We share trends, insights and key advice on how to generate more website qualified website from your digital marketing efforts, how to create more quality leads for your sales organization and how to close more sales from your digital marketing efforts.

1. What’s Next in B2B
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Digital Marketing

2. About Me
•
Sales and marketing
since 1985 (ya, I’m now
ancient!)

3. About Me
•
Sales and marketing since
1985 (ya, I’m now ancient!)
•
Agency business since
2000...digital strategy and
client solutions for DMN3

4. About Me
•
Sales and marketing since
1985 (ya, I’m now ancient!)
•
Agency business since
2000...digital strategy and
client solutions for DMN3
•
Insights, strategy, ideas

5. Lorem Ipsum Dolor
What’s Next in B2B

6. Lorem Ipsum Dolor
Photo Creative Commons License
http://www.flickr.com/photos/chrisdlugosz/

7. Lorem Ipsum Dolor
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Aliquet sed. Lorem ipsum dolor sit amet, ligula
suspendisse nulla pretium, rhoncus

8. Lorem Ipsum Dolor
“Gentlemen,!
this is !
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a football”!
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•
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9. Fundamentals
!

10. Fundamentals
Virtuosity

11. Fundamentals
Virtuosity
Mastery

12. Virtuosity
performing the common
uncommonly well

13. Average Grade: 53

14. Average Grade: 53

15. Average of
Today’s Webinar
Attending
Companies:
61
Average Grade: 53
Find Your Effectiveness Grade @
http://marketing.grader.com/

16. “If you build it, they will come.”

17. “If you build it, they will come.”

18. 634 million websites as of December 2013
Number of Websites

19. 634 million websites as of December 2013
3.8 Billion Indexed Pages Wednesday, September 18th,
2013
Number of Websites
Number of Web Pages

20. 15 million Facebook Pages as of March, 2013
634 million websites as of December 2013
3.8 Billion Indexed Pages Wednesday, September 18th,
2013
Number of Websites
Number of Web Pages

21. You Are
Here

22. Traditional Marketing Model
Website
Social Media
Email
Public
Relations
Company
Brand
Mobile
Print
Direct Mail
Content
Reputation Mgmt
Organic Search
Paid Search

23. 3.0 Marketing Model
Website
Social Media
Email
Public
PR Relations
!
Mobile
Print
Direct Mail
Content
Reputation Mgmt
Organic Search
Paid Search

24. 88%
Percentage of individuals conducting online
research before buying a product or service
Source: Pew Research, 9/29/10
Photo Courtesy Creative Commons License
http://www.flickr.com/photos/83532250@N06/

25. 66%
Percentage of individuals who rely consumer-generated
media sources to help form their buying selections.
Source: McKinsey “Consumer Journey” Report 2009

26. The Goal of Marketing Today:
Get Found
Photo Courtesy Creative Commons License:
http://www.flickr.com/photos/karen_od/

27. Trend #1
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SEO has Changed
What’s Next in B2B

28. SEO Then
SEO of the Past Was A Small Set of!
Mostly Technical Tasks

29. and Now
SEO of the Past Was A Small Set of!
Mostly Technical Tasks
SEO NOW Encompasses a Huge Range!
of More Complex Responsibilities

30. Trend #2
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Content Rules
What’s Next in B2B

31. Lorem OR Dolor
Ipsum
What’s Next in B2B

32. Trend #2
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Inbound Rules
What’s Next in B2B

34. Graphic: SEOmoz

35. Graphic: SEOmoz

37. Content Matrix

38. Strategy
Strangers
Tactics
Inbound
Marketing
Approach
Attract
Traffic
Blog
Social Media
Organic Search
Paid Search
Close
Customers
Convert
Leads
Visitors
Calls to Action
Unique Content
Landing Pages
Contacts
Leads
Delight
Customers
Customers
Email Marketing
Lead Nurturing
CRM Integration
Promoters
Social Media
Smart Calls to Action
Email
CRM Integration

39. Best
Better
Good
More Site Pages = More Site Traffic

40. Best
Better
Good
15 or More Posts/Month = 5x more traffic

41. Best
Good
Better
More Blog Posts = More Leads

42. Trend #3
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Connect the
What’s Next in B2B

43. nt
nte
sit
e
cia
So
ail
Em
ia
ed
g
tin
rke
lM
Ma
M
SE
O/
SE
Co
We
b
Silos?

44. Integrated Ecosystem

45. Trend #4
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Everything is Digital
What’s Next in B2B

46. Lorem Ipsum Dolor

47. Lorem Ipsum Dolor
Scan to Download Our
Jobs App

49. Trend #5
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Be Responsive
What’s Next in B2B

50. See how your site looks @ The Responsinator

51. What % of emails are
opened on mobile
devices?

52. 47%!
Study of over 250 million email opens
worldwide by analytics provider Litmus

53. What Experience Are You
Providing?
Poor
Better
Excellent

54. Trend #6
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Get Automated
What’s Next in B2B

55. Marketing
Automation
intelligence, automation, workflows

57. Trend #7
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Marketing is Sales
What’s Next in B2B

59. “The goal of
marketing is to
make selling
superfluous”
Peter Drucker

60. Your Digital Makeover
Before
After

61. Step 1:

62. Audit and Evaluate
Who?
Your Digital
Presence
Your Top
Competitors
Your
Customers
Quality Trumps Quantity

63. Audit and Assess What?
Keywords
Content
Links
Social
Design
UX
Calls to Action
Lead Nurturing

64. How?

65. Outcome
B
GAP
A

66. Step 2:Transformation Matrix
Raise
Eliminate
Create
Reduce

67. Step 3: Mind Map

68. Step 4: Prioritize
Short Term
Long Term

69. Five Closing Practical Tips
Photo Courtesy Creative Commons License
http://www.flickr.com/photos/44568283@N02/

70. The Only Thing You Own
Your Website

71. 1. Create a Content Strategy
and Plan
Content

72. Different Content for Different
Buying Stages
SEE
THINK
DO

73. Different Content for Different
Buying Stages
SEE
All businesses
that buy office
furniture
THINK
DO

74. Different Content for Different
Buying Stages
SEE
All businesses
that buy office
furniture
THINK
All businesses
that buy office
furniture and think
they may need
some
DO

75. Different Content for Different
Buying Stages
SEE
All businesses
that buy office
furniture
THINK
DO
All businesses
All businesses
that buy office
that buy office
furniture and think
furniture and
they may need
need some NOW!
some

76. 2. Create Quality Traffic
Blogging
Social
Search

77. 3. Create Qualified Leads
Unique
Offers
Calls
to
Action
Landing
Pages
Lead
Forms

78. Located in
two places
on the home
page.
Hard to miss.

79. 4. Nurture Leads to Close
More Sales

80. 5. Analyze and Optimize
Monthly

81. Finally, aspire to
Virtuosity
performing the common
uncommonly well

82. Got Any?
Photo Courtesy Creative Commons License
http://www.flickr.com/photos/orinrobertjohn/

83. 11 Great Lead Generation Tips, Tricks & Ideas

84. Photo Courtesy Creative Common License
http://www.flickr.com/photos/katielips/

85. Lets Connect
•
LinkedIn: scottallancone
•
Blog: http://www.dmn3.com/
dmn3-blog
•
Email: scott.cone@dmn3.com