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101 B2B Marketing and Sales Tips
from The B2B Lead
Driving Leads to your website through paid search advertising,
search engine optimization, blogging and more
Online Marketing
VOLUME ONE
PRESENTED BY
30 OnlineMarketingTipsforDrivingLead Generation
Today, onlinemarketing is vital to any integrated marketing program. With so many new avenues for reaching prospective buyers, we as B2B Marketers have to think outside of the
box to stand out in the crowd. From significant improvements in marketing program metrics to greater efficiencies in your sales funnel, employing new onlinemarketing tactics can
create immediate benefits, if done right.
In this collection of 30onlinemarketingtips from The B2B Lead, you will find information on the basics of SEO, optimizing your video for the web, boosting your blog using twitter,
how to measure your online successes and much more. Here’s a few of the included tips in this eBook:
• UsingPressReleasestoDriveWebTrafcandLeads
• BoostYourGoogleJuicewithLinkBait
• InvestintheRightToolstoTracktheMetricsThatMatter
• DiveinandJumpstartSEOWithaQuickStartPlan
• PracticeMetrics-BasedCopywriting
• TwittertoAttractReaderstoYourBlog
If you like what your see here, be sure to check out http://www.theb2blead.com for more B2B Marketing and Sales tips.
Contentcontributedby:
ScottDaughtry,SEOSpecialist
Kyle Flaherty of www.engageinpr.com
AmyHawthorne,DirectorofMarketingatReachForce
PamO’NealMickelson,VPofMarketingatBreakingPoint
LeighAnneWallace,MarketingCoordinatoratReachForce
101 B2B Marketing and Sales Tips from The B2B Lead
PRESENTED BY
VOLUME ONE • Online Marketing
2
101 B2B Marketing and Sales Tips from The B2B Lead
PRESENTED BY
VOLUME ONE • Online Marketing
3
Table of Contents
Search Engine Optimization and Paid Search Advertising
1. DiveinandJumpstartSEOWithaQuickStartPlan
2. BoostYourGoogleJuicewithLinkBait
3. 2008istheYearofDigitalOmnipresence
4. OptimizeYourVideoforSEOResults
5. SearchEngineOptimization(SEO)Checklist:Step1-StartwithSEM(alaGoogleAdwords)?
6. PracticeMetrics-BasedCopywriting
7. SproutWidgets,MashupsandOtherGreatContentThatDrivesSEO
Blogging
8. Blog Basics
9. PageTitlesareImportant
10. KeepYourBlogonTracktoSupportSEOandOtherBusinessObjectives
11. MeasuringtheEffectivenessofYourCorporateBlog
12. WantBloggerstoWriteAboutYou?MakeSureYourWebsiteisBlogger-Friendly
13. TwittertoAttractReaderstoYourBlog
14. Blogging to the Beat
15. EverythingIKnowAboutB2BBloggingILearnedfromPerez
16. Re-thinkBlogROI
Social Media
17. WhenitComestoSocialMedia:PlayBytheRules
18. ACaseStudyinViralVideoMarketing-TheB2BLeadVidcast
19. PutThese20IdeasintoActionforB2BViralMarketingSuccess
20. Building a Following on Twitter
21. LearnFromthe6CsofSocialInuenceMarketing
Other
22. UsingPressReleasestoDriveWebTrafcandLeads
23. TagCloudingYourLeads
24. WebAnalyticsforB2BMarketers
25. MakeSomeImaginaryFriendsAKAaPersona
26. WhenInvestinginNewMediaProgramsTracktheMetricsThatMatter
27. InvestintheRightToolstoTracktheMetricsThatMatter
28. CreatingFormsforContent-HowMuchistooMuch?
29. 10SignsYouPickedtheWrongWebDesignAgency
30. KeywordOptimizationforPressReleases
101 B2B Marketing and Sales Tips from The B2B Lead
PRESENTED BY
VOLUME ONE • Online Marketing
4
Dive in and Jumpstart SEO With a Quick Start Plan
Attention Conservation Notice: The following post provides quick tipsfor Search Engine Optimization (SEO) and six-step plan for getting started.
