Channel Partners: Where Ideas Get Real

Transcription

1 Channel Partners: Where Ideas Get Real

2 Business Success Symposium Sponsored by Leads, Leads, Leads: How to Fill Your Funnel Without Drowning in Data

3 SPEAKER Heather K. Margolis Founder & CEO

4 Channel Program Development & Enablement Channel Marketing To Partners Channel Training & Workshops Demand Generation Through Partners

5 How Have Your Habits Changed?

6

7 Source: Dan Greenberg, Sharethrough, 300 Millenial study

8 Don t Interrupt: The Intimacy Model

9 Which Which brings brings us to us the to Buyer s the Buyer s Journey

10 How we imagine the Buyer s Journey

11 So much content. So little relevance. So little time.

12 How the Buyer s Journey actually feels.

13 Lead the way for your buyers.. 10 Effective Demand Generation Strategies

14 1. Identify your Buyer Role Motivators Gender Pain Points Location Company Goals Habits Interests

15 2. Build Relevant Content

16 Leverage Video!

17 Blogs, ebooks, Infographics, and more!

18 3. Guide visitors to and through your website

19

20 Let s talk about SEO

21 4. Be Present and Professional 24 hours a day 7 days a week 365 days a year

22 We live in an Online World Your customers are socially active! 97% on LinkedIn 86% on Twitter 84% on Facebook Source: UMASS Dartmouth Center for Market Research Study, 2016

23 5. Leverage LinkedIn B2B Visitor-to-Lead Conversions via Social.55% conversion rate.69% conversion rate.77% conversion rate 2.74% conversion rate Source: UMASS Dartmouth Center for Market Research Study, 2016

24 Maximize Sales Executive LinkedIn Profiles Web Links

25 Engage LinkedIn Audiences Actively and frequently interact with your audience Post Content 2-3x/Week Relevant thought leadership Executive Long Form Posts Event Announcements Moderate engagement Nurture connections Liking Commenting Sharing content

26 Target Map

27 Connect

28 Engage Love this post!!

29 Nurture

30 Provide Value

31 6. Leverage Twitter Lists

32 Engage on Twitter

33 7. Leverage Facebook How B2Bs Generate Business on Facebook 85% 62.4% 46% Share basic business info Share content like videos and pictures Have conversations with clients 27.2% 23% Customer support Hold contests & giveaways Source:

34 Social that s a little less organic

35 More Social Strategy Tips Nurture Followers Favorite, reply, mention in subsequent posts to increase reach Start conversations, ask questions, pique interest Use mix of pain-point-related thought leadership, news, events, etc. Create/Use Twitter Lists Followers, High Engagers, Thought Leaders Platform Type Cadence Frequency Follow the Twitter Mix: Images, Links, Video Daily Multi per day LinkedIn Mix: Images, Links, Video 2-3/week 1 per day Facebook Mix: Images, Links, Video 3-5/week 1 per day Rule!

36 8. Support Your Sales Team

37 9. Build an Integrated Campaign SENDER NAME Bold Tech Products for Foolproof Conferences SUBJECT LINE 5 ways your team can become a master conferencing machine. PRE-HEADER TEXT There s never enough time thanks to back-to-back meetings all day every day. Get ready to drown in savings while helping your clients master their online conference capabilities.

38 10. Warm up those cold calls

39 Changing the way we work

40 Active Listening and Conversation

41 Stay up to date Channel Maven blog Hubspot Marketing blog Hubspot Sales blog Social Media Examiner The Var Guy Hispanic Trending Marketing Profs: Hispanic Marketing Reach Hispanic Marketing Hispanic Market Advisors Captura Group

42 Summary 1. Understanding your buyer 2. Building content 3. Guiding visitors through and to your website 4. Be Present and Professional 5. Leverage on LinkedIn 6. Leverage Twitter 7. Leverage Facebook 8. Supporting your sales team 9. Integrated campaigns 10. Warm (cold) calls

43 THANK YOU! Don t forget to turn in your survey at the door!

44 Channel Partners: Where Ideas Get Real