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Digital Body Language - shrt
- 6. I want more web analytics magic
- 21. Itâs good
- 22. Can I buy it?
- 23. Gonna take your RSS budget
- 29. Revenue $100,000 Search campaign $10,000 ---------------------------- ROI 1000%
- 30. Buying: Observations ⢠Itâs online ⢠Itâs complicated ⢠Itâs not about you
- 31. Passive: Influenced: Discovery by Discovery through chance key influencer Discovery⌠Active: Discovery by seeking specific information
- 32. ⢠I happened to be ___ and I noticed⌠⢠Display Ads (online or print) ⢠Social Discussions ⢠Tradeshows ⢠Email Marketing ⢠Direct Mail
- 33. ⢠I was looking for ___, and I found⌠⢠Search (organic or paid results) ⢠Tradeshows ⢠Quora questions ⢠LinkedIn questions
- 34. ⢠I trust ____ and he/she says⌠⢠LinkedIn Group Discussions ⢠Market Influencers via Twitter ⢠Facebook ⢠Social Community Leaders
- 35. Steven Woods, CTO, Eloqua @stevewoods digitalbodylanguage.blogspot.com www.eloqua.com
- 36. ⢠Allocate Sales Investment ⢠Understand Territories ⢠Time Rep Hiring
- 39. ⢠Whatâs needed â data on buyers ⢠Where social fits in? ⢠Identity ⢠What do you talk about? ⢠Who do you follow? ⢠Who influences you? (retweets, etc)
- 40. Buying: Observations. - Itâs online -> Trackable / DBL - Itâs complicated -> Identities/ - Itâs not about you -> Marketing and sales As one view -Marketing + sales => one view - It doesnât involve you -> Revenue Engine
- 41. ⢠Many sources; ⢠Key need for data cleanse ⢠Junkscan? ⢠Normalize
- 42. ⢠Business Events â InsideView, D&B
- 43. ⢠Ways to get message in front of buyers ⢠How: Depends on (a) how theyâre looking (b) if youâre engaged; What: who they are as a buyer ⢠Passive: Ads, Influencers || Email, Web Personalization ⢠Active: Search, Tradeshows || Social Community ⢠Revenue Engine to target this
- 45. ⢠⌠⢠Why engagement trumps fit ⢠Social data to identify engagement ⢠Tech buyer: Social Community engagement ⢠Organization: Activity across a team; even on Facebook ⢠User buyer: deep searches; technical pages being a
- 46. ⢠Twitter: Influencers and Topics ⢠Facebook: -> Business Profile ⢠Blogs: Deep topic interest ⢠Search: Active interest ⢠Webinars: Deep interest
- 47. ⢠Twitter: Influencers and Topics ⢠Facebook: -> Business Profile ⢠Blogs: Deep topic interest ⢠Search: Active interest ⢠Webinars: Deep interest
- 48. ⢠More than one buyer ⢠Many months ⢠Title may not reflect power ⢠Must observe first, jump in second ⢠Scoring and response
- 49. How will you Paid Earned get attention? How is the buyer looking? Active SEM, Tradeshows SEO, Quora Participation, Twitter Engagement Passive Content Marketing Influences
- 51. ⢠Exec Summary of Opportunity ⢠Solution ⢠Clients
- 53. ⢠Buying Simplified ⢠6 months rammed down to 2 minutes ⢠Bob the buyer ⢠Boss ⢠Shiney stuff; iphone, visualization ⢠Wendy the webmaster ⢠Frank in Finance ⢠Blair the blogger ⢠Support community ⢠Buying Observations ⢠Online, complicated, doesnât involve you -> DBL ⢠- Revenue Engine ⢠Problem : Disintermediation of sales team
- 58. ⢠Font, size, and color for text have been formatted for you in the Slide Master ⢠This template uses Eras Demi ITC and Arial, standard Windows Vista and Office 2007 fonts ⢠Use the color palette shown below Sample Fill
- 59. Subtitle color ⢠Example of a slide with a subhead ⢠Set the slide title in âTitle Caseâ ⢠Set subheads in âSentence caseâ ⢠Generally set subhead to 36pt or smaller so it will fit on a single line ⢠The subhead color is defined for this template but must be selected; In PowerPoint 2007, it is the fifth font color from the left ⢠Hyperlink color: www.wappow.com
- 60. 5 4 3 Series 1 Series 2 2 Series 3 1 0 Category 1 Category 2 Category 3 Category 4
- 61. 9% 10% 1st Qtr 2nd Qtr 23% 58% 3rd Qtr 4th Qtr
- 62. 6 5 4 Series 1 3 Series 2 Series 3 2 Series 4 1 0 Category 1 Category 2 Category 3 Category 4
- 63. 5 4.5 4 Series 3 3.5 3 Series 2 2.5 Series 1 2 1.5 1 0.5 0 Category 1 Category 2 Category 3 Category 4
- 71. Š 2011 Wappow! All rights reserved. The information herein is for informational purposes only and represents the current view of Wappow! as of the date of this presentation. Because Wappow! must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Wappow!, and Wappow! cannot guarantee the accuracy of any information provided after the date of this presentation. WAPPOW! MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.