Youmightcallmeafast-followerwhenitcomestoSearch Engine Optimization. I resisted for some time because the prospect of researching and sorting through hundreds of
keywordsandapplyingtechniquestooutwitGoogle’sever-changingalgorithmsseemedsodaunting.Icanbarelyspellalgorithm,afterall.Thenaslewofindustrysurveysshowed
thatanywherefrom80to90percentormoreofB2BtechbuyersstarttheirresearchandbuyingprocessonGoogle.
Well,thatwasawake-upcall.So,lastyearImadeSEOahigherpriority.IshiftedthefundsfromonlineadvertisingintoSEMandaReachForcerole-based database build. (That
way,IcouldcoverbothmyInboundandOutboundbases.)IalsomaintainedmyinvestmentsinPRandsomekeysponsorshipstocoverthebrandawarenessanddriveInbound
trafc.Then,Ipulledresourcesandfundsthathadbeenspenttryingtokeepupwithendlesscampaigndesignanddevelopment,andre-focusedthemonsocialmediaandSEO.
It’strulyamazinghowquicklyyoucangetresultslikePage1Googlerankingswhenyoufocusresourcesonboostingaparticularpageranking.Hereareafewtipstohelpyoudo
the same:
Investintherighttools:Thereareliterallydozensoffreeandlow-costSEOtoolsthatyoucanusetogetalayofthelandandassessyourbestSEOprospects.Ofcourse,Google•
providesseverallikeGoogleSuggestandGoogleTrends.AnotheroneofmyfavoritesisWordTracker.And,anewtoolIamusingrightnowisHubSpot.HubSpot’sVPofMarket-
ing,MikeVolpemakesagreatcaseforSEOintheHubSpot Inbound Marketing blog. More about that another time.
Don’tjustgoforthehighlycompetitivepopularterms.Considernicheorlongtailkeywordsterms.Therearedozensofkeywordswithsignicantsearchtrafcthathavelittle•
competition. Optimize for all of them and the numbers add up.
IntegrateyourPRandSEOeffortstoensureinboundlinksfrompressreleasessupportyourstrategy.•
Makesureyour“anchortext”onin-boundlinksisoptimizedtoprovidethegreatestSEOvalue.•
Optimize with a conversion strategy in mind.•
Leverageyour“educational”assetsforlandingpagesandsocialmediasiteslikehubpages.com,scribd.com,ickr.comandothers.•
Here’s a quick plan for getting started:
InformationGatheringSession:Justlike• data cleansing,itcanbedifculttoknowwheretostartwhenitcomestoSEO.Pulltogetherateamtodiscussandprioritizeobjectives
andscopeyourinitialproject.
Research:Reviewyourmarketingobjectives,competition,andyourwebsiteandblogtogetalayofthelandandidentifylow-hangingfruit.•
Produceaplanandguidelinesforoptimizingyourtopveweborblogpages.ThisshouldincluderecommendationsforURLs,internallinkbuilding,metatags,pagecontent•
updates,blogcross-linkingandaconversionstrategyforeachofthosepages.
Thenbegintobuildyourinboundlinkstothosepagesbyleveragingothersites,partners,blogs,socialmediasites,portals,andotherhigh-value(notspam)paidlinkdirecto-•
rieslikeYahoo.
ReviewandRevamp:AfterthepageshavehadsufcienttimeforGoogleIndexingreviewtheprojectandresults,andadjustthecomponentsoftheprogramifnecessary.•
IrealizethispostpresentsafairlysimplisticviewofSEO.Itis,inreality,averycomplexandoverwhelmingdiscipline.Butthisisaquickplanforhoppingonthemovingtrain.You
will, of course, learn more through trial and error and there are numerous online tutorials that will help you hone your skills.
101 B2B Marketing and Sales Tips from The B2B Lead
PRESENTED BY
VOLUME ONE • Online Marketing
5
Boost Your Google Juice with Link Bait
Attention Conservation Notice: The following post provides a list of different types of link bait and key considerations for making sure the link bait is effective.
Encouraginginboundlinkstoyourwebsiteisasure-rewaytoimproveyourSEOperformance,inotherwords,toboostyourGooglejuice.Oneofthebestwaystobuildthosehigh-
value inbound links is to produce “link bait” by delivering valuable content that encourages others to link to you.
NickWilson,acontributingwriterforSearch Engine Land, recently wrote about the various forms of link bait that web marketers use to drive inbound links to their web site content.
