The Right Collateral Mix to Really Support Sales – B2B Marketing and Sales Tip #235
Tuesday, May 12th, 2009Your collateral mix – do you have everything you need? Does your sales team think what you’ve created useful pieces that help drive the sales cycle? How do you know or decide when to add something new to the mix?
Wikipedia defines marketing collateral as the collection of media used to support the sales of a product or service. These sales aids are intended to make the sales effort easier and more effective.
As Marketers we should be doing regular reviews of our sales support collateral. Here at ReachForce our marketing team is responsible for not only driving new leads into the top of the sales funnel but also marketing to those who have made it into and are moving through the funnel. Each quarter as we are building out our programs we spend a good deal of time making sure we have the supporting pieces (collateral) we need to get the results our sales team is counting on. This means we have to really think through our buying cycles and what is needed to generate interest as well as keep people moving once we’ve determined they are a viable prospect.
Here’s some interesting stats from a BtoB article, Finding the Best Collateral Mix, back in January. It highlights content strategy services company Eccolo Media’s survey of 155 technology buyers, all of whom said they’d made or influenced a b-to-b technology decision in the last six months. Each was asked specifically about how they consume marketing collateral.
- White papers remain the most effective piece of marketing collateral, with 86% of respondents finding them moderately to highly influential in the purchasing decision.
Interesting – I’d love to know more about these whitepapers. How long are they? Are they grouping eBooks here? And what stage of the buying cycle are these being used? I’m guessing in the “gathering information phase?”
- Product brochures and data sheets were the most frequently consumed collateral type, yet they were also most frequently ranked as the least influential.
I consider these must haves and I agree that most people probably don’t read them but people seem to ask for them so you have to have them.
- Somewhat surprisingly, the majority of respondents viewed digital content on the desktop rather than printing out the content.
Not really surprising to me. We seem to be more conditioned and comfortable getting all information online. Printing it doesn’t give it more credibility. And hey Al Gore, your message is getting out there….
- The majority of respondents (54%) used collateral for the first time in the presales cycle, before they’d spoken with a sales rep or had had any contact with the company.
Interesting, not surprising but interesting. This means we have to make sure we have everything online. This doesn’t mean you need new content just make sure what you have is out there.
So all of your marketing communication marketers out there - your sales team needs you. Before you start your long list of things to write, ask your sales team if each piece on your list will help them win a new customer. If not, scatch it and ask them what they need instead.
SEO for Press Releases - B2B Marketing and Sales Tip #215
Wednesday, March 18th, 2009
We launched our new search optimized website yesterday. Thank you Leigh Anne for all your hard work! After many months of research and lots of copywriting, we are all set and ready for the inbound leads to start pouring in.
As part of the new website launch we are also doing a PR blast. Anyone that knows me well knows I’m not a PR person. I get that it has its place but PR has always been very difficult to measure. So instead of perfecting my PR skills, I’ve almost always outsourced this function.
But now, with social media and some pretty simple analytics we can see where we our visitors are coming from so we’ve built a PR program around the new launch. To get over my dislike of writing news releases I’ve convinced myself that we’re doing these to support our SEO efforts as well as our overall awareness goals.
Here’s a few tips we used when drafting these announcements:
- Writing for our audience – we want to be sure that our audience understands our news and sees the value in what we are announcing, this is key to supporting out SEO efforts. Important thing to remember here is the news comes first, SEO 2nd. You have to make sure you don’t confuse or dilute your news by trying to overuse keywords or keyword phrases.
- Decide on your keywords before your start writing – this will help you make sure you are writing with these in mind. Here, Leigh Anne keeps an updated list of our top keywords and keyword phrases on our white board, this way we’re looking at them every time we go to write something. Trying to plug in your keywords afterwards will cause problems like I mentioned above.
- Links, links, links - be sure to link keywords in your press release back to pages on your website. Best strategy includes already having optimized these pages with the same keywords.
- Optimize the important stuff – Be sure you are including your keywords in the most important places - your headline, your subhead, your boilerplate and your first paragraph.
