This document summarizes a presentation about lead generation and lead nurturing. It discusses how Anvil Media is a digital marketing agency and Act-On is a marketing automation platform. It then covers various topics around search engine optimization, pay-per-click, social media marketing and how marketing automation can help align sales and marketing and increase conversions. Specific channels and tactics are discussed for lead generation including content marketing, social media, paid search and more.
Anvil Webinar Feb 2012 - Lead Generation and Lead NurturingAnvil Media, Inc.
Where to Find Leads and How to Nurture and Convert Them.
Leads are everywhere, just waiting for you to find them! They are using search engines to find you, reading articles and blog posts about you, visiting your site, and downloading your whitepapers. Nick Footer, Business Development Executive at Anvil Media, will outline which online marketing channels generate quality leads and provide the newbie and advanced marketer strategies and tactics per channel. Then Jeff Linton, Senior Manager, Product Marketing at Act-On, will provide ways to nurture and convert those leads through marketing automation.
A professional PPC and SEO company, specialising in Pay Per Click Management, Search Engine Optimisation & Social Media Optimisation. We make your ROI our focus & provide a tailored Search Engine Marketing solution for all.
Anvil Webinar Feb 2012 - Lead Generation and Lead NurturingAnvil Media, Inc.
Where to Find Leads and How to Nurture and Convert Them.
Leads are everywhere, just waiting for you to find them! They are using search engines to find you, reading articles and blog posts about you, visiting your site, and downloading your whitepapers. Nick Footer, Business Development Executive at Anvil Media, will outline which online marketing channels generate quality leads and provide the newbie and advanced marketer strategies and tactics per channel. Then Jeff Linton, Senior Manager, Product Marketing at Act-On, will provide ways to nurture and convert those leads through marketing automation.
A professional PPC and SEO company, specialising in Pay Per Click Management, Search Engine Optimisation & Social Media Optimisation. We make your ROI our focus & provide a tailored Search Engine Marketing solution for all.
Building A Predictable B2B Growth Engine from Social AdsHanapin Marketing
In six months, Zenefits was able to increase monthly social leads from 800 to 14,000 whilst efficiently lowering acquisition costs 93% and increasing MQL (marketing qualified lead) to SQO (sales qualified opportunity) conversion rates. Now, the company has a predictable and scalable growth channel that delivers every month.
Join this session to learn how they did it. Topics include how to:
- Build a segmented and layered audience strategy to drive both active and latent buyers
- Design a full-funnel content library of assets that convert
- Implement a testing plan and scoring model for prioritization
Create a data-driven team culture
Optimising Your Business Online. Slides from the workshop delivered by Symphony3 on behalf of Small Business Victoria.
Go to business.vic.gov.au for more information.
View actual presentation here: https://youtu.be/Zc87yCq8qkw
How important is mobile recruiting? What do job seekers expect? Is there a difference between younger job applicants and older applicants? What should my application drop off rates be? This webinar sheds light on key practices for delivering consumer quality candidate experiences and increasing your conversion rates.
dat Struct is a leader in providing offshore IT/eCommerce services across industry verticals, dat Struct combines deep industry knowledge, operational excellence, a partnership approach to client engagement and comprehensive service offerings across various industries to enhance the customer’s value proposition as well as their profitability.
See the full presentation here: https://youtu.be/Dn4pFT4aVn4
Recruiting organizations must centralize their talent pools and move to more proactive "source first" recruiting strategies. This presentation outlines the building blocks of using strategic recruiting CRM to form the foundation of a more efficient and scalable recruiting model.
Search Engine Marketing, also referred to as SEM, is one of the most effective ways to promote your product or service offering and grow your business in an increasingly competitive marketplace. There are many ways you can use the new algorithmic features of platforms to leverage the impact of these digital ads. And, the immediate benefit is measurable. Not only can you put your ad directly where people are looking, but you can quantify its traction and value in real time. However, with numerous businesses competing for the same attention, running these campaigns requires meticulous attention to detail and the right strategy to help you deliver a positive Return on Ad Spend (ROAS) and Return on Investment (ROI)
In this Master Class, Ariel will share insights into how to leverage these features by drilling deeper into the following topics
• Contrasting SEO and PPC, when and how to invest in each.
