How Digital Marketing Can Improve Your ROI, Efficiency, and Sales & Marketing Alignment
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Digital Marketing = Results. Buyers are changing. Buyers are more educated and more self-reliant than ever. Marketers roles are changing. They must do more with less. With digital marketing, you can maximize your ROI and stop wasting time. You can reduce expenses in marketing and sales and generate qualified sales leads to increase revenue.
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How Digital Marketing Can Improve Your ROI, Efficiency, and Sales & Marketing Alignment
- 1. HOW DIGITAL MARKETING can improve your ROI, efficiency, and sales + marketing alignment
- 3. Sales }{ MarketingSales }{ Marketing GAPGAP
- 4. GLEANSTER RESEARCH MARKETINGSHERPA OF LEGITIMATE LEADSARE QUALIFIED, BUTNOT READY TO PURCHASE OF LEADS ARE LEGITIMATE ANDREADY TO GO TO SALES ONLY25% 50% OF LEADS GOBAD EVERY YEAR 25%
- 5. ABERDEEN GROUP, 2010 MARKETING PROFS, 2008 3x MORE LIKELYTO OUTGROW COMPETITORS ANNUALREVENUE DECLINE ANNUALREVENUE GROWTH POORMARKETING+SALES ALIGNMENT{ } 20%4% { } STRONGMARKETING+SALES ALIGNMENT
- 6. Buyers are changing. BUYERS ARE MORE EDUCATED AND MORE SELF-RELIANT THAN EVER.
- 8. WARMLEADS LEAKOUT} reach interest desire convert enrich retain
- 9. Marketers must get more personal and be everywhere that their customers are. They must deliver more relevant and helpful content. Their roles are changing. They must do more with less.
- 10. WHAT'S IN IT FOR ME? Digital Marketing? WHY
- 11. INCREASE YOUR BRAND AWARENESS & CHOICE REDUCE EXPENSES IN MARKETING & SALES MAXIMIZE YOUR ROI GENERATE QUALIFIED SALES LEADS TO INCREASE REVENUE INCREASE POTENTIAL CONVERSIONS FROM PROSPECTS TO CUSTOMERS STOP WASTING TIME
- 12. REDUCE EXPENSES BY REPURPOSING CONTENT INCREASE BRAND AWARENESS, LEAD GENERATION & REVENUE CREATE CONTENT STRATEGY TRACK & ANALYZE YOUR ROI GET TRACKABLE RESULTS
- 13. HOW DOES IT WORK? Digital Marketing? WHAT IS
- 16. 1 PROSPECT INTERACTS WITHYOUR COMPANY VISITOR CONVERTS TOALEAD LEADENTERS NURTURINGCYCLE LEAD BECOMES ACUSTOMER CONTINUE CUSTOMER ENGAGEMENT 2 3 4 5 6 • Outbound Marketing • Inbound Marketing PROSPECTGAINS AWARENESSOF YOURPRODUCT(S) • Fills out a form on a landing page • Registers to shop online • Submits a form to another source • Contacts your company via phone or other method • Visits and browses website • 4 – 6 timely communications encouraging purchase DIGITAL MARKETING CYCLE
- 18. WHAT DO I NEED? Digital Marketing HOW TO IMPLEMENT
- 19. CONTENT STRATEGY IDENTIFY WHO ARE YOUR CUSTOMERS? DEFINE HOW DO THEY THINK & ACT? CREATE CREATE A MESSAGING MATRIX AUDIT AUDIT EXISTING CONTENT MAP MAP CONTENT TO MATRIX IDENTIFY IDENTIFY CONTENT GAPS DEVELOP DEVELOP CONTENT TO FILL GAPS
- 20. WEBSITE CONTENT STRATEGY SEM/ SEO ONLINE MEDIA PRINT MEDIA SOCIAL MEDIA SALES TOOLS DIGITAL STRATEGY
- 22. LEAD QUALIFICATION MEASURE BEHAVIOR &ACTIVITY SEGMENTBASED ONACTIVITY/ SCORE 1 2 3 MOVE WARMLEADSTO NURTURECYCLE ROUTE QUALIFIED LEADSTOSALES BUILD TARGETED LISTS ANALYZE MARKETING&SALES PERFORMANCEEXECUTE CAMPAIGNS LEAD NURTURING SALES } AUTOMATION STRATEGY
- 23. Marketing automation improves efficiencies and allows marketers to deliver the relevant, personal and timely content that improves the buyer experience.
- 25. COMPANIES THAT EXCEL AT LEAD NURTURING GENERATE 50%MORE SALES READY LEADS AT 33% LOWER COST. MAXIMIZE YOUR ROI FORRESTER RESEARCH
- 26. STOP WASTING TIME BUSINESSES THAT USE MARKETING AUTOMATION TO NURTURE PROSPECTS EXPERIENCE A 451%INCREASE IN QUALIFIED LEADS COMPANIES THAT AUTOMATE LEAD MANAGEMENT SEE A 10%OR GREATER INCREASE IN REVENUE IN 6-9 MONTHS THE ANNUITAS GROUP GARTNER RESEARCH
- 27. GET TRACKABLE RESULTS IFBYPHONE 95% OF MARKETING AUTOMATION USERS NOTICED AN INCREASED ABILITY TO MEASURE SALES 63% OF MARKETING AUTOMATION USERS NOTICED AN INCREASED ABILITY TO MEASURE ROI
- 28. CREATE CONTENT STRATEGY SOCIAL MEDIA B2B G+ B2B COMPANIES WITH BLOGS GENERATE 67%MORE LEADS PER MONTH ON AVERAGE THAN NON-BLOGGING FIRMS THE AVERAGE COST TO GENERATE A LEAD THROUGH INBOUND MARKETING ($143) IS ABOUT HALF THE AVERAGE FOR OUTBOUND MARKETING ($373)