- Press Release Grader - once again, a cool free tool from the folks at HubSpot. Just copy and paste your press release in and it will grade the release based on language, content and SEO. Don’t worry if you score a little low at first, it will give you tips for improvement.
- PRWeb – it’s what we use here – it’s worth it to upgrade (we use SEO visibility package). You will be able to:
- add links
- add images
- include in your own RSS feed
- add Technorati tags
- use SEO tools and statistics
We have seen some really great results since we started optimizing our releases. From one release alone, we got over 100 new leads in a day. It definitely makes the extra effort worth it.
Book Club Wrap-Up - ReachForce Book Club
Tuesday, December 30th, 2008Hope you enjoyed this quarter’s Book Club series. Just in case you missed an eBook or whitepaper we read and discussed, below are the links to them and what we had to say about each of them.
- HubSpots’s Get Found Online
- What we had to say…
- David Meerman Scott’s The New Rules of Viral Marketing
- What we had to say…
- ConnectDirect’s How to Choose your Carrot: Effective Lead Generation Offers for High-Technology Marketers
- What we had to say…
Happy Reading. We look forward to sharing even more B2B Marketing and Sales tips with you in 2009.
Get Found Online – ReachForce Book Club
Thursday, November 20th, 2008HubSpot’s ebook, Get Found Online, is right on the money. Today’s marketing is changing from outbound to inbound, and “consumers are going to the Internet to start their purchasing process.” For businesses to remain competitive, their websites need to be found online through search engines, the blogosphere and social media sites.
Luckily, this eBook gives detailed steps on how to be found on each of these inbound marketing techniques. Here is a short outline which should entice you to read the eBook for all the great how to tips (pages 5-9) to get found online.
How to get found on search engines:
- Find Keywords - choose keywords that your target market is using
- On-Page SEO - place keywords in the page title, URL, headings and page text
- Off-Page SEO - build more links
- Measure & Analyze
How to get found on blogs:
- Read - other industry blogs
- Comment - join in on the conversation (even link back to your own blog)
- Write - find the right blog software, blog weekly and promote your blog
- Measure & Analyze
How to get found on social media:
- Guidelines for Engagement - join communities and provide useful information, don’t just sell your company
- Publish, Share, and Network - everyone can publish and share anything, everyone can network with anyone (through content placement sites, linking to others an online communities)
- Measure & Analysis
I manage all the online media for ReachForce, and found these tips extremely useful. It is really cool to see how many people go to our website from our blog and social media sites. Think of any other useful tips while reading Get Found Online? Please share!
HubSpot is an inbound marketing system that helps your small or medium sized business get found on the Internet by the right prospects and convert more of them into leads and customers.
No book club next week for Thanksgiving (you have an extra week to read)! Look for us on Thursday, December 4th talking about Marketo’s Best Practices in Lead Nurturing…enjoy!
B2B Marketing for $100 - B2B Marketing and Sales Tip #173
Monday, November 17th, 2008As I was working on my FREE list last week I noticed I seemed to also be building a list of things that we as B2B Marketers can do that require minimal cost, like less than $100.
- StumbleUpon advertising – be very targeted with your ad and your landing page. Each click only costs you $.05. I’ve only heard good stuff about this, we’ll be trying this one immediately.
- Long Tail PPC keywords – think niche, pick words or phrases people would use to search for your EXACT solution. The landing page is just as important as your ad. You’re goal is to convert unknown visitors into known leads. Remember you can track companies visiting your landing pages using ReachForce Convert.
- Survey Monkey or Zoomerang – both have free versions or subscription pricing (for more features) of about $20/per month. Create a survey and use it for lead generation, thought leadership or PR. People are interested in what their peers think and are doing, share your results with the participants.
- PRWeb – write a news release and link it up. Add an offer to the news release or offer additional content on a landing page with the full announcement.
- Start a blog – you can do this for free but you might consider investing in your own look (vs. stock templates and photos). Regularly updated content helps your SEO too.
