Stop Marketing in the Dark

Stop Marketing in the Dark

You Can‟t Automate What You Can‟t See

August 17, 2011

Jeff Ogden, your presenter

STOP MARKETING IN THE DARK

A look back in time

Life used to be so simple

Changing technology

High-speed connections

Communication became electronic

New ways to connect

Result: Buyers are better informed than ever

• Buyers are overflowing with

information

• But:

• Fewer active buyers

• Longer buying cycles

• More people involved in buying

decisions

Exploding channels…yet stillmarketing in the dark

Marketing in the dark no longer works

** Sources: Sirius Decisions; Aberdeen Group

Only 20% of leads are followed up on

Only 16% of total

leads deemed sales-

ready, actually close

80% of “bad leads”

closed by

competitors within

24 months

Businesses struggle to find solutions to help them

with their outbound efforts

STOP MARKETING IN THE DARK

“Here to save the day!”

“Buy our software”

• 107% better lead conversion rate

• 40% greater average deal size

• 20% higher team attainment of quota

• 17% better forecast accuracy

Aberdeen Group - “Marketing Automation 101:

Ensuring Early Success with the Basics;

Maturing Your Deployment for Long‐Term ROI”

June 2010

It‟s really about visibility & people…

…Not MA SOFTWARE

“…B2B world slow to embrace marketing automation…analysts estimating less than 10% of companies currently utilize the technology.”– Marketing Sherpa

“We believe less than 25% of those who have marketing automation are taking full advantage of the system’s functionality.”– John Neeson, SiriusDecisions

Engage people – earn their trust

STOP MARKETING IN THE DARK

The problem:Visibility…or lack thereof

Website

Visitors there for a reason

• Who are you? For whom do

you work?

• Fill out our form please.

• Are you really a prospective

customer?

The problem:Access…visibility…focus

Social media

• Overwhelming # of

conversations

• Treat new-media like

old-media

• Wrong focus: followers/likes

vs. building relationships

• Limited ability to monitor/join

• Still untested waters

Missed opportunities

Website

It‟s your site, you should know:

• Why they came

• How to contact

Social media

You‟ll miss the party if you don‟t know:

• Who‟s talking about you

• Who‟s griping about something

you can solve

Results: Wasted opportunity to cultivate and convert those that are or could be interested in you!

Turning on the light – tools to make it happen

STOP MARKETING IN THE DARK

The opportunity:Turn on the lights!

• Know when leads,

customers are visiting;

what they‟re viewing

• Identify target contacts

from visiting companies

• Engage based on where

they‟re hanging out; how

interacting with you

It’s your site,

you should host it.

The opportunity:So many conversations…so little time

• Discover social media

conversations you should

be a part of

• Know appropriate party

behavior

• Engage based on

opportunities

How to engage:Put your best foot forward

Speak and Engage with

proper etiquette

• Be approachable, personable

• Leverage Influencers and

taste-makers

• Don‟t be pushy or overbearing

• Avoid prolonged silences

• Communicate on all channels

Insights about website visitors

Complete profiles of prospects

What you need to keep the lights on!

Turn visitors and conversations into conversions…

Must haves:

• Real-time website visitor visibility;

„they‟re here‟ alerts

• Conversation filters; quick posting

• Simultaneously post multiple channels

• Real-time lead profile; behavioral view

for sales engagement

Questions?

Stop Marketing in the Dark

Presented by:

• Jeff Ogden

• Aka The Fearless Competitor

• President, Find New Customers

• www.findnewcustomers.com

• Jeff.ogden@findnewcustomers.com

• (516) 495-9350

Stop marketing in the dark!Act-On marketing platform

World Class E-Mail

Marketing Core and

Deliverability

• 3rd Generation Email

• No Extra Cost for

Deliverability

Complete Set of Tools

on One Platform

• Drip, Web Analytics,

Landing Pages, Forms,

Scoring, CRM Integration,

Social Media, Reporting

and More…

• Focus Usability, Simplicity

and Manageability

Approach and Terms

that Work

• Start Simple, Automate

at Own Pace

• Affordable Pricing; Month-

to-Month Contracts

• Live Customer Support –

At No Additional Costs

Next steps:Tremendous opportunity

Learn more about Act-On

Join weekly demo: www.actonsoftware.com

Request 1x1 demo: sales@actonsoftware.com or

(877) 530.1555

Slides and recording will be made available.