• PPC as a marketing research tool, exploring match types and impression shares
• Scaling issues with PPC, can we get more of the same quality traffic?
• Manual vs algorithmic pricing
• The rise of Audience adjustments
• Feed based remarketing and shopping
Strategies for Attracting and Growing the Right AudienceJeff Hurt
You seldom awake in the morning with people waving money in your face to register for your event. There comes a time in every conference's history when there is a need to identify and pursue the right markets for conference growth and sustainability. Instead of trying to be all things to all people and offer something for everyone, organizers need to focus programming and services that attract the top three audience segments of economic buyers and decision makers.
Building A Predictable B2B Growth Engine from Social AdsHanapin Marketing
In six months, Zenefits was able to increase monthly social leads from 800 to 14,000 whilst efficiently lowering acquisition costs 93% and increasing MQL (marketing qualified lead) to SQO (sales qualified opportunity) conversion rates. Now, the company has a predictable and scalable growth channel that delivers every month.
Join this session to learn how they did it. Topics include how to:
- Build a segmented and layered audience strategy to drive both active and latent buyers
- Design a full-funnel content library of assets that convert
- Implement a testing plan and scoring model for prioritization
Create a data-driven team culture
Optimising Your Business Online. Slides from the workshop delivered by Symphony3 on behalf of Small Business Victoria.
Go to business.vic.gov.au for more information.
View actual presentation here: https://youtu.be/Zc87yCq8qkw
How important is mobile recruiting? What do job seekers expect? Is there a difference between younger job applicants and older applicants? What should my application drop off rates be? This webinar sheds light on key practices for delivering consumer quality candidate experiences and increasing your conversion rates.
dat Struct is a leader in providing offshore IT/eCommerce services across industry verticals, dat Struct combines deep industry knowledge, operational excellence, a partnership approach to client engagement and comprehensive service offerings across various industries to enhance the customer’s value proposition as well as their profitability.
See the full presentation here: https://youtu.be/Dn4pFT4aVn4
Recruiting organizations must centralize their talent pools and move to more proactive "source first" recruiting strategies. This presentation outlines the building blocks of using strategic recruiting CRM to form the foundation of a more efficient and scalable recruiting model.
Search Engine Marketing, also referred to as SEM, is one of the most effective ways to promote your product or service offering and grow your business in an increasingly competitive marketplace. There are many ways you can use the new algorithmic features of platforms to leverage the impact of these digital ads. And, the immediate benefit is measurable. Not only can you put your ad directly where people are looking, but you can quantify its traction and value in real time. However, with numerous businesses competing for the same attention, running these campaigns requires meticulous attention to detail and the right strategy to help you deliver a positive Return on Ad Spend (ROAS) and Return on Investment (ROI)
In this Master Class, Ariel will share insights into how to leverage these features by drilling deeper into the following topics
• Contrasting SEO and PPC, when and how to invest in each.
• PPC as a marketing research tool, exploring match types and impression shares
• Scaling issues with PPC, can we get more of the same quality traffic?
• Manual vs algorithmic pricing
• The rise of Audience adjustments
• Feed based remarketing and shopping
Strategies for Attracting and Growing the Right AudienceJeff Hurt
You seldom awake in the morning with people waving money in your face to register for your event. There comes a time in every conference's history when there is a need to identify and pursue the right markets for conference growth and sustainability. Instead of trying to be all things to all people and offer something for everyone, organizers need to focus programming and services that attract the top three audience segments of economic buyers and decision makers.
Customer Experience Differentiation: Innovation for Mutual Value CreationClearAction
For an updated version of this presentation: https://www.slideshare.net/clearaction/customer-experience-differentiation-innovation-for-mutual-value-creation
Customer experience is the hardest thing for competitors to copy. The most profitable customer experience differentiation creates mutual value.
See https://ClearAction.com
Earley Executive Roundtable on Data Analytics - Session 1 - The Business Pote...Earley Information Science
Business Potential of Machine Learning and Cognitive Computing. Speakers include:
– Bruce Daley Principal Analyst, Tractica (@brucedaley)
– Olly Downs, Chief Scientist/CTO, Globys (@globysinc )
– Mitchell Shuster, Data Scientist, Knowledgent (@Knowledgent)
– Patrick Heffernan, Practice Manager, TBR (@TBR_PatrickH)
For an updated version of this presentation: https://www.slideshare.net/clearaction/customer-experience-collaboration-interaction-bridges
Keeping commitments to customers can get derailed through internal misunderstandings or messy handoffs. Interaction Bridges is a technique that helps employees collaborate, especially under difficult conditions, to collectively follow-through on customer commitments.