- Video/Podcast Series – you can add them to your website and use them for lead generation programs. Get a FLiP camera and set up your YouTube account and you’re ready to go. Remember to keep your videos and podcasts short and to the point.
- Email campaign - If you don’t already use an email or marketing automation system, check out VerticalResponse. Emails start at less than $.02 a piece.
I’m sure my short list is only a beginning of things you can do for about $100, please feel free to add to the list if you’ve got more.
FREE B2B Marketing Tools - B2B Marketing and Sales Tip #171
Tuesday, November 11th, 2008Many B2B Marketers, along with most Americans, are wondering what is going on with our economy. Now that we have elected a new President, will that help? How long will this slump last? How is this going to affect budgets and jobs and new sales opportunities? While wondering all of the same things and how it will affect ReachForce, I decided to make a list of FREE things that we as Marketers can do in a recession. Some lead generating tools and some awareness building tactics, but all things you can do at no cost. Here’s what I came up with, please feel free to help add to the list.
Twitter - free social networking and micro-blogging service that allows its users to send and read other users’ updates (AKA tweets), these text-based posts can contain up to 140 characters. Feel free to share links to other good content in these micro posts too.
Here’s 10 tips for building a following a Twitter.
Commenting on other industry thought leader’s blog or other blogs related to your business - Get in on the conversation and get your view point out there.
Submit your best practice content to free sites - The content will be indexed by the search engines allowing people to find your article when searching for something related. Some examples are Scribd, Docstoc and WhitePapers.org.
Website Grader - Website Grader is a free seo tool that measures the marketing effectiveness of a website. It provides a score that incorporates things like website traffic, SEO, social popularity and other technical factors. It also provides some basic advice on how the website can be improved from a marketing perspective.
Email signatures – Set up a standard email signature for all company emails and include things like your blog, or events you’re attending or a customer testimonial video. Easy to do and everyone that gets an email from someone at your company will also get your mini marketing message.
ReachForce Insight Lite - Do you know your best customers? Can you easily identify your target market sweet spots – markets that you sell the most or the fastest? Are there other business buyers in your sweet spot that you should be targeting with your Marketing campaigns? Download ReachForce Insight Lite on the Appexchange and see.
Re-purpose content you already have – or create a Top 10 list or a list of Top 5 things to Avoid. People love lists and you probably already have all of this information at your finger tips. At ReachForce, we’ve recently turned our best 101 blog posts into an eBook series. We didn’t have to create anything new, we just pulled the best posts and put them together in an eBook format. We’re currently using them for lead generation campaigns and getting GREAT results and feedback. Also, it has increased our daily blog traffic.
LinkedIn – just sign up and start linking up. LinkedIn is rolling out new applications and group features all the time, take advantage of these free networking tools.
Once you’ve set your profile up, check out LinkedIn Answers.
Facebook - Facebook is somewhat of a new thing for B2B Marketers, here at ReachForce we are still figuring out our strategy but know their endless opportunity out there. Here’s a few tips on getting started and promoting your business via Facebook.
Google Analytics – why wouldn’t you use this? Here’s a few more ideas on Tracking Tools.
ReachForce Convert 30 Day Trial - You are probably tracking web site visitors and your best PPC keywords, but are you capturing those visitors and turning them into actionable leads? Only 3% of web visitors fill out a form or announce themselves; what happens to the other 97%? ReachForce Convert, a software-as-a-service application, empowers Marketers to proactively target lead generation efforts at passive web visitors. Why not try it, it’s free.
Press Release Grader – “Press Release Grader rates a press release based on a checklist of criteria – from content and structure, to search optimization and link analysis. The free tool is designed to optimize a press release so it can be found more easily by media, bloggers, customers and prospects. Press Release Grader provides an analysis and recommendations that will help you improve the way your press release is structured.” It only takes a second and the recommendations for improvement are typically easy fixes. Again, why wouldn’t you use this tool?
What FREE stuff are you using out there? Please share with the rest of us. Who knows, it could save your fellow Marketer’s job.
