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ASCEnt Demand Generation Program
Program Sponsor:
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WORKSHOP #2 2016-2-16
CAMPAIGNS, CONTENT, SALES ENGAGEMENT
Demand Generation Program
ASCEnt
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Agenda
1. Re-Introductions
2. Recap & Overview
3. Content & Campaigns a) Content Planning
b) Reduce, Reuse, Recycle
c) Finding Your Voice
d) Finding a Topic
e) Blogging
f) Content Promotion
4. Sales Engagement
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RECAP & OVERVIEW
Campaigns & Content
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Common Themes…..
• TARGETED…. – Audience – Messaging
• Right message to the right person at the right time
• Positioning • Pre-emptively Handling Objections • Sales Outreach • Focus/Efficiency • http://www.virtualcauseway.com/demandgen/
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Marketing and Sales Alignment
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Education>Evaluation>Selection
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WHAT IS CONTENT
MARKETING?
Campaigns & Content
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What is Content Marketing?
“Content marketing is the process of developing and sharing relevant, valuable, and engaging content to target audience with the goal of acquiring new customers or increasing business from existing customers.” Amanda Maksymiw
Content Marketing Tactician of the Year
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What is Content Marketing?
“Traditional marketing and advertising is telling the world you’re a rock star. Content marketing is showing the world that you are one”
Robert Rose
Chief Strategist at CMI
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What is Content Marketing?
“Content marketing is turning your insight and advice into campaigns that change people’s minds and incite action.”
Velocity Partners
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What is Content Marketing?
• Content marketing drives brand awareness
• Content marketing further engages your target audience
• Content marketing shares relevant and engaging knowledge with your current customers
• Content marketing can drive actionable leads
• Content is king
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CONTENT PLANNING
Campaigns & Content
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Content Planning
An Approach to Content Planning
For Multitaskers 1. Understand your buying cycle
2. Determine your voice
3. Find an issue
4. Create “compelling” content
5. Create content consistently
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Content Planning
Getting the Right Mix:
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Content Planning
An Approach to Content Planning
For Multitaskers 1. Understand your buying cycle
2. Determine your voice
3. Find an issue
4. Create “compelling” content
5. Create content consistently
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MOFU
BOFU
TOFU
Content Planning
Top of Funnel
Middle of Funnel
Bottom of Funnel
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MOFU
BOFU
TOFU
Content Planning
Top of Funnel
Middle of Funnel
Bottom of Funnel
Lead Acquisition
Lead Nurturing
Lead Qualification
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Content Planning
If you aren’t generating enough net-new
leads you need….
TOFU
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Content Planning
If leads are not making it to the qualification
stage you need more…
MOFU
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Content Planning
If leads are qualifying but not closing you
need more….
BOFU
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Content Planning
MOFU
BOFU
TOFU How-to videos Blogs White papers eBooks Tips/educational Webinars
People like to read, skim and
watch
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Content Planning
MOFU
BOFU
TOFU Product videos & video demos Case studies Data sheets Product Webinars
People need more data to
consider, samples and examples become more
important
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Content Planning
MOFU
BOFU
TOFU ROI calculators Testimonials & testimonial videos Trials People want to interact and see
for themselves
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REDUCE, REUSE, RECYCLE
Campaigns & Content
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A Webinar isn’t just an
online event…
It’s a content HUB
Reduce, Reuse, Recycle
Slides
Blog Series
Podcasts
Archived Video
Whitepaper
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FINDING YOUR VOICE
Campaigns & Content
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Finding Your Voice
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Finding Your Voice
3 C’s of Finding Your Voice
Culture
The core of your brand’s voice must come from its culture.
Every organization has something that makes it
unique, whether it’s philanthropy or a unique founding story or poker
Fridays.
Community
Having a social media voice lets your community — new
and old — know what to expect when they interact with
you.
Conversation
Determine what you’re bringing to social media by putting your brand out there (customer support, industry education, general fun or
product promotions).
Communicate with personality and authenticity.
Be comfortable, conversational and relatable.
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Finding Your Voice
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FINDING A TOPIC
Campaigns & Content
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Finding a Topic
It’s not about you. Focus on customer needs and issues.
Start with a single high priority issue
Keep it fresh
Use your customers
Bringing in a recognized analyst
Connect to your product/solution or your industry
expertise in some way (when it’s relevant)
Be helpful
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Finding a Topic
Follow the top bloggers and influencers
Check out the competition
Take a prospect/customer out to lunch. Interview them.
Get on Twitter. Follow the influencers.
Ask Questions
Remember: Keep it fresh and relevant to your Target
Market.
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Finding a Topic
Avoid Bad Content! Me-too blog posts
Long and boring video interviews
E-books that take a simple idea and draw it out over 30+ pages
Technical and bland white papers
Lack of voice or personality
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BLOGGING
Campaigns & Content
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Blogging
YOUR BLOG IS
A HUB TOO!
