today’s agenda€¦ · today’s agenda why does ... drive tof awareness increase conversion...
TRANSCRIPT
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Today’s Agenda
● Why does advocacy matter so much today?
● How to leverage advocacy to:
○ Drive TOF Awareness
○ Increase Conversion rates and TRIPLE your pipeline
○ Crush the competition and close more deals
#CUSTOMERADVOCACY
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58% of companies do not follow up with people who fill out forms.
2.3%
$5.12B US B2B digital ad spend in 2018, yet landing pages convert @ 2.3% average
What’s Happening in Sales Processes Today?
81% of tech buyers don’t fill out forms when they encounter gated content.
81% 58%
10x decrease in contact rate for web form lead after the first 5 minutes, 100x decrease after 30 mins
<5 MIN 10 MIN
POOR FOLLOW-UP
LOW CONVERSION
LOST BUYERS
MISSED OPPORTUNITIES
$5.12B - US B2B Digital Ad Spending - eMarketer; 2.3% average landing page conversion rate from Search Engine Land; 81% of tech buyers don’t convert - LinkedIn survey; 58% of companies never follow up with website leads - 2018 Lead; 10x decrease in contact rate after first 5 minutes - InsideSaels.com & HBR study
10X
@DRIFT #CUSTOMERADVOCACY
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So, the B2B buyer process takes weeks and causes buyer friction & frustration
@DRIFT #CUSTOMERADVOCACY
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THEN
NOW
B2BTECHNOLOGYLOCALJOBTRAVELRETAIL
#CUSTOMERADVOCACY
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90% of business buyers do their own research online and will find you when they’re ready to buy!
#CUSTOMERADVOCACY
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7
• Lorem Ipsum• Lorem Ipsum
50%
49%
45%
29%
26%
24%
16%
14%
11%
10%
Peer experiences
Product ratings / reviews
Expert opinions, reports
Best practices
Survey results, research
Customer case studies
Product information, features, and functions
How-to-guides, checklists
Diagnostics or assessment tools
Demos
Base: 1001 US and European business technology decision-makers at companies with 100+ employees Source: Using Social Media And Online Communities to Engage With B2B Tech Customers, Forrester Research
What matters most to B2B buyers?
#CUSTOMERADVOCACY
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#CUSTOMERADVOCACY
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Drive More Awareness
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Influence millions of buyers B2B tech marketplaces
3+ Million Buyers Visiting Each Month
810,000+ Verified Reviews
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Less than half (43%) of B2B businesses are currently using reviews as part of their marketing strategy.
#CUSTOMERADVOCACY
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BE WHERE THE PEOPLE ARETRADITIONAL TRADE SHOW
● ATTENDEES: 10,000
● BOOTH VISITS: 500
● MEETINGS: 100
G2
● ATTENDEES: 36,000,000 +
● CATEGORY VISITS: 500,000
● PAGE VISITS: 100,000
#CUSTOMERADVOCACY
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Using Proof Points in Your Conversational Marketing Strategy
#CUSTOMERADVOCACY
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Increase Conversions & 3x Your Pipeline
#CUSTOMERADVOCACY
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.Conversational Marketing. is the fastest way to move buyers through your
marketing and sales funnels through the power of real-time conversations.
It builds relationships and creates authentic experiences with
customers and buyers.#CUSTOMERADVOCACY
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What is Buyer Intent?
BUILD MORE PIPELINE
Buyer Intent helps your Marketing team weave intent data into prospect account lists and CRM activity histories — so your marketers can create incredibly effective ABM campaigns.
SELL FASTER
Buyer Intent tells your Sales team who’s researching your product, category, or competition on G2 — so your salespeople can reach out to, engage, and close the right prospects faster.
#CUSTOMERADVOCACY
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Baking Intent Into Your Conversational Marketing Strategy
#CUSTOMERADVOCACY
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Connect with Buyers at the Right TimeIncreased Awareness in a Competitive Market
Looker was looking for a solution to spread the word that they offer an exceptional customer experience.
They promoted a G2 Crowd Grid Report through LinkedIn Sponsored Content, leading to a 2x increase in leads YoY and a click through rate 6x higher than the LinkedIn average
#CUSTOMERADVOCACY
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Crush Your Competition & Close More Deals
#CUSTOMERADVOCACY
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#CUSTOMERADVOCACY
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Bring Your Customer Stories and Advocates to the Forefront of You Customer Experience
#CUSTOMERADVOCACY
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QUESTIONS?https://www.drift.com/summit/
@DRIFT #CUSTOMERADVOCACY
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@DRIFT
THANK YOU!
#CUSTOMERADVOCACY