B2B Sales & Marketing Strategy for Tech Companies -- by Jonathan Donado
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Sales and marketing presentation for B2B Tech Companies. This presentation highlights the need to move away from the traditional sales process to a new process driven by continuous interaction and communication with prospect clients through a digital marketing strategy. The world today is "digital" and companies need to adapt their strategies to target and capture clients through digital marketing. This marketing strategy is a combination of "Owned Media", "Earned Media" and "Paid Media". Presentation by Jonathan Donado Connect with me on: - Twitter: @donadosays - Linkedin: https://www.linkedin.com/in/jonathandonado/ B2B / Marketing / Strategy / Sales / Entrepreneur / Startups / Entrepreneurship
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B2B Sales & Marketing Strategy for Tech Companies -- by Jonathan Donado
- 2. About me Linkedin.com/in/jonathandonado Twitter.com/donadosays Bilingual senior general management executive with expertise in international business and Mergers & Acquisitions (M&A) If you like the presentation, please give a ”Like” on SlideShare. It’s much appreciated ! o Education: - Senior Executive Fellow – Harvard University - MBA – IESE o Certifications: - Six Sigma Black Belt (CSSBB) – ASQ Certified - PMP - PMI-ACP – Agile Certified Practitioner Jonathan Donado
- 3. LIFE IS DIGITAL WITH A HUMAN TOUCH - Jonathan Donado THE APPROACH:
- 6. WHAT ARE THE STAGES OF A SALES PROCESS?
- 8. Prospects Leads Opportunities Sale / Deals 13% of Leads convert into Opportunities. Average Time: 84 days 6% of Leads convert into Sales Average Time: 18 days • Qualify Leads Step 1 • Cold Calls Step 2 • Sales Demo Step 3 B2B TRADITIONAL SALES FUNNEL
- 9. THE TRADITIONAL SALES FUNNEL IS OBSOLETE FOR B2B TECH COMPANIES
- 10. Social Networks EngageEducate Social Sales - More educated - Self-driven - Informed: 57% research online for solutions prior to engaging with a salesperson NEW B2B SALES FUNNEL
- 11. HOW DO WE LEVERAGE OUR SALES STRATEGY WITH DIGITAL MARKETING?
- 13. Paid Media Earned MediaOwned Media • Advertising • SEO • Direct Marketing • Paid Endorsements • Etc • Press Release Pickup • Blog Mentions • Social Media Mentions • Word of Mouth • Etc • Company Social Media • Corporate Web Page • Company & Sales Team Blogs • Videos (how to, etc) • Emails • White Papers / Cheat Sheets / Case Studies / Competitive Assessment • Etc DIGITAL MARKETING STRATEGY
- 17. Earned Media Earned Media Owned Media https://www.socialmediatoday.com/social-business/case-b2b-marketing-linkedin-infographic-0 92% of B2B marketers leverage LinkedIn over all other social media platforms 80% of B2B marketing leads in social media come from LinkedIn, and conversation rates are 3X than Google AdWorks
- 23. Earned Media Earned Media Owned Media News Articles Videos Insights Best Practices CONTENT Conversations Comments on posts OWNED Content 3rd PARTY Content Once to twice per week / group FREQUENCY Ongoing Value added information & data OBJECTIVE Engagement - Sales Rep shall take time to strategize to effectively engage and participate in industry related Groups with the goal to continuously add value in all Groups - Videos receive 98% higher engagement rate - 64% of Group member expect the content to be informative and insightful LinkedIn GROUPS STRATEGY: Engage
- 25. Earned Media Earned Media Owned Media Engage Do Engage in Conversations: Customer engagement is the key to every business success. Initiate one-on-one communication and be approachable to your customers as you would be with friends. Be Authentic: When you use social media without a genuine purpose to foster a solid relationship, your half-hearted intents won’t go unnoticed. Do add value: To become a trusted resource, always have something to give to your customers in return for their curiosity. Create distinctive corporate marketing messages and insights reach prospects and customers. Don’t Broadcast: Selling is primarily about building relationships and knowing your customers. Bombarding your audience with promotional content is far less effective than you may think. LinkedIn GROUPS :
- 37. Earned Media Earned Media Paid Media Advertise in Social Media Top Social Media Channels for B2B Advertising Source: http://marketingland.com/study-21-marketers-tracking-content-marketing-results-102263
- 38. Earned Media Earned Media Paid Media Promote Website Source: http://pointblankseo.com/what-is-seo/
- 39. Earned Media Earned Media Paid Media Source: http://pointblankseo.com/what-is-seo/ Promote Website
- 41. Farming HuntingFishing Revenue Impact Strategic Impact • Sales Initiatives • Social + Paid + Earned Media Campaigns NEW SALES STRATEGY: EXPECTED RESULTS
- 43. LIFE IS DIGITAL WITH A HUMAN TOUCH - Jonathan Donado THE APPROACH:
- 44. 52 Connect with me Linkedin.com/in/jonathandonado Twitter.com/donadosays Bilingual senior general management executive with expertise in international business and Mergers & Acquisitions (M&A) If you like this presentation, please give a ”Like” on SlideShare. It’s much appreciated ! o Education: - Senior Executive Fellow – Harvard University - MBA – IESE o Certifications: - Six Sigma Black Belt (CSSBB) – ASQ Certified - PMP - Agile (ACP) – PMI Certified Jonathan Donado