Here’s a summary of the three types of link bait according to Wilson:
Textual Linkbait:• … any kind of page content that takes no more technical skill than being able to type. This kind of link bait is very accessible as the only real cost is time.
With good imagination and research, you can quickly devise a series of posts designed to attract links.
Site Based Tools & Software:• …functionalscriptsthatrunonawebsite.Thesevarywidelyinnaturedependingonthesite.Agoodexampleinthesearchmarketingworldis
theNetQoSnetwork latency calculator.
Widgetbait: • The holy grail of link baiting in 2007 will be the widget. In late 2005 and early 2006, I came up with a linkbaiting concept to put my previous company, Perfor-
mancing, on the social media map. That idea was the Performancing Blog Editor Firefox extension that has achieved nearly half a million downloads on Mozilla alone.
Iwouldalsoaddtothis:visualorgraphicslinkbait.Bloggersandjournalistslovevisualsanddiagramsthathelpcommunicateapoint.ApopularexampleofthisistheSocialMedia
fatigue visualAndrewShuttleworthcreatedusingMind Managerowchartingsoftware.
Here are a few tips on making sure your link bait is effective:
1. Make it relevant and useful to your target audience to drive the right types of links and web traffic.
2. Make sure it supports your brand.
3. Don’trequireregistrationtouseit,butdoembedoffersformore(thisrequiresaconversionstrategy).
Whilelinkbaitingcanbecontroversial,itseemstomethatithasresultedinsomanynewfreetoolsavailabletousers.Howcanthatbeabadthing?
101 B2B Marketing and Sales Tips from The B2B Lead
PRESENTED BY
VOLUME ONE • Online Marketing
6
2008 is the Year of Digital Omnipresence
Attention Conservation Notice: The following post contains ideas for helping B2B marketers secure multiple page one listings on Google and Yahoo.
More tidbits from SMX West have been posted to Web Pro News byJasonLeeMiller.Apparently,digitalomnipresencewasthehottopicattheevent.AccordingtoMiller,“the
discussionsurroundingsearchisnolongerjustaboutsecuringyourplaceinasame-for-everybodytop-tenlistofsearchresults.Thediscussionisaboutbeingeverywhere;it’sabout
establishing a case for digital omnipresence.”
Now,Iwasn’tthere(unfortunately),soIdon’tknowthefullstoryondigitalomnipresence,butitsoundsverysimilartotheconceptspromotedbythefolksatStomperNet.AsaB2B
Marketer and a follower of StomperNetstrategies,Ihaveexperiencedtheresultsrsthandandamhooked.Today,it’snotenoughtohaveonelistingonpageoneofGoogle.I’m
driventosecuremultiplepageonelistings.Andthatismadefareasierbypostingvaluable,actionablecontentinamultitudeofformats–webpages,blogposts,video,podcast,
etc.
WhenyoulookattheresearchonB2Btechbuyerbehavior,it’seasytoseewhy.Researchfromnumeroussources,includingMarketingSherpa,indicatebetween85to98%of
B2BtechnicalbuyersinNorthAmericausetheGooglesearchengine.Yahoodominatesinotherareasoftheworld.And,reportspublishedbyStomperNet,Enquiro and others
showthatadoublelistingatthetopofGooglenotonlyboostsbrandafnitybutgeneratesmorethan2Xtheleadsofasinglelisting.Difculttoarguewiththoseodds.
And,it’snotenoughtosecureorganiclistings.EnquiroResearchsuggeststhatB2BtechnicalbuyersstarttheirresearchintheorganicorSearchEngineOptimization(SEO)listings
ofsearchenginesandtheirpurchaseprocessintheSearchEngineMarketing(SEM)orpay-per-click(PPC)ads.What’smore,MarketingSherpareportsthatorganiclistingsdraw
75%oftheclickthroughtrafc,whileSEMdraw25%.Clearly,whentargetingthetechbuyer,itisvitaltobeinbothplaces.
To succeed online, B2B marketers are going to have to learn how to present their brand and their corporate and thought leadership messages everywhere, in many different for-
mats. We will have to drive demand, build brand awareness, establish thought leadership and a community of interest using social media, traditional media and Search Marketing
techniques.
