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Savvy B2B Marketing www.SavvyB2BMarketing.com From Sale to Renewal: Leveraging Webinars to Improve Your Entire Customer Lifecycle

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Page 1: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Savvy B2B Marketing

www.SavvyB2BMarketing.com

From Sale to Renewal: Leveraging Webinars to Improve Your Entire Customer Lifecycle

Page 2: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Why Webinars?

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 3: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

59% of decision-makers attend at least one webinar per month

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 4: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Why should you do a webinar?

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 5: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Build your brand

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 6: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Show thought leadership

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 7: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Qualify prospects

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 8: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Strengthen relationships

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 9: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

How to ensure that your webinars are engaging,

interesting and informative

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 10: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Inspire rapt attention

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 11: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

What does it take?

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 12: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

What does your audience need?

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 13: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Don’t Sell. Teach.

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 14: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

What makes YOU want to attend a webinar?

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 15: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Shine a spotlight on your…

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 16: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

WIIFM?

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 17: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

One Idea

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 18: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Use images to increase clarity

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 19: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Never use two words when one will do…

Savvy B2B Marketing | www.savvyb2bmarketing.com

VS

Page 20: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

What do you want?

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 21: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Talking Heads or Real People?

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 22: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Tell Stories

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 23: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Involve the audience

Savvy B2B Marketing | www.savvyb2bmarketing.com

“Tell me and I'll forget; show me and I may remember; involve me and I'll understand.”

~Chinese Proverb

Page 24: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

All the world’s a stage…

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 25: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Don’t hide behind a script

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 26: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Good things come in teams

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 27: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Practice, practice, practice

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 28: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

What’s in it for ME?

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 29: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Be seen as the key to your audience’s success

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 30: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Connect with customers

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 31: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Inspire action!

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 32: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Create a follow-up opportunity

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 33: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Bonus: spontaneous sharing

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 34: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Continuing the conversation…

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 35: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Facilitate this!

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 36: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Continuing the conversation

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 37: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Recorded follow-up

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 38: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Look for clues

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 39: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Use CRM tools

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 40: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Landing pages

Savvy B2B Marketing | www.savvyb2bmarketing.com

Page 41: Savvy B2B Marketing - d3gqux9sl0z33u.cloudfront.net · Show thought leadership Savvy B2B Marketing | . Qualify prospects Savvy B2B Marketing | . Strengthen relationships Savvy B2B

Any questions?

Savvy B2B Marketing | www.savvyb2bmarketing.com