3 Steps To Rapidly Build B2B Growth Marketing Funnels... ...That Targets and Engages The Companies That Will Grow Your Revenue In Your Tech Business. Glad to see you back! By the time you finish this mini-course you'll know: 1. How To Build Buyer Enablement Content → You'll learn how to create content pieces that drive sales conversations with your ideal prospect. 2. How To Generate Targeted B2B Traffic → Discover tactics that drive relevant traffic to your content pieces. 3. How To Remove The Friction in B2B Buying → Start sales conversations with your audience with ready to use tactics We've included templates and a list of tools so you can implement what you'll learn in the 3 part video course.

1. TODAY’S AGENDA
1.How to build B2B Buyers / Sales Enablement
2.B2B Traffic
3.B2B Conversational Marketing

2. WHAT I NEED FROM YOU
1.Be here
2.Put things in action
3.Ask questions

3. A BIT ABOUT ME
Sales by heart in a marketing body.
•10+ yrs in sales and marketing
•trainer and learning and
development practitioner in
international organizations like
DHL, Electrolux, Omniconvert,
Farnell
• Today I run a boutique agency
working only with B2B Tech.

4. ON THIS WEBINAR…
Mystery & Intrigue: After the content portion of the webinar is finished, you’ll
know:
•what content build to enable the buyers journey
•how to build targeted traffic to your content
•how to convert and get more meetings with conversational marketing

5. ON THIS WEBINAR…

6. Free Mini Course Part1
How To Build Buyer
Enablement Content

7. Today we find ourselves in a
very complex B2B landscape.

8. Gartner
Study

9. Understand Buyers
Perspec>ve
Not Marke>ng or
Sales Perspec>ve

13. Informa(on that helps
customers advance drives
ease and high quality deals
Gartner

15. InformaRon
Connector
The “informa(on connector” increases
the likelihood of purchase ease by 40%‚
while the “informa(on authority”
increases it by just 10%.
InformaRon
Authority

16. Sales leaders must:
Ensure buyer
enablements
is available
across all channels
IdenRfy what is
hard for the
customers in
their buying
journeys.
Create specific
buyer
enablements

18. Step 1: ICP→ Ideal Customer Profile

19. Step 1: ICP→ Ideal Customer Profile
Make a copy of the template :
hTps://share.man.digital/b2b-SH-
persona
This Google Sheets file will help you
create your b2b persona.

20. Strategic Messaging Map
3 buyer persona and 3 values for each

21. Content Research
Tools to use:
-Ahrefs
-BuzzSumo
-Answerthepublic
-Quora

22. of marketeers make the
mistake to skip this step90%

23. CONTENT TYPES FOR BUYER ENABLEMENT
Blog Posts
Content for Lead
Genera>on
E-Books
Case Studies
Webinars
Mini Courses
Virtual Summits

24. CONTENT TYPES FOR BUYER ENABLEMENT
Sales Scrips
Content for Internal
Sales Teams
Product / Service Sheets
CompeRtors Comparisons
Email & LinkedIn Templates
Pitch Decks
Proposals

25. We’ve included in the video
Ebook
Pitch Decks
Proposals

26. ICP/ Buyer Persona
In Conclusion
Strategic Messaging Map
Content Research
Create Content (Ebook, Pitch Deck,
Proposal)

27. Free Mini Course Part 2
How To Build Generate
Targeted B2B Traffic

28. Remember our goal is to
ease the buyers journey
with informaNon they
need in each step of the
process.

29. Understand some
core concepts of
traffic.

31. The
Big 4

37. Traffic Temperature

38. Gated Content
Content is the core molecule of digital
markeRng!
Ungated Content
Traffic & Content

39. CONTENT & PAID TRAFFIC
ArRcles
Ungated Content
Videos
Podcast

40. CONTENT & PAID TRAFFIC
Ebook
Gated Content
Webinars
Case Studies / Check Lists

41. 3 Traffic TacRcs To Use To Bring B2B
Traffic!
LinkedIn RemarkeRng Method
Quora promoted answer method
Webinar method to promote
Ebook

42. Tac>c #1: LinkedIn Remarke>ng Method
Step 1: Install the Insights +
Conversion tag

43. Step 2: Link your CRM/MarkeRng AutomaRon with Linkedin Ads
pla^orm. Use Zapier or leadsbridge.com to achieve that.

44. Step 3: Create a warm traffic sponsored ads remarkeRng
campaign (you need at least 300 people for your audience)

46. Step 4: AddiRonally use LinkedIn
Sales Navigator use to reach out to
your ebook opRns ( all the people
that required to download of your
ebook) and start relevant
conversaRons for your business.

47. Step 5: Create a email sequence for
in your preferred CRM or markeRng
automaRon tool to bring more value
and follow up on conversaRons ( we
will talk more about this is the last
video where we talk about
conversion tacRcs and removing
fricRon of the b2b buying.