See https://ClearAction.com
AbsolutData and Alteryx surveyed industry thought leaders to gather insight into how organizations use Customer Analytics, including adoption levels, goals, usage, and relative maturity.
And the survey revealed:
3 focus areas that benefit the most from Customer Analytics
3 biggest challenges that inhibit analytic decision making
3 critical changes that will drive improvements in 2013 and beyond
Based on the results of the survey, AbsolutData and Alteryx will now be holding a webinar on 16th July 2013 at “5:30pm CST” to provide more information on how your peers use data to predict customer behavior, and drive measurable improvements in sales, customer retention, and loyalty.
What better way to communicate with your customers then in-app, in real-time based on their behavior.
Apptegic helps you keep your existing customers, make them successful, and upsell them.
Why the Bing/Yahoo Merger Matters & Holiday PPC Tipspointit
http://www.pointit.com - This presentation examines the Bing/Yahoo merger, and why it matters from a PPC perspective. It also covers Holiday PPC tips for search engine marketers.
Vibes Communication is one of the best digital marketing agency in Delhi NCR India. We’re the fusion of technology and marketing that enhance the brand’s value and integrity. Think of Branding-Think of us. We are the brand builder. Click here to know about us: www.vibescom.in
Inbound Marketing Indonesia is pioneer in providing inbound marketing services in Indonesia.
Get connected with us to get found better, generate more leads and increase your sales.
Nonprofit Websites: If You Build It, They Will Come … NOT!Joseph LaMountain
A website doesn’t generate traffic on its own. But search engine optimization (SEO) can help nonprofits quickly build a large audience online. Using SEO, the American College of Allergy, Asthma and Immunology increased search engine-directed traffic to its website by 192 percent, use of the website’s allergist referral tool by 72 percent, and time spent on the website by 38 percent.
SEO increases the relevance of your website in the eyes of popular search engines, and thus moves your site’s URL closer to the top of search engine results for the terms your audiences search for the most. SEO begins by developing content around the terms people use to find your content online. It also includes increased inbound links from other relevant websites, banner ads, minor design changes, and strategically placed advertising in search engine results for the keywords associated with your content. Using this approach, the American Orthopaedic Society for Sports Medicine achieved No. 1 Google rankings for the five most frequently searched phrases related to youth and sports injuries.
In this session we’ll discuss how SEO works and how nonprofit communications professionals use it to grow their online visibility. Speakers include Reingold Vice President Joseph LaMountain, Director of Web Design Jordan Sheckman, and Senior Digital Marketing Associate Brooks Lape.
Measuring SharePoint Adoption and Engagement. In this presentation, Peder Enhorning, President & CEO, Unilytics Corporation, expounds on the importance of using web analytics to measure SharePoint engagement, productivity, process streamlining and automation, and preferred communication channel.
Improving the Success of Your Website presentation delivered by Shane Fell of Top Floor Technologies at the 2013 Mid Am Horticultural Trade Show at Navy Pier in Chicago.
Best Content Writing and digital marketing Services-iContent Apeksha Shah
iContent is one of the top 10 content writing service provider in India. It is an award winning company. It provides content writing, blogs, articles, PR articles and digital content.
September 2009 - Using Competitive Intelligence to Drive Content SolutionsWriterAccess
Join us for the monthly ideaLaunch Content Marketing Webinar 4.0 focused this month on how to use competitive intelligence to drive content marketing strategy. You'll discover how to reverse engineer the online marketing strategy of your competition, and how to develop content marketing strategy with that information to win the war of words on the web. Special Guest Mike Roberts, Founder and President of Spyfu, will offer some secret tips and advice for competitive intelligence. And host Byron White review the art and science of content marketing and how to track the ROI you demand. Don't miss this Content Marketing Webinar!
Content writing and digital marketing servicesicontentsmo
Our document is presented in a reader-friendly format, blending to enhance understanding and retention. Embark on a journey of digital marketing with our comprehensive document. This is meticulously crafted to inform readers on content writing and digital marketing services.
iContent, is an online-medium where we build, create and nurture your idea in a genre of preffered brands!