One way to do this is to optimize a variety of different types of content for broadly searched/highly competitive terms. However, securing a top listing for competitive terms requires a
significant time and resource investment so it is not an option for many B2B marketers. Even with the longterm commitment required for success here, I’m not advocating that B2B
marketersavoidthesekeywords.Justtheopposite.Goaheadandoptimizeforthoseterms,butuseSEMprogramssuchasGoogleAdWordsandcontextualPPCadvertisingtollin
gaps and “be there” when both researchers and buyers are searching. Then, leverage new media program elements including your blog and social media/Web 2.0 sites to secure
highvalueinboundlinks.Asteadyinvestmentintheseprogramswillhelpmovetheselistingsclosertothetopofthesearchengines.
Afarfasterapproachtotoplistings,istargeting“long tail” terms—keywords that have moderate search
volumes and are relatively easy to dominate quickly.
TargetingthesetermsshouldenableyoutosecureadoubleortriplelistingatthetopofpageoneofGoogle
orYahoo.AtleastuntilGooglechangesitsalgorithmagain!Onceagain,itisimportanttousesocialmedia
programelementssuchasablog,socialmedia,socialbookmarking,PR,andhighvaluelink-buildingto
secure the best results.
101 B2B Marketing and Sales Tips from The B2B Lead
PRESENTED BY
VOLUME ONE • Online Marketing
7
Optimize Your Video for SEO Results
WhilepreppingformyupcomingpresentationonViralMarketingfortheMarketing Sherpa B2B Summit, I ran across this excellent posting on http://seo-space.blogspot.
com/2007/09/14-best-practices-and-tips-for-video.html. Here are three of the 14 best practices listed in the article:
1. Make sure that your video clips are relevant and informative-Forstarters,ensurethatyourvideoprovidesusefulandinformativeinformation.Videosthatdemonstratestep
bystepproceduresaregreat,videosthatexpressanopinionaboutaspecictopiccanbeusefultoo.Videosthathavenothingtodowithyourbrandorserviceofferingorare
generalorvagueinnaturewilljustconfuseyouraudience.
2. SEO Video Optimization Fundamental Tip #1:GiveyourvideoaCatchyTitle-Videocanbeusedtobringvisitorstoyoursite.Onewaytogetuserstoviewyourvideoistogive
it a catchy title that contains a related key phrase that is relevant to your product, service or brand.
3. Use Video as a Portal to other Content on Your Site -UploadacoupleofvideostoportalslikeYouTubeandprovidelinksbacktorelatedcontentandothervideosonyour
site.
AccordingtoB2BMagazine,currentlyonly1%ofthevideosonYouTubearepostedbybusinesses.ButIcantellyoufromexperiencethatviralvideoisagreattoolforB2BMarket-
ers for both brand awareness and demand generation.
Marketing WTF? - This Marketing Geekout Moment Brought to You By StomperNet
Quick–howcanunderstandingthescienceofvisionandcognitivepsychologyhelpyouboostB2BMarketingleadsandrevenue?
TheClickFuMastersatStomperNetjustpostedthisintriguingvideo tutorialtohelpB2CandB2BMarketersboosttheir“ClickFu.”Theteamexplainsthat
understanding the function of the human eye and brain can help you improve marketing results and drive more revenue.
First,theeyes:StomperNetadvisesMarketerstounderstandthefunctionoftheeyeandvisitorblindspotstoimprovelandingpagedesign.Well,that’sano-
brainer.But,theygofurtherexplainingthatprimalman’seyesweredesignedfortwopurposes:toeatandavoidbeingeaten.TheFOVEA,designedfornding
foodtoeat,issensitivetonedetailsandcolor.ThePeriphery,designedtoavoidbeingeaten,istunedtomotionandcontrast.Understandinghowtomake
appropriate use of color, organization, and design details while employing the right structure to the page can help Marketers boost conversions by more than 25
percent.
Now,thebrain:StomperNetadvisesyoutounderstandthelinkbetweenvisionandbehaviorsothatyouunderstandwhya#10resultonGooglewillgetyou
moreclicksthana#6or7position.Basically,theircognitivepsychologistadvisesthat:EasywinsoutoverGoodorBetter.Makeuserfeelitwillbeeasytoget
whattheywantandthey’llstaylongerandlearnmore.Understandyourvisitors’goalandwhattheyneedtoachievethegoal.