48. Tac>c #1: LinkedIn Remarke>ng Method
This method can be done with any
other social ads pla^orm,
nevertheless the quality of leads
coming from LinkedIn are more
targeted.

49. Tac>c#2 Quora promoted answer method
Quora → Ebook/Webinars

50. Tac>c#2 Quora promoted answer method
Step 1 : Find quesRons that
you know your buyers will
check on Quora
Step 2: Answer that
quesRon with a detailed
descripRon and have CTA to
your ebook. ( be genuine )

52. Step 3: Retarget on Quora all the people that visited your
webpage but didn't download the ebook

53. Step 3: Retarget on Quora all the people that visited your
webpage but didn't download the ebook

54. Tac>c#2 Quora promoted answer method
Go here for more about Quora Ads
Setup:
hTps://go.quoraforbusiness.com/
opRmize-your-quora-ads.html

55. Tac>c#2 Quora promoted answer method
Use step 4 and 5 from LinkedIn
method

56. Tac>c#3 Webinar method to promote Ebook
Webinar → Ebook

57. Tac>c#3 Webinar method to promote Ebook
Webinar → Ebook

58. Tac>c#3 Webinar method to promote Ebook
Step 1: Facebook Ads ( Blog Page
RemarkeRng OR Interest Based /w
Facebook Events) promoRng webinar

59. Tac>c#3 Webinar method to promote Ebook
Step 1: Facebook Ads ( Blog Page
RemarkeRng OR Interest Based /w
Facebook Events) promoRng webinar

60. Campaign Objec>ve Conversion

61. Tac>c#3 FB - Webinar Promo Remarke>ng

62. Tac>c#3 FB -
Webinar Promo
Interest Based

63. Tac>c#3 FB - Ads

64. Tac>c#3 Webinar LP

65. Tac>c#3 Webinar Thank You

66. Tac>c#3 During Webinar Streaming

67. Tac>c#3 Webinar Follow-up emails.

68. Funnels in place

69. Understand Type of Traffic
In Conclusion
Traffic temperature
Understand the content types
Implement the 3 tac(cs

70. Free Mini Course Part 3
How To Remove Fric>on
in The B2B Buying

71. The B2B buyer process takes weeks,
endless emails, and causes buyer fric>on
& frustra>on

72. Demand Genera>on relies
too heavily on forms

73. Demand Genera>on relies
too heavily on forms

74. Demand Genera>on relies
too heavily on forms

75. Demand Genera>on relies
too heavily on forms

76. How can we make
the B2B buying
experience more
human & engaging?

77. Social Engagement
ConversaRonal MarkeRng
Email MarkeRng
Tac>cs to remove the fric>on in the b2b buying:

78. chatbots is typing...
chatbots is typing...
chatbots is typing...
Conversa>onal Marke>ng enables companies to:
•shorten their sales cycle
•understand their customers
•create a more human buying
experience

79. This is how we all communicated
before COVID-19…
This is the way we expect to buy
today...
Informal | Always-On
Informal | Always-On
Conversa>on-based | Instant
Response

80. Live Chat!

81. Allow your buyers to connect with you in
real->me when intent is highest

83. Chat bots can combines targeted, real->me
messaging and intelligence to op>mize conversion

84. source: hTps://www.hubspot.com/covid-data

88. We’ve included Dri.’s blueprint here:
hgps://share.mandigital.co/chatbot-blueprint
Conversa>onal Marke>ng enables companies to:

89. chatbots is typing...
chatbots is typing...
chatbots is typing...
Email Marke>ng
Yes, s>ll the king and not
going away.

90. source: hTps://www.hubspot.com/covid-data

91. source: hTps://www.hubspot.com/covid-data

92. Step 1: Create a follow-up email campaign for your
buyer enablement content:
We’ve here some great email copy resources:
1.h7ps://goodsalesemails.com/
2.h7ps://www.goodemailcopy.com

93. Step 2: Add video messages to your emails.
We recommend:
1.Dri. Video ( Video + Chat ) - brilliant
2.Vidyard - Free
3.Soapbox from WisKa - Easy, different , fast.

94. source: hTps://www.drig.com/blog/great-sales-video/

95. No Idea what to say in the video?
Here is an awesome resource for that:
hTps://www.drig.com/conversaRonal-markeRng-
video-vault/

96. Do’s
Included resources in the video
Don’ts
Email Marke>ng Is Complex

97. Social Engagement On LinkedIn
Save ALL Leads in Sales Navigator
Monitor who is sharing content
Engage and send InMails

98. 6 Week Growth Marke>ng Mentorship
Program
6 Modules /w over 40 videos
7 Guest Instructors, some from:
• Google
• Salesforce
• Drig
Mentorship Call
All our templates and processes we
use to build traffic and run funnels
25% Discount Code:
bdsmarke6ng