture closer customer relationships, develop an engaged community, create customer advocates </li></ul></ul>
  21. 21. Economics of the funnell
  22. 22. Content Programme
  23. 23. What we want our content to do <ul><li>Attention - your content needs to get noticed - and not just by anyone - by the audience you've targeted. Awareness - once people have engaged with your content, they should have some thoughts about your company - preferably favorable ones worth remembering. </li></ul><ul><li>Mindshare - we need people to spend enough time with our content to actually &quot;get&quot; the ideas it's sharing. </li></ul><ul><li>Anchor - once people have ingested the ideas, your content needs to work to make sure that those ideas take precedence in forming how your audience thinks about the topic. </li></ul><ul><li>Action - your content is sent out on a mission to get people to DO something. </li></ul><ul><li>Conversation - beyond the action your content requests, it needs to ensure that the audience has a clear enough understanding that they can now talk with others and share your ideas with them in their own words.? </li></ul><ul><li>Confidence - the learning your content provides needs to help people feel certain that they know what they need to take the next step...and just what that might be. </li></ul><ul><li>Competence - your content must provide evidence that your company can actually do what it says it can. </li></ul><ul><li>Invitation - content must entice people to spend more time with your company - whether through opting in for a newsletter, attending a webinar, subscribing to an RSS feed Authority - content must inspire reliance on your company for consistently valuable insights </li></ul>
  24. 24. Sample Content Plans
  25. 25. Relevant B2B Content
  26. 26. Business to Business Case Studies
  27. 27. CrownPeak
  28. 28. Altimeter Group
  29. 29. American Express
  30. 30. Alterian
  31. 31. Marketo
  32. 32. Intuit Business Services
  33. 33. Eloqua
  34. 34. MarketBright
  35. 35. Salesforce.com