All contents copyright ©2016 by KEO Marketing, Inc. May not be reproduced in part or whole without permission.

MARKETER’S GUIDE:THE ULTIMATE GUIDE TO B2B LEAD GENERATION SUCCESS

As digital marketing increases in complexity, B2B marketers must:

Identify which platforms, channels, and strategies are most effective for their brands.

Use those platforms, channels, and strategies to generate valuable leads.

1THE B2B MARKETING SUCCESS FORMULA

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Track and respond to leads through marketing automation and lead nurturing.5

Forge valuable connections using mobile, social, and local tactics.4

Create educational content that helps buyers perform due diligence.3

Build inbound marketing campaigns using SEO, SEM and social media.2

Use insight selling to disrupt your buyer’s paradigm.1

INSIGHT

2SELLING

Disrupt buyers’ thinking by revealing a critical business problem that your product or service can solve.

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● Ask buyers direct questions about the status quo at their organization.

● Reveal the pitfalls of continuing on the current path.

● Make the value of your solution obvious and undeniable.

INBOUND

3MARKETING

Utilize search engine optimization (SEO), search engine marketing (SEM), and social media to increase the visibility of your brand. Track progress using marketing analytics.

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● Create valuable content that speaks to your buyers’ concerns.

● Attract buyers to that content via social media and search marketing.

● Use analytics to monitor performance and modify your approach.

EDUCATIONAL

4CONTENT MARKETING

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Connect content to your strategic goals and the needs and priorities of your customers.

Then develop actionable resources that are appropriately packaged for your audience.

● Use a variety of content types for different stages of the buyer’s journey: blog posts, case studies, landing pages, white papers, emails.

● Hire experienced creative talent and SMEs to produce valuable, high quality content.

● Always provide your audience with next steps.

MOBILE +

5LOCAL + SOCIAL

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Be present where your customers are present. Use the social networks they use and deliver a seamless experience across all devices.

● Update your website to be mobile responsive.

● Build content around local keywords when appropriate.

● Participate in conversations on the social networks where buyers are active.

MARKETING AUTOMATION

6AND LEAD NURTURING

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Deploy an infrastructure that tracks leads and addresses their concerns at every stage of the buying cycle.

● Select a marketing automation platform that fits your organization’s needs.

● Develop personas using marketing data and create content for each persona.

● Align content with segmented lists to address every buyer’s needs.

All contents copyright ©2016 by KEO Marketing, Inc. May not be reproduced in part or whole without permission.

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Learn More About KEO Marketing

KEO Marketing Inc., a leading business-to-business marketing agency in Phoenix, Arizona, creates and implements innovative strategies to help clients dramatically increase leads and sales.

Solutions include marketing strategy, brand positioning and messaging, SEO, SEM, website development, social media, advertising, local and mobile marketing, and more.

For more information, visit keomarketing.com