An overview of what we do, and how we do it, to provide lead generation, digital and internet marketing, and marketing automation services to B2B firms. Based in Philadelphia; but work worldwide.

1. Get Ahead of
Your Competition

2. Welcome
A Capabilities Presentation for
YOU

3. About NuSpark Marketing
•Founded in 2010; Team members average 25 years of
experience
•Philadelphia based; virtual team of experts
•Provides the process, consultation, strategy, tactics for
firms that need better lead generation, lead nurturing,
and funnel optimization
•Founder Paul Mosenson is a long-term Media Director
and has been managing digital campaigns for 15 years
successfully, and media campaigns for 25 years

4. Top Marketing Priority B2B
Service Firms: Leads!

5. Same Goals from
Manufacturing Firms

6. Your Goals
1. More Visitors to the
Website
2. More Lead
Conversions
3. Shorter Sales Cycle
4. More Sales
Opportunities
5. Increase Market
Share
6. Better Marketing ROI
7. More Profit

7. Website Visitors
Inquiries
Leads
Opportunities
Funnel
Sales
Optimization
Profits From Lead Generation
To Sales Resolution

8. What If…. (At least!)
5% more visitors to your
website/landing pages
5% more lead
conversions
20% more sales
opportunities

9. Before and After Example
Assumptions
Average Profit Per Funnel Metrics: SAL to SQO: 50%
Deal: $5,000 Inquiry Rate: 5% (Sales Opportunity)
Monthly Demand Gen Inquiry to MQL: 20% Close Rate: 20%
Spend: $10,000 MQL to SAL: 60%
Incremental Spend for
Nurturing: $5,000
Current Optimize
5,000 Visitors 5,250 (5% more)
250 Inquiries 525 (10% rate)
15 Opportunities 32
Nurturing Factor Adj. 38 (20% nurturing)
3 Sales 8
50% ROI 167%
Like it!

10. B2B Buyer Behavior
70% of buyers begin their
search for solutions online
70% of buyers start their
research by visiting a vendor’s
website or landing page
78% of buyers start their
purchase process with informal
information gathering
59% of buyers engage with
peers during the buying process
2010 DemandGen
Report

11. Content Is the Key
When Targeting Messages That Satisfy
Needs of Your Prospects, Engagement
Occurs, and Leads are Generated
Value
Proposition
Target Engagement Buyer
Audiences Personas
Message
Modeling

12. The Problem With Websites
Wrong Right
Brochureware Engaging/Inviting
Boring Optimal Usability
Corporate
Communicates Benefits
Not Optimized for
Conversion Clear Call-to-Action

13. Content Marketing…..
Develops trust Drives traffic to Educates and
by providing websites and informs as the
buyers with info landing pages; lead develops,
that helps them persuades the fuel of a
make decisions prospects to robust lead
and reducing convert via nurturing
organizational forms program
risk

14. Sample Content Roadmap
Website
White
Blog
Papers
Case Solution Byline Guest Email
Datasheets
Studies Briefs Articles Blogging Newsletters

15. And, Content via Social
Improves SEO

16. We Manage the Content
Process
•Buyer Persona
Development
•Buying Stage
Mapping
•Topic by Buying
Phase
•Editorial Calendar,
with Keyword IDs

17. Approach
Assess
Recommend Optimize
People Platforms Strategy Tactics

18. Assessment
•Goals/Challenges
•Audience
•Personas
•Content/Message
•Funnel Metrics
(Conversion rates)
•Lead Generation/
Demand Generation
•Social Media
•Digital
Destinations/Website
•Lead Nurturing/ Email
Marketing
•Analytics and
Measurement

19. 1st, The Development Plan
•Strategic Roadmap
•Market Research
•Buyer Personas
•Value Proposition
•Competitive Analysis
•Database Review
•Message Modeling/
Content Mapping

20. 2nd, The Conversion Plan
•Website:
Content/Design/ Usability
•Landing Pages
•Demand Generation
(webinars, white papers,
demos, sign-ups, trials,
blogs, podcasts)
•Calls-to-Action
•Analytics &
Measurement- Conversion
Goal Identification

