How Sales Can Help Generate More Leads Than Ever Before - Arnie Kuenn, Vertical Measures
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Prospects are more informed before the point of purchase than in any other point in history. Forrester reports that potential buyers are now 70% to 90% of the way through the sales process when they finally connect to a salesperson. What’s more: potential customers reward businesses who provide them with honest and helpful content. Do you have content ready for the entire path? Just how do you go about winning with content marketing? In this session you will learn: How to move your prospect from awareness to consideration to decision The best types of content to create for people AND search engines How you can help produce the right content -- even if you think your business is boring! How to generate 100’s of content ideas
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How Sales Can Help Generate More Leads Than Ever Before - Arnie Kuenn, Vertical Measures
- 1. KEYNOTE Arnie Kuenn@ArnieK | ArnieK@verticalmeasures.com CHIEF EXECUTIVE OFFICER, VERTICAL MEASURES NEW YORK, NY ~ MAY 8 – 9, 2017 | SALESSUMMITEAST.COM #SalesSummitEast How Sales Can Help Generate More Leads Than Ever Before
- 2. @ArnieK #SalesSummitA Move Towards Digital
- 4. @ArnieK #SalesSummitWho Controls the Sales Cycle? “Today’s buyers control their journey through the buying cycle much more than today’s vendors control the selling cycle … …marketers must take responsibility for engaging with the customer through more of the buying journey.” - Lori Wizdo, VP, Principal Analyst at Forrester Research
- 5. @ArnieK #SalesSummit Today, relationships are created with information not people.
- 6. @ArnieK #SalesSummitWhat is Content Marketing?
- 7. @ArnieK #SalesSummit 93% of all consumers use search prior to making a purchase 93% 90%+ of buyers click on organic links vs. the sponsored ads 90% 86% of searchers conduct non-branded queries 86%86% How Important is Search? Source: GroupM
- 8. @ArnieK #SalesSummit Buyers are searching for information that helps them make an informed decision. Businesses that provide that information - will win.
- 9. @ArnieK #SalesSummit Awareness What is your audience potential and what brand benefits should they know about? Tools • Social • Display • Digital PR • Influencer Content Role • Create Emotional Connections • Build Awareness that the Service Exists • Use top-of-funnel to attract new users • Create content users are searching for Success Metrics • Traffic • Click Through Rate • Engagement • Bounce Rate Consideration What is your potential audience researching and how do we best answer their questions? • Social • Display • Paid Search • Lead Nurture • Intercept Questions with Answers • Emphasize Key Benefits of Service • Solve their problems • Comparison content • Demonstrate Ease of Use and Quality • Click Through Rate • Engagement • Bounce Rate • Micro-Conversion Events Tools Content Role Success Metrics Decision How can you move the prospect to making the decision? Tools • Social • Display • Retargeting • Paid Search • Lead Nurture Content Role • Build Confidence • Create Urgency • Pricing content • Deliver Promotional Benefits • Guide Through Purchase Process Success Metrics • Click Through Rate • Transaction Rate • ROI • Conversions Action $$$$$ The Buyer’s Journey
- 11. @ArnieK #SalesSummit Awareness Consideration Decision How to manage remote teams How to manage millennials on remote teams Top 5 collaboration tools Best all in one collaboration tool How much does Slack cost? Slack vs Asana vs Evernote The Buyer’s Journey: Content
- 12. @ArnieK #SalesSummit Persona: Homeowner, 30s, prefers shorter & more visual content Goal: Save money and “go green” Buyer's Journey: Content Gaps How to Lower Your Utility Bill Top 7 Reasons Going Solar Pays Off Long-Term — CONTENT GAP — Why SolarCity's Solar Panels Last 50% Longer
- 13. Ask Your Staff!
- 14. @ArnieK #SalesSummitGoogle’s Answer Box “When we recognize that a query asks a question, we programmatically detect pages that answer the user's question, and display a snippet as a featured snippet in the search results.” - Google
- 15. @ArnieK #SalesSummitGoogle Suggest – B2C & B2B
- 18. @ArnieK #SalesSummitWhat People Actually Search For… • Cost/Price • Problems/Issues • VS./Comparisons • Reviews • Best/Top • Resource Pages
- 20. @ArnieK #SalesSummit This is not a 30 day R.O.I. But The Long-Term Payoffs Can Be Huge
- 23. @ArnieK #SalesSummit More than $3,000,000.00 From one single article
- 31. @ArnieK #SalesSummitAbout Your Presenter... ● Vertical Measures is a 50 person Digital Marketing agency in Phoenix, AZ ● Taught more than 6,000 people in our workshops ● Co-authored: Content Marketing Works ● Sample of our 40+ clients:
- 32. Thank you! #DSP15 Tweet: Hey #SalesSummit @ArnieK’s Complete Content Marketing book is FREE at http://vert.ms/cmworks