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Blogging
Your blog is a hub. Assume no one will find your blog
posts through search.
Make a schedule and stick to it. Make yourself
accountable.
Content plans longer than 3-4 months aren’t needed.
Blog about issues important to your target audience
Tips, lists and images work best
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Blogging
Blog Like BuzzFeed
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Blogging
Win The Zero Moment of Truth 71% of people use the internet on a daily basis for their business purchase
decisions. Google Zero Moment of Truth Study
The Big Lofty Goal: Have a lot of “fantastic content” in a lot of places to
influence the purchaser and win the Zero Moment of Truth.
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CONTENT PROMOTION
Campaigns & Content
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Content Promotion
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Two Objectives
Objective #1: Driving people to your content Promoting your content online and offline while spreading backlinks that bring people to your website to get it.
Objective #2: Driving content to your people Putting the content, versions of it, all over the social media sites where your prospects can trip over it.
Content Promotion
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Driving Your Content To People
Driving People to Content • Slideshare
• Turning content into articles (BizNik, Social Media Today,
Industry Websites)
• Place on YouTube and Vimeo
Content Promotion
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Driving People to Content
Driving People to Content • Put it on your website. Flag on your home page
• Blog about it – at least once.
• Issue a press release. Do publicity
• Tweet about it
• Bookmark it – social bookmarking services like digg,
delicious and Stumble Upon increase backlinks and traffic.
• LinkedIn, Facebook etc.
• Email newsletter
• Make it the call-to-action of all outbound marketing
• Put a link to it on every business email
Content Promotion
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Digital Breadcrumbs
Digital BreadCrumbs Create digital breadcrumbs that lead people down a trail to
a substantial piece of content that they can download by
filling out form
Social
Blogs
Landing Page With Form
Offer Given &
Lead Generated
Lead Nurturing
Content Promotion
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Principles of Content Promotion
Principles of Content Promotion:
• Principle #1: Distribute content to as many places as possible
• Principle #2: Test content types
• Principle #3: Track and measure at all levels
• Principle #4: Mix curated content with promoted content
• Principle #5: Consistency and frequency is important
• Principle #6: Think beyond digital
Content Promotion
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SALES ENGAGEMENT
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• Targeting
• Messaging
• Making the Sales Call
• Objectives
• Qualifying
• Objection Handling
• Tips from the Trenches
• Benchmarks
Sales Engagement
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TARGETING
Sales Engagement
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Who is Your Best Prospect?
Target Market – Who are you going to approach about your product or service? What is their profile?
• Target Geography
• Target Vertical
• Target Company Size (annual revenue &/or # of employees)
• Target Contact – influencer and decision maker
o Drill down to identify the target titles
Tip: Who are your best customers?
Use them as the starting point for a profile.
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MESSAGING
Sales Engagement
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Education>Evaluation>Selection
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Finding Your Voice
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Right message to the right person at the right stage in the buying cycle
Having a Conversation!!!!!!
Messaging
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WIIFM – What value does your product or service bring to these individuals/companies? In other words what PAIN does your product/service solve?
Tip: Ask your current clients or prospects what interested them in your product or service.
Messaging
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THE SALES CALL
Sales Engagement
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You must communicate WIIFM in the first few seconds.
Before the call, ask yourself:
• What do prospects want most as it relates to my product or service?
• What do they want to avoid? (or have Pain about)
• How can I help them do their jobs more effectively? (or create more profit/savings)
15 Seconds to Success
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Opening Statements are 15 seconds in length
1. Introduction – yourself and company
2. Benefit – WIIFM
3. Get the prospect involved (ask an open ended question)
Tip: A good opening has all 3 elements and keeps to the time limit.
Opening
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Body is 2-10 minutes in length
• Qualification Questions – incorporate project specific qualification criteria and BANT
– Organize criteria questions based on deal-breakers
• Uncover their pain with current solution/situation and determine future needs
Tip: BANT is critical in identifying quality prospects.
The Body
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Consists of a discussion of where to go from here, could be: • webinar sign up • sales rep follow up • an appointment • product demonstration
Tip: Advancement vs. Continuation – see slide 19.
The Anchor
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Assume the close, do not ask.
Ask for the order!
Tip: The biggest mistake you can make is to ask a question and then fail to wait for an answer.
The Anchor
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CALL OBJECTIVES
Sales Engagement
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#1 Objective is to secure a lead, meeting, registrant or demonstration.
#2 Objective is advancement. This could be sending information, scheduling a follow up discussion, collecting new data or account intelligence, a good referral, etc.
• Gain prospect mindshare.
• Position your company/product industry leaders.