Butthat’sjustthebeginning.Thisisdenitelyavideothatisworthwatching.
101 B2B Marketing and Sales Tips from The B2B Lead
PRESENTED BY
VOLUME ONE • Online Marketing
8
Search Engine Optimization (SEO) Checklist:
Step 1 - Start with SEM (ala Google Adwords)?
Most website owners eventually come to the conclusion that to have any success getting traffic to their site, they need to do one of three things: optimize the pages of their website
(SEO),startapay-per-clickcampaign(SEM),ordoboth.Inanefforttosavemoney,mostpeoplewilltellyoutogothefreerouterst–thatis,worktooptimizeyourwebsiteand
hopethatyourpagesgetindexedhighinthesearchengines.I’mheretotellyouacoupleofreasonsyoumaywanttoconsidershellingoutsomemoneyonapay-per-click(PPC)
campaign first.
Forthoseofyouwithlimitedbudgets,youmaybeaskingyourself–whyspendmoneyonaPPCenginelikeGoogleAdwordsbeforetakingadvantageofeverypossibleopportunity
togetfreelistings?Mybestanswertothisquestionisthatdoingsowillsaveyouweeksorpossiblymonthsoffrustration.How?Whenyoubeginoptimizingyourwebsite,youhave
no idea what will drive potential customers to your site, let alone what will prompt them to buy. Sure, you hopefully will do some keyword research ahead of time, but you still won’t
knowwhichkeywordswillultimatelybringyouthetargeted,motivatedtrafcyouarelookingfor.Asidefromthat,youhavenoideaifGoogleorothersearchengineswillevenlist
your pages anywhere near the top (check out the chart below to see why being above the fold on page 1 is essential in a competitive b2b environment). In the end you may end up
spendingalotoftimeandeffortwaitingtogainthatrstpageresultonlytobedisappointedbecauseyoushowuponpage10.Alternatelyyoumayshowuponpage1,butendup
getting the wrong type of traffic resulting in few or no leads/sales.
Eyetrackingstudy:Areasofthepagesearchersfocuson
Nowlet’sconsiderthatyoudothesamekeywordresearch,butsetupaGoogleAdwordsaccountrstandwaitto
optimizeyoursite.WithAdwordsyoucanbeupandrunningadsinminutesinsteadofwaitingdaysorweekstoget
indexedbyGoogleintheorganic(free)listings.Youcanalsoguaranteevisibilitywithintheeyetrackingsweetspot
fromthechartabove.Nowyoucanbegintesting.Youcantestwhichkeywordsaregettingthemostconversions,
which ad copy resonates best with your target market, and which landing page copy convinces people to fill out
their information. Once you begin gathering this data, you can begin transitioning the things that work to your web-
site;youcannowbecondentthatyouroptimizationeffortswillnotbeawasteoftime.It’slikehavingtheultimate
focusgroup;peoplefromalloveraretellingyouwhichkeywordstheyareinterestedinwhenlookingforproductsor
servicesyousell.Youwillnowknowexactlywhichwebcopytoaddtoyourpagestogetthemostconversions-itis
nolongeraguessinggame.AuthorsandpublishingcompaniestestbooktitleswithAdwordsbeforegoingtoprint.
Entrepreneursuseadwordstotestproductideasbeforemanufacturingtheproduct.Adwordsistheultimatemarket
researchtool;ifyoulookatitthisway,itiswellworththemoneyspent.Ofcoursethisalldependsonwhetheryou
useAdwordstoitsfullpotentialandtestingcapabilities.Mynextarticlewilldiscusstherststeptocreatingasuc-
cessfulGoogleAdwordscampaign–KeywordResearch.
101 B2B Marketing and Sales Tips from The B2B Lead
PRESENTED BY
VOLUME ONE • Online Marketing
9
Practice Metrics-Based Copywriting
TheB2BLeadfeaturesanumberofhelpfularticlesoncopywriting,soIthoughtI’dshareoneofmyfavoritetipsforensuringB2Bmarketingcopyisrelevant.Asmarketerswe
constantlytrytowritecompellingcopythatmotivatespeopletotakesomesortofaction.Thetrickistowriteinthevoiceofourtargetaudience;speakingtothemusinglanguage
theyrespondto.SometimesweusefocusgroupsorA/Btestingtohelpwiththis;gettingoutintheeldandtalkingtoprospects/customersalsohelps.Intheendthough,thewords
we choose often amount to best guesses.