We are a team of passionate and experienced content writers, search marketers, graphic designers, web developers, and advertising experts who have had their expertise in the field of Digital Marketing for quite some time.
Web Analytics and Online Marketing - Solent UniversityKoozai
Anna Lewis from Koozai delivered a presentation to students at Solent University in February 2013. The session looks at the basics of Web Analytics and Online Marketing with a main focus on Search Engine Optimisation (SEO) and Pay Per Click (PPC) Advertising.
The State of B2B Marketing: New Marketing Automation Stats for 2017Act-On Software
Many of the available marketing automation stats we regularly
use – to make strategic decisions, craft presentations, prepare
for sales calls – are getting a bit long in the tooth. So we set
off to uncover the most recent marketing stats by surveying
more than 350 marketing professionals in North America and
Europe to get their take on how investing in marketing
automation impacts business performance. The most
noteworthy results are included below.
Why Content Marketers Should Be Making Unicorn Babies Act-On Software
In this episode of the Rethink Podcast, we interview Larry Kim, CEO of Mobile Monkey, and founder of Wordstream. Larry is recognized as among the Top 50 Most Influential People in Digital Marketing. In this conversation, he talks about the differences between unicorn and donkey content, and how marketers can create unicorn babies.
Trust is a crucial part of attracting, converting, and retaining customers, and email newsletters are a great way to build that trust. A successful newsletter that is regular, reliable, and consistently delivers useful, interesting information can help you effectively nurture existing and future customers.
Getting started with marketing automation may seem complicated, but with a little preparation, you’ll see results right away. In fact, 44% of companies achieve a positive ROI within only six months - with a whopping 28% average overall return.
Our quick start guide will give you a 6-step strategy to prepare your organization for adopting marketing automation and help you accelerate your return on investment.
Marketing Automation Hacks: The Act-On EditionAct-On Software
If you’re already using Act-On, then you know that marketing automation is an indispensable tool for executing on your B2B marketing strategy. But the majority of B2B marketers still feel that they’re not using the technology to its full potential.
Act-On's Director of Digital Marketing, Linda West shares various #MAHacks to help you get ahead!
Rethinking the Role of Marketing, reveals that top performing marketing teams are taking full control of the customer lifecycle – everything from customer acquisition, to the more lucrative customer retention and expansion.
Looking to make a lasting impression on potential buyers? Check out this presentation for the tips & tricks you need to really dazzle with your content!
Having a tough time selling your C-suite on the benefits of marketing automation? Give this presentation a gander for the tips, tricks, and best practices necessary to build the strongest possible business case for marketing automation!
Learn to separate the signals from the noise when it comes to search engine marketing in this exciting presentation on SEO basics, brought to you by Website Magazine!
What Sales Leaders Should REALLY Expect from Marketing AutomationAct-On Software
Having trouble selling your sales leadership on the benefits of marketing automation? Don't miss this exciting presentation from Ian Michiels of Gleanster Research on the returns you and your business can expect from automated programs!
Ever wondered what makes for exceptional marketing content, or struggled to strike a proper balance between selling and serving? Lucky for you, Act-On's top demand gen personnel have tips and tricks to share that are sure to help your online offers really resonate! Get to know the ins and outs of crafting killer content in this exciting presentation.
Looking to move beyond a batch-and-blast approach when it comes to emails you send? Find out how to create more targeted offers with our crash course on lead nurturing basics!
Preparing for Compliance: Canada's Anti-Spam Law (CASL)Act-On Software
Get to know the ins & outs of Canada's latest anti-spam legislation in this exciting webinar led by David Fowler, Act-On's Chief Deliverability Officer!
Who Is The Modern Customer? How Do They Want You to Talk to Them?Act-On Software
Ever wondered what makes the modern customer tick? See what some of today's top brands have done to engage buyers (and what buyers themselves have to say about brands) in this exciting presentation on leveraging social for brand awareness!