• Ascertain the perception the prospect has of our company/product.
• Others?
Sub Goals
Call Objective/Goals
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• Tactical: – Attempts
– Connects
– Send Info
– Leads/Appointments
– Product Demonstrations
• Strategic: – Win vs. Loss
– Advance vs. Continuation
Single Sales Objectives
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Single Sales Objectives
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• # of Dials per day – more dials = more quality conversations = more
appointments = more conversions = more sales
– 56 calls/day average for Lead Gen Reps
– 39 Calls/day average for Inside Sales Rep
• # Conversations per day – Average 9.5 per day per rep
• Attempts per prospect – average is 5.5 attempts
Sales Activity Metrics
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Single Sales Objectives
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Single Sales Objectives
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• Wins: – Lead
– Appointment
– Demo
– Registrant
– Sale
– Etc…
• Advancements: – Send Info (the first time…)
– Scheduled Follow-Up (the first time…)
– New Data/Account Intelligence
– Referral (a good one)
Single Sales Objectives
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Single Sales Objectives
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QUALIFYING
Sales Engagement
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B-
A-
N-
T-
BANT
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B- Budget - What is it? Access to budget? Process? A- Authority - Decision Maker? Influencer? Process? N- Need - PAIN!!! T- Timeline - Decision/Implementation/Process
BANT
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Don’t forget to ask the seven basic qualifying questions of every inbound or outbound call:
7 Basic Qualifying Questions
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1. WHAT business issues are driving the investigation into new technology?
7 Basic Qualifying Questions
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2. HOW do they anticipate IT will address those issues?
7 Basic Qualifying Questions
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3. WHEN would they ideally like the solution to be in place?
7 Basic Qualifying Questions
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4. WHAT other solutions are they considering? (Competition)
7 Basic Qualifying Questions
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5. HAS a budget been established?
7 Basic Qualifying Questions
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6. WHO else in addition to them will be on the decision team for this type of solution?
7 Basic Qualifying Questions
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7. WHAT other groups within the corporate environment also have a business need for your solutions?
7 Basic Qualifying Questions
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OBJECTION HANDLING
Sales Engagement
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Listen, Clarify and Respond
• Listen to the objection
• Clarify the objection and repeat it back
• Respond to the objection
Tip: The key to objection handling is to react less quickly when an objection is raised and find out more about the problem. Clarify exactly what the problem is then try to overcome the objection. Ask more questions. Finally, if you have dealt with the objection successfully and it is the right time, close the sale, or move on the next stage of the sales process.
Objection Handling Techniques
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Feel, Felt, Found
• First empathize with them, telling them that you understand how they feel.
• Then tell them about somebody who felt the same way.
• Then tell them how that other person found that things were not so bad and that when they did what you want the buyer to do they found that it was actually a very good thing to do.
Tip: Never interrupt your prospect what they are objecting
Objection Handling Techniques
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Don’t mistake ‘send me information’ for a legitimate sign of interest.
• Don’t let your literature do your selling.
• When you get the ‘send info’ objection, be sure the prospect is really interested and not just trying to get rid of you.
• It is better to get a ‘No’ now than spin your wheels sending information and following up.
The Send Info Objection
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If the request comes early in the call,
“I’d be happy to send you information. So that I can include what would apply best in your situation, let me ask you a few more questions . . . “
If the request comes later in the call,
“I’d be happy to send you something that summarizes what we have discussed. Let me ask you, if you like what you see, I’m assuming we’ll be able to book a meeting for a product demonstration”
The Send Info Objection
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• People buy VALUE not price. Help them understand the value.
• Ask more questions to get to the true objection.
• Put the savings in terms of profits or relate to common expenses.
“Suppose you had no financial constraints within the next fiscal year. What would you do differently?” “Is it really about the money or the fear of making a purchase that may not see the results you really want?”
Overcoming the NO BUDGET Objection
The No Budget Objection
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TIPS FROM THE TRENCHES
Sales Engagement
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• You search LinkedIn but you don’t have the contact’s full name as you are not a 3rd degree connection
• Go to Google and search the contact’s first name and company
• You now see the search with full contact information or click on the Google link to the contact record in LinkedIn
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• Reflect and adjust.
• Find your customer’s pain points and alleviate them.
• Nurture leads that are not ready to buy NOW.
• Integrate marketing programs – the sales process does not begin until a conversation is had to QUALIFY the prospect.
More Tips
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• 1on1 Meetings
• Second War Room Session
• 1on1 Meetings
• Final Group Session
– Sales Enablement
– Recap
– Measurement/Metrics
• http://www.virtualcauseway.com/demandgen/
Next Steps
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Rick Endrulat
T: 519-886-1600 x622
Archived presentations and materials http://www.v-causeway.com/demandgen
Contact Info