KeywordresearchtoolslikeWordtracker,GoogleTrends,andtheGoogleKeywordToolprovideawealthofinsightintothevoiceofouraudience.Usingsearchdataandtrendscan
giveexcellentcluestothewordspeopleusetodescribethings.Talkingtoyouraudience,usingthesamewordstheysearchforthemselves,putsyouatamajoradvantage.For
example,theotherdayIwascraftinganemailtopromoteanewwebcast.Problemwas,somepeoplewerecallingitawebcastandotherswerecallingitawebinar–whichwas
it?Whatwouldmorepeoplerespondto;awebcastofferorawebinaroffer?IdecidedtouseGoogleTrendstocomparethesearchvolumeofbothwords.Iguredthetermthatis
searchedmoreoftenwillalsobethetermusedmorecommonlyinconversation.Thistermshouldalsosparkahigherinterestifusedinmyemail.SoIquicklypulledupGoogle
Trends and here is what I found.
This obviously made my decision easy. Split testing my email offers confirmed that using “webcast” got the
better response.
Now,thisisjustsearch-drivencopywritinginitssimplestform.Ifyouwanttotakethisfurther,youcanuse
theGoogleKeywordToolorWordtrackeralmostlikeyouwouldaThesaurus.Forexample,maybeyouare
promotinga“golfstrategies”guide.IfyouploppedthiskeywordintotheGoogleKeywordTool,itwouldoffer
you numerous suggestions for related terms people are searching for. In this example (shown below) maybe
you would be better off promoting it as a “golf tips” guide since that term is searched more frequently.
Hopefullybynow,youarestartingtogettheidea.Thisstuffreallyworks–Ihavepersonallyseenhigher
conversion rates on landing pages and emails by using this strategy. If you are interested in reading more
aboutsimilarideas,AaronWallhasaveryinterestingarticleonkeywordresearchthatisdenitelywortha
read.
http://learn.wordtracker.com/articles/keyword-inspiration-aaron-wall-of-seobookcom-shares-his-secrets/
http://www.wordtracker.com
http://www.google.com/trends
https://adwords.google.com/select/KeywordToolExternal
101 B2B Marketing and Sales Tips from The B2B Lead
PRESENTED BY
VOLUME ONE • Online Marketing
10
Sprout Widgets, Mashups and Other Great Content That Drives SEO
One of the best ways to increase your SEO rankings is to attract inbound links to your blog or website.
Traditional link building efforts involve asking for links, link swapping, or link buying. This process is extremely time consuming and can get expensive if you are buying high quality
links.Really,inthisinstance,isthereanysuchthingasaqualitylink?Afterall,Googlehasmadenosecretthatitisactivelyseekingwaystoweedoutthispractice.
Incontrast,youcansaveyourselfalotoftimeandmoneybyleveragingsocialmediatoconvinceotherstolinktoyourcontent.Thechallengeiscomingupwithlink-worthymaterial
andthenspreadingthewordviaTwitterandothersocialmediatools.Fortunatelyforthoseofuswithlittletimeandfewerresources,theprocessofbuildingthiscontentjustgota
loteasier.Younolongerneedtoembarkuponalengthyresearchprojectorwritea10pagewhitepaper.Thesedays,successfullinkbaitistakingtheformofwidgetsormashups
or other forms of rich media content. The prerequisite is that the content should be helpful, clever, funny, or remarkable enough that others want to write about it or include it in
their roundup of free tools.
The process of building a widget or mashup used to require Web development skills or enough budget to farm out the work. I’ve been reading about a number of free tools that
allowjustaboutanyonetocreatetheirownwidgetsbuthavenotfoundthecondencetotrythem.Proddedbya“tweet”fromoneofthemoreinuentialTwitterati(didIreallyjust
writethat?),Idecidedtocheckout,Sprout,anextremelycoolandeasytousesitetohelpyoubuildwidgetsorotherinformationaltoolsthatcanbeembeddedinyourblogorweb
site. http://sproutbuilder.com/whataresprouts.