Brunch and Learn - Direct Marketing on a Shoestring Budget
Lead Generation and Lead Nurturing
1. Lead Generation and Lead
Nurturing
Presented by:
Nick Footer | Anvil Media, Inc. | Business Development Executive
Twitter: @nickfooter | nickf@anvilmediainc.com
Jeff Linton | Act-On Software | Senior Manager, Product Marketing
Twitter: @ActOnSoftware | Jeff.Linton@ActOnSoftware.com
2. Anvil | Digital Marketing Agency
Anvil Media, Inc. is a digital marketing agency specializing in search engine
optimization, pay-per-click management, online reputation
management, mobile marketing, social media marketing, web analytics, and
site conversion optimization services.
12. Anvil | Code – Tag Optimization
Keyword used in title tag
Keyword used in meta description (for click throughs)
13. Anvil | Credibility - Links
Why Do Search Engines Care About Links?
Links are a “vote” for your website
Each site that links to you tells the search
engines that your site must be useful and
important.
Another
Your site must be good
Site
since others link to it. I Another Another
will rank it higher! Site Site
Your
Site
14. Anvil | Credibility – Anchor Text
Anchor Text: The text that, when clicked on, links to
another website. Images don’t have anchor text.
The anchor text in
this link is “ROI
Revolution”
Nofollow: Only visible in website code. Tells search
engines NOT to pass any “link” value.
15. Anvil | Local SEO
Local Search Stats | Growing
Local Results Constantly Changing
20. Anvil | Landing Pages
Keywords in Headline
It’s all about
Fast Loading
Images & Page User
Keywords in Experience
Body Copy
Clear Call to
Action &
Relevancy to Ad
Privacy Policy - About Us
21. Anvil | Paid - Conversion
In the end, we need to get the user to do what we
want them to do.
22. Anvil | Paid – Display Networks
Contextually based results
We call this the “Content Network” or “Display
Network”
1000’s of Websites in Network
26. Anvil | Paid – Social
Lots Of Networks | Demographic Targeting
Hyper Targeted Ads | User Data
Free Advertising | Test First
Landing Pages | Convert
27. Anvil | Social - Facebook
800 LB Guerrilla | 1 billion users by August
Unique Content | Landing Tabs
Build Prospects Lists
37. Act-On | Marketing Automation
2008 | Beaverton Oregon
Raghu Raghavan | CEO
Founder of Responsys | 2 IPO’s
Fastest Growing SaaS
600 | 2 Years
38. Marketing Automation | Success
46% Increase | Annual Revenue
26% Increase | Lead Conversions
25% Decrease | Cost Per Lead
39. Importance | Marketing Automation
Sales | Marketing
Align
Sales | Marketing | Customer Buying Process
Remove the Unknown for Sales
Why is this a Lead
Removes the Complexity
All-in-One
Marketing
Bigger | Stronger | More Effective for Less
40. Lead Nurturing | Conversions
Understanding | Targeting
Segmentation | Planning
Nurture | Drip | Re-Market
Demo | Free Trail | Contact Sales
Top Performing organizations outperformed everyone else by 2-3x
in revenue growth and lead-to-sales conversion. These organizations
are 3x more likely to use a Marketing Automation tool.
Gleanster Research - 2011
42. Revenue | Content
Focus | End in Mind
Solving Specific Issues
Why it that Important
Who Gets What
Specific Content
Create a Plan
43. Revenue | Keep Score
Custom to Meet your Needs
Profile Based
Behavior Based
B.A.N.T.
Value = 10..20..30
44. Revenue | Cadence & Progression
Timing
When
How Much
How Often
Automation Tools
Progressive Forms (pre-fill)
Landing Pages - Email
Convert | Track | Report
45. Revenue | Align & Handoff
What is a Lead
MQL to SQL
Who Decides
The Goal
Automation Tools
Scoring | Qualification
Setting Triggers
47. Start Today
Plan with End in Mind
Start Simple | K.I.S.S.
Marketing Automation
{ 46% Increase in Revenue }
{ 26% Increase in Lead Conversions }
{ 25% Decrease in Cost / Lead }
Informative Webinar Topics - Videos – Best Practices
49. Contact
Nick Footer
Business Development Executive
Anvil Media, Inc.
