9. Result: Buyers are better
informed than ever
• Buyers are overflowing with
information
• But:
• Fewer active buyers
• Longer buying cycles
• More people involved in buying
decisions
11. Marketing in the dark
no longer works
Only 20% of leads Only 16% of total 80% of “bad leads”
are followed up on leads deemed sales- closed by
ready, actually close competitors within
24 months
** Sources: Sirius Decisions; Aberdeen Group
12. Businesses struggle to find solutions to help them
with their outbound efforts
STOP MARKETING IN THE DARK
13. “Here to save the day!”
“Buy our software”
• 107% better lead conversion rate
• 40% greater average deal size
• 20% higher team attainment of quota
• 17% better forecast accuracy
Aberdeen Group - “Marketing Automation 101:
Ensuring Early Success with the Basics;
Maturing Your Deployment for Long‐Term ROI”
June 2010
14. It‟s really about visibility & people…
“…B2B world slow to embrace marketing
automation…analysts estimating less than 10% of
companies currently utilize the technology.”
– Marketing Sherpa
“We believe less than 25% of those who have
marketing automation are taking full advantage of
the system’s functionality.”
– John Neeson, SiriusDecisions
…Not MA SOFTWARE
16. The problem:
Visibility…or lack thereof
Website
Visitors there for a reason
• Who are you? For whom do
you work?
• Fill out our form please.
• Are you really a prospective
customer?
17. The problem:
Access…visibility…focus
Social media
• Overwhelming # of
conversations
• Treat new-media like
old-media
• Wrong focus: followers/likes
vs. building relationships
• Limited ability to monitor/join
• Still untested waters
18. Missed opportunities
Website Social media
It‟s your site, you should know: You‟ll miss the party if you don‟t know:
• Why they came • Who‟s talking about you
• How to contact • Who‟s griping about something
you can solve
Results: Wasted opportunity to cultivate and convert those
that are or could be interested in you!
19. Turning on the light – tools to make it happen
STOP MARKETING IN THE DARK
20. The opportunity:
Turn on the lights!
• Know when leads,
customers are visiting;
what they‟re viewing
It’s your site,
• Identify target contacts you should host it.
from visiting companies
• Engage based on where
they‟re hanging out; how
interacting with you
21. The opportunity:
So many conversations…so little time
• Discover social media
conversations you should
be a part of
• Know appropriate party
behavior
• Engage based on
opportunities
22. How to engage:
Put your best foot forward
Speak and Engage with
proper etiquette
• Be approachable, personable
• Leverage Influencers and
taste-makers
• Don‟t be pushy or overbearing
• Avoid prolonged silences
• Communicate on all channels
25. What you need to keep the lights on!
Must haves:
• Real-time website visitor visibility;
„they‟re here‟ alerts
• Conversation filters; quick posting
• Simultaneously post multiple channels
• Real-time lead profile; behavioral view
for sales engagement
Turn visitors and conversations into conversions…
27. Presented by:
• Jeff Ogden
• Aka The Fearless Competitor
• President, Find New Customers
• www.findnewcustomers.com
• Jeff.ogden@findnewcustomers.com
• (516) 495-9350
28. Stop marketing in the dark!
Act-On marketing platform
World Class E-Mail Complete Set of Tools Approach and Terms
Marketing Core and on One Platform that Work
Deliverability
• Drip, Web Analytics, • Start Simple, Automate
• 3rd Generation Email Landing Pages, Forms, at Own Pace
Scoring, CRM Integration,
• No Extra Cost for Social Media, Reporting • Affordable Pricing; Month-
Deliverability and More… to-Month Contracts
• Focus Usability, Simplicity • Live Customer Support –
and Manageability At No Additional Costs
29. Next steps:
Tremendous opportunity
Slides and recording will be made available.
Learn more about Act-On
Join weekly demo:
www.actonsoftware.com
Request 1x1 demo:
sales@actonsoftware.com or
(877) 530.1555