Our New President, Barack Obama - Marketer of the Year
Wednesday, November 5th, 2008Did you know that our new President Barack Obama was named Marketer of the Year 2008? Last month, Advertising Age named Barack Obama “Marketer of the Year”. Congratulations, on both counts. It doesn’t matter if you voted Republican or Democrat this year; I think we can all agree Barack Obama took campaigning to a whole new level. As an independent first time voter, I was impressed as a Marketer by the campaign overall. The dimensions of marketing they put to use stretched my marketing brain. With the use of direct marketing, event marketing, online marketing and new media the Obama team understood the need to reach out to voters as individuals – demographics and targeting were central to the campaign.
Obama and his team understood their target demographic/markets and how to use a mix of multi touch, multi level and multimedia platforms to reach these people where they were already hanging out. By using video game ads, Twitter, an active online community, and a list of other marketing vehicles, the Obama marketing team understood the importance of motivating the younger demographics and using multiple mediums that worked for them.
B2B Marketers take note. Our new President has something to say about reaching the right audiences with the right kinds of messages through the right vehicles. Below is a list a few places you can find Barack Obama marketing. Are you there for your business and what lessons can we learn from the reach created by his campaign?
Email marketing
- event based - I would receive text messages and emails while Obama was at an event or debate
- 1:1 with key players - email messages from Barack, Michelle Obama and Joe Biden - For example, I got a message from Michelle Obama reminding me it was the last day to give money to the campaign.
Community – currently over 1 million members. Through the community supporters can:
- find information about local events or groups
- connect with other supporters
- share information or real-life stories
- donate to the campaign
PPC – 14% of Barack Obama’s online traffic in August 2008 came from paid search
New Media – Barack Obama is out there, are you?
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Polls are showing more young voters have registered to vote than ever before. I have no doubt that Obama and his team’s approach to reach them drove this involvement.
Thank you President Obama. You are proof that targeted marketing does drive real results…oh, and I’m sure your messages and positions on the issues helped too.
How to use LinkedIn Answers in Marketing- B2B Marketing and Sales Tip #162
Thursday, October 23rd, 2008Hopefully by now you have an account on LinkedIn, or at least plan on joining in the near future. LinkedIn is a professional online network that enables you to connect with classmates and colleagues, and then 6 degrees of separation later, connect with your connections’ connections.
LinkedIn’s main purpose is for business professionals to network with other business professionals. Other ways LinkedIn has become more interactive (and something you should look into) is to join groups, discussions happening within groups and what is really cool…LinkedIn Answers.
LinkedIn Answers is a great tool to showcase yourself as a thought leader in your industry, listen to what other people in your industry are talking about and find out answers to some questions you might have. I browse questions people have posted a few times a week and look for questions that pertain to BtoB marketing, lead gen, social media, etc. I will answer it or pass it along to someone in ReachForce that would be better qualified.
Recently I got our sales team on board to look and see what potential prospect’s questions are. This gives them a chance to look like thought leaders as well and gain valuable insight into their prospects needs. When you ask a question, it shows on your profile so all of your connections can see it and you can interact with anyone that answers you.
Other proof of value? Got it. Last week on one of my browses, I came upon a question that ReachForce could be the solution and passed it along to sales and now they are talking. Also at a conference I attended, one of the speakers said he was asked to be a speaker because of his answer to a LinkedIn Question. Pretty cool, right?
How to find and get started with LinkedIn Answers:
- See “Answers” in the top header
- Once clicked, scroll down and browse the categories on the right (I usually look in Marketing and Sales category)
- Start scanning questions
Have you been using LinkedIn Answers? Any tips?
The Economy, Budgets and Mid-Funnel Opportunity - B2B Marketing and Sales Tip #155
Thursday, October 9th, 2008It’s the perfect storm – tough economic times … budget scrutiny … the Q4 numbers chase … budget planning for 2009. As Reachforce CEO Suaad Sait says, this Fall is a marketers ‘oh-crap’ moment when we start asking ourselves if there is enough fuel (or money to provide the fuel) in the lead generation engine to fulfill current year sales needs and fuel 2009 momentum.