SproutlookseasyenoughtouseandI’mreadytocheckitout.Now,Ijusthavetocomeupwiththe“killerapp”forourblogreaders.Togetideas,therststepwillbetoreachout
tothecommunityreadingtheBreakingPointblogathttp://www.breakingpointsystems.com/community/ and then do a bit of brainstorming.
[...]... the next B2B Lead post I’ll enumerate the 20 ideas that made the NetQoS campaign a success leading to a Marketing Sherpa Viral Marketing Hall of Fame inclusion I’ll also present some of the visuals that might have been difficult to see on this video VOLUME ONE • OnlineMarketing 22 101 B2B Marketing and Sales Tips from The B2B Lead PRESENTED BY Put These 20 Ideas into Action for B2B Viral Marketing Success... Analytics for web traffic Google Alerts for media and blog coverage Salesforce.com for leads and evaluation requests as well as revenue opportunities Eloqua for clickstream analysis to determine if people were using the right path from the blog story to the video to the microsite and finally to product pages and offers VOLUME ONE • OnlineMarketing 24 101 B2B Marketing and Sales Tips from The B2B Lead PRESENTED... their value for the small and medium size business B2B marketer VOLUME ONE • OnlineMarketing 34 101 B2B Marketing and Sales Tips from The B2B Lead PRESENTED BY Creating Forms for Content - How Much is too Much? Marketing Sherpa says the average abandonment rate on forms is 95% Is this because we as Marketers are asking too much of our visitors? Sherpa also tells us that only 40% of the forms that are... answers you are hoping for Here’s a few more tips from Kevin Gold - Evaluating Lead Forms for Greater Conversion, Less User Frustration (use this link here http://www.searchmarketingstandard.com/articles/2008/03/evaluating -lead- forms -for- greater-conversion-less-user-frustration.html ) I’m not sure on what the exact right answer is here but we are running programs with content behind forms and some without... expedite lead processing When viral goes big, it really goes big And, studies show that B2B Marketers and Sales reps need to follow-up on Web-generated leads within 30 minutes of a registration or the chances for conversion are poor If you don’t have a great program for automatically scoring and qualifying leads so that you can route quality leads to your salesforce instantly, you could be asking for big... For us, the results show it was: As the charts below show, there was a spike in web traffic for all product pages and a large 4X increase in Web-based leads We also showed a 26% increase in product demo requests Our cost per qualified lead was $16 Other techniques range from $60 per qualified leadfor Google AdWords to $250 or more from a seminar or online advertising campaign VOLUME ONE • Online Marketing. .. leads Just remember you may not be saying what you think you’re saying VOLUME ONE • Online Marketing 30 101 B2B Marketing and Sales Tips from The B2B Lead PRESENTED BY Web Analytics for B2B Marketers In today’s world of new media, search engine marketing is perceived as a necessary tactic in the B2B world The challenge with online advertising is that we, as B2B marketers, take a B2C approach We build PPC... target keywords and your exposure for both search engine marketing (SEM) and SEO That’s probably enough to get started In my next post on The B2B Lead, I’ll share insight on a few of the tools I use to track these metrics and assess the value of search engine marketing and new media programs VOLUME ONE • Online Marketing 33 101 B2B Marketing and Sales Tips from The B2B Lead PRESENTED BY Invest in the... in achieving the coveted Google double listing? VOLUME ONE • Online Marketing 13 101 B2B Marketing and Sales Tips from The B2B Lead PRESENTED BY Measuring the Effectiveness of Your Corporate Blog Companies create blogs for different reasons Some use it as a tool to communicate with their customers Others try to leverage their blog forleadgeneration Some use it to supplement their PR strategy Whatever... easy for them to contact you when they need your product or service The results of the NetQoS viral video campaign show that it works VOLUME ONE • Online Marketing 20 101 B2B Marketing and Sales Tips from The B2B Lead PRESENTED BY A Case Study in Viral Video Marketing - The B2B Lead Vidcast Attention Conservation Notice: The following post contains a long post on controversy in the field of viral marketing . more
Online Marketing
VOLUME ONE
PRESENTED BY
30 Online Marketing Tips for Driving Lead Generation
Today, online marketing is vital to any integrated marketing. Sales Tips from The B2B Lead
PRESENTED BY
VOLUME ONE • Online Marketing
2
101 B2B Marketing and Sales Tips from The B2B Lead
PRESENTED BY
VOLUME ONE • Online