Week 4 lecture to DBS online marketing, sales and digital strategy course. Covers B2b content marketing, lead management, lead nurturing, automated marketing solutions, case studies

1. B2B Lead Management / Content Marketing

2. The Sales Funnel

3. Traditional Funnel

4. The problem

6. Terminology

9. Hubspot – Inbound Marketing Company view

10. The solution Buyer Journeys, Lead Management and Content Marketing

11. The Buyer Process

13. Buyer Stage Q & A

14. Components of a successful B2B Marketing Programme

17. Lead Management Process

19. Key lessons to implement lead management

21. Economics of the funnell

22. Content Programme

24. Sample Content Plans

25. Relevant B2B Content

26. Business to Business Case Studies

27. CrownPeak

28. Altimeter Group

29. American Express

30. Alterian

31. Marketo

32. Intuit Business Services

33. Eloqua

34. MarketBright

35. Salesforce.com