how to dominate your market with content
Post on 08-Feb-2017
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You’re Stronger than You Think
Dominate Your Market with Content In 2016
You’re FASTER than you think
WORLD RECORD Old record: 33 minutes New record: 6 minutes
Lead-gen circa <2005
MARKETING SALES
Branding & awareness Sales reps found buyers, diagnosed pain, & prescribed solutions
Lead-gen 2015
MARKETING SALES
Branding & awareness Close the dealProspects diagnose their own pain, prescribe their own solutions, & short-list vendors
THINK LIKE A MEDIA COMPANY You’re Stronger than You Think
Enterprise Software Example• Software life of 5 years = 20% of
companies changing each year • 90 day evaluations = 25% of year • (20% companies)*(25% of time) = 5%
of marketplace looking @ any time • 1% email CTR of 5% = 0.05% chance
catching someone in the market
Doing the “Lead-gen” math
Enterprise Software Example• 100% of companies are either in
buying mode or not
• 100% of companies have goals and challenges
• 100% of companies have employees – Trying to achieve goals – Trying to solve challenges – Trying to get promoted
Doing “Media” math
Persona based
Departments
Multi-media
BUILDING AN AUDIENCEYou’re Stronger than You Think
If a tree falls…
Train your audience: Frequency, medium, & length
Audience 1st (by persona)
Product 2nd
Ummmmm…. Wow!
Building Audience
MONETIZE YOUR AUDIENCEYou’re Stronger than You Think
Events
Advertising
Resources
Summary
• Not all of your prospects are shopping right now • The market leader will find a way to engage ALL
prospects before, during, and after the sale… they become media companies
• Choose channel(s) and mediums your audience prefers • Publish and promote great “campaign” content • Publish and promote great “conversion” content and
gate for lead conversion
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