310 NE Failing Street
Portland, OR 97212
503.595.6050 x228 office
503.481.6629 cell
nickf@anvilmediainc.com
Twitter: @nickfooter
LinkedIn: nickfooter
50. Upcoming Anvil Webinars
March 21st, 2012 – 10am PST
Local SEO
April 18th, 2012 – 10am PST
Site Search
May 16th, 2012 – 10am PST
Advanced Analytics
Find Out More and Register
http://www.anvilmediainc.com/search-engine-marketing-webinars
Editor's Notes
Founded in 2008 – HQ in Beaverton,OR. – Now 3rd Generation EMAIL and More…Who: Raghu Raghavan – Responsys CTO and co-founder + Engineering Team Act-On is the Fastest Growing SaaS: Taking the Market by Storm!!600 customers in less than 2 years At this pace…we be at 2,000 customers by end of 2012!!
Proven Success!! – not to mention making life a little less complicated for the Marketer: Marketing Automation make a huge impact on the Bottom Line.
Now that you have seen the potential numbers – These are the facts – When we talk about Marketing Automation – AlignmentOn a daily basis here At Act-On our Sales Team exactly why a lead is in fact a LEAD – No GuessingManagement of the tools in one platform – makes it simple for the whole teamResults Don’t Lie – Last year Act-On Grew Revenue 405 % Year over Year - here is how we can help you!!
As Nick just showed us how to Bring LEADS into the company Act-On gives you the tools to convert them. These as just a few…. Let’s talk about a Plan.
The over all Goal: GET STARTED TODAY!!!Start simple: 5 STEPS That we will Discuss---- Yes there are many options and things coming at you like crazy– However our Customers following the KISS Method: Keep It Simple for SalesTransition: Typically this is the BIGGEST NEED – and drives the most business!!
Steps to Increase Revenue – ContentDevelop the Content – This is your plan – Why do people need help? The who and the what --- What would they find value in? Why is itimportant to them – Start simple ---- ask yourself what common issues they are trying to solve??-- Map it out…
Steps to Increase Revenue – Keeping ScoreYour score may not be the same as ours: Both profile(title industry location) or Behavior (downloaded a WP – attended Webinar visited theses 4 webpages)BANT – Budget – Authority Need TimeLine ect. may be used – Certain things may be weighed HIGHER!!!Key here: the tool needs to be Flexible …. it has to be Easy to make changes as you refine scoring over time
Increase Revenue – Cadence | ProgressionCadence | Progression – Timing Is everything– When to send --- How much how often… without being bothersome. (Key here is relevancy)Progression – with in MA you have tools called, Smart Forms- Gated Forms Progressive Forms | Landing Pages and Prefill – Combined together allows prospects to fill out their information ONE TIME – or if the prefill is checked their “known data” will automatically pre-populate = Easy Conversion – Easy Follow upthat is tailored to their interests.
Steps to Increase Revenue – Align | HandoffAlign – Marketing with Sales – What does Qualified mean to Sales? (Sales/Marketing should Decide TOGETHER)Common Goal – All in alignmentHandoff – At Act-On this is Key for us – Real Time Hand off for effective follow up “Strike while the Iron is Hot” Automated triggers are KEY. - Free Trails – Request for Demo – Contact Me ect.Statistics show that the likely hood of closing a deal dramatically drops even with a single day delay – ( that makes a statement !!! – Step back for a second….look at your process – what does it say about you? )
Steps to Increase Revenue – Track | Measure | Refine | RepeatAgain starting simple in marketing will generate leads for sales and as lead flow increases the process will be measured based on you goals, then marketing can easily refine the process to enhance the quality. Repeating this places the organization on shortest path to the ultimate goal– RevenuMarketing Automation is a tool that gives marketers the ability to tie all of this together in one simple – easy to manage application
Act-On’s – Marketing Automation – built for Fortune 5 mil – Just voted – Simplest to Use – Easiest to Deploy and Best Overall Value Our goal: Provide you with the best tools to INCREASE REVENUE | CONVERSIONS – all at a LOWER COST:Next Steps: Full White Paper outlining these Steps and More Steps to consider – ie. Waking the Dead – Avoiding One-Offs and more will be mailed to you as a follow up…More Info on Act-On’s MA : Weekly Demo – Online Videos –Lead Nurturing & Scoring – List Segmentation – WebSite Visitor Tracking and more www. ActonSoftware.com Thank you Allie – I learned a lot from you today!!!Thank you all for attending – keep an eye out for the follow up email – we look forward to working with you all very soon.