Under old school marketing rules this storm would usually lead to 1 of 2 things … 1) slam on the breaks and try to hit NOP numbers by minimizing expense, or 2) a flurry of spray and pray direct marketing activities that seek elusive bluebirds against all odds. The big problem is that neither of these well worn paths does a very good job at motivating prospects who are in the middle of the funnel.
On this note, Josh Bernoff – Forrester’s Interactive Marketing expert – made a great point in his February 2, 2008 writing entitled “Strategies for Interactive Marketing in a Recession.” It’s more obvious to some than others, but most mid-funnel contacts are logically folks who are still in consideration mode or somehow on the fence about making a purchase. Mid-funnel contacts are not only abundant, they are literally bluebirds in waiting who just need to be earned.
Companies who opt to slam on the marketing brakes in an effort to save their way to success are essentially putting all of the pressure to motivate a purchase on their sales closers. This may work in certain instances, but it’s not very strategic, scalable or sustainable. Nor is motivating these people a matter of creating awareness with direct marketing. While consistent DM needs to be happening for sake of keeping the top of the funnel fed, it rarely has the sort of impact needed to push mid-funnel situations forward.
But social marketing applications like interactive webinars, e-communities, blogs and networking sites are an effective way to align B2B marketing’s work with the things that are most critical to driving mid-funnel situations to closure I.e. – establishing credibility, delivering proof points, deep-dive Q&A, earning “trusted partner” status and best of all – a structured, pragmatic way to capture, manage and execute against those issues/objections that most often create and add to mid-funnel traffic-jams.
In his easy to read, highly recommended article Bernoff points out three important social media attributes that help recession proof your marketing plan:
- Well-designed social applications are effective. Social programs leverage the voice of the customer to get messages carried further than ad impressions. If your message resonates with consumers, their word-of-mouth is a more effective medium than any of the traditional media.
- They’re cheap. Advertising campaigns often run into millions of dollars. But Facebook pages and blogs are two examples of social programs that you can start for next to nothing. Even more sophisticated programs like a full-blown customer community typically don’t cost more than $50,000 to $300,000 to get going.
- They motivate consumers in the middle of the funnel. Social applications like discussion forums are better than advertising at helping people in the consideration phase when they’re on the fence about purchasing. In a recession, improving consideration will be more cost-effective than blasting awareness messages at resistant consumers.
Social Networking and Marketing – Are you up for the virtual challenge? - ReachForce Book Club
Thursday, October 2nd, 2008This week’s focus on The B2B Lead seems to be social networking, not sure if we planned that or if it’s sheer coincidence. Laura, Leigh Anne and I have been busy these past weeks building out our LinkedIn Profiles and making sure we are answering any of the LinkedIn Answers questions out there that apply to what we do on a daily basis. So this chapter (19) is right on time for us. Here’s a few new things we’re planning on doing or checking out in the coming weeks…
- Squidoo – Do you squidoo? We don’t currently but we will be looking into it very soon. If anyone is currently using Squidoo, we’d love to hear what you think? Does it drive the right kinds of traffic?
- Max Pipeline – like Helga in the Volkswagen example – will be out there exploring the B2B Lead Generation world and will be sharing his findings right here on The B2B Lead. Check him out on FaceBook and be sure to check back here for his updates.
- LinkedIn Groups – oh the possibilities here…
As you can see, we’re jumping in the social networking world with both feet. If you’re just getting started or considering a social plan, here’s a few other tips David recommends to get the most out of your social networking sites:
- Target a specific audience – think niche market/long tail here
- Be a thought leader – provide valuable and useful information, remember this is not where you do company promotions
- Be authentic and transparent – just be yourself please
- Create lots of links – links “makes the web what it is”
- Encourage people to interact with you
- Participate – you can’t just put it out there and hope they’ll come, you have to engage with others in your space.
- Experiment – if what you’re doing isn’t working, try something new – there’s definitely enough choices out there.
What are you doing? What have you learned? Please share as this is a new world for most of us. Making the leap can be scary but the benefits are there if you’re willing to work for them, right?