21. 3rd, The Attraction Plan
•Traditional Media
•Digital Media
•Social Media
•Pay-Per-Click
•SEO
•Direct Marketing
•Public Relations

22. 4th, The Nurturing Plan
•Lead Qualification/ Lead
Scoring
•Marketing Automation
•Content Planning &
Execution
•Email Strategy
•CRM Integration
•Hand-off to Sales

23. Lead Nurturing with Marketing
Automation
“Marketing Automation is a technology platform (SaaS)
that allows you to capture, score, qualify, and nurture
prospects by automated processes and drive revenue
using trigger-based, multi-touch communication.”

24. Marketing Automation
Benefits
•50% more sales ready leads at
33% lower cost (Forrester)
•10% or greater revenue in 6-9
months (Gartner)
•9.3% higher sales quota
achievement (CSO insights)
•Relevant emails drive 18x more
revenue than broadcast emails
(Jupiter)
•40% greater deal size
(Aberdeen)

25. And That’s Because…
•When leads are scored, only quality-
sales/ready leads go to Sales; and that
increases win rates
•Content educates prospects; leads are
nurtured based on behavioral triggers that
indicate interest; so Sales can focus on
continuing the education process knowing the
prospect’s interests and needs
•When trigger events occur (website visits,
downloads, etc) Sales is alerted immediately,
meaning faster prospect contact; which
increases close rates
•By understanding the behavior of their
prospects; and having relevant content
distributed in a timely manner, Sales can
personalize their sales process; and that
accelerates closes as well

26. Do You Have a Plan for Each of
These?
Paid Media
Demand
Social Media
Generation
Measurement Digital Media
Search Engine
Pubic Relations
Visibility
Content
Marketing

27. How: The People
Local and national consultants
•Average 25 years of marketing
experience each
•2-SEO specialists, 3-social media
specialists, 1-audio/video specialist, 1-
market research specialist, 1- public
relations specialist, plus designers and
conversion specialists
•8 national content directors; all expert
at branding, demand generation, and
lead nurturing content
•1 media and search marketing
specialist; Paul Mosenson
All collaborate under a project
manager; thus one contact
representing entire lead
generation team

28. How: The Platforms
Recommend lead
generation platforms;
negotiate custom
proposals, manage
the implementation.
Platform categories:
•Lead Management
•Social Media
•Search Marketing
•Content Management
•Website Usability
•Conversion Optimization
•Marketing Automation
•Multi-Channel Tracking
•Analytics & Measurement

29. How: The Process
Optimizing the Lead-to-Sale Funnel

30. Oh, We’re Big on Analytics &
Measurement

31. Benefits of Working With Us
•Collaborative: We brainstorm
solutions as a team.
•Experienced: We all have
corporate experience
•Flexible: We’re here to
complement your team; not
replace them. We fill in the gaps
and optimize results.
•Cost-Effective: Since we are an
alliance of consultants, the low-
overhead savings are an
advantage
•Results Driven: We’re not
satisfied unless your firm is
growing; and we’ll go the extra
mile to achieve your goals

32. Our Values
•We fully immense ourselves with your marketing goals, target
audiences, and culture so that we truly understand your business
•We focus on 24/7 customer service. We treat every client the same;
no pecking order. No matter how large or small, every single
relationship is equal in our view
•We spend your budget like its our own; our goal is to maximize
investment-seek the best deals, the best promotions, the best added-
value. We strive to drive results like no other firm
•We will continually optimize and audit to make sure you’re getting
the absolute best value
•We pride ourselves on win-win relationships. By creating professional
one-to-one relationships with vendors, we typically get increased
value and that means increased ROI for you

33. Thank You; Questions?
NuSpark Marketing
610-604-0639
pmosenson@nusparkmarketing.com
www.nusparkmarketing.com
We are happy to help you!
Paul Mosenson, Founder