Getting to 10 with Content Marketing, digital strategies for navigating the new B2B buyer’s journey. Live in San Francisco? See Trip Speak on Content Marketing, SEO, Digital Transformation and more on October 17th at Farallon Restaurant. Learn More: (http://www.cvent.com/d/t4qjlj)

1. Getting to
10 w/
Content Marketing

2. 1 RAW LEAD 10 TOUCHES
1 SALES OPPORTUNITY

3. According to Aberdeen’s 2012 report “Marketing Lead
Management: From the Top of the Funnel to the Top Line”:
It takes an average of 10
marketing-generated “touches”
to progress a prospect from a
raw, unqualified lead, to “closed
one”.

4. Q: But HOW do I get to 10
touches?

5. Q: But HOW do I get to 10
touches?
A: Through CONTENT
MARKETING.

6. But WHY ?

7. But WHY ?

8. 50% of top performers focus on improving the
targeting of content marketing efforts

9. 50% of top performers focus on improving the
targeting of content marketing efforts
47% of top performers look to increase the
quantity of relevant content being published
to their website as top initiatives

10. 50% of top performers focus on improving the
targeting of content marketing efforts
47% of top performers look to increase the
quantity of relevant content being published
to their website as top initiatives
Top performers tell us that buyers are
hungry for high-end fare.

11. But, I’ve heard of
content marketing before…
What else
do I need to know?

12. Marketing content must
do more than just be
helpful, it must build and
sustain the buyer’s vision
of success that aligns both
with their reality and the
value proposition of your
offering.

13. Top performers are
93% more likely
than Followers t o
align content
to the stage of the
buyer’s decision journey

14. Firms should focus on
getting their content
marketing “right:” right
content at the right
time for the right
persona.

15. HOW CAN I
GET STARTED?

16. HOW CAN I GET STARTED?
Put yourself in your buyer’s shoes
Interview sales
Interview customers (and near-customers)
about the questions they must answer in
order to effectively de-risk a purchase.

17. CONTINUE LEARNING:
Live near San Francisco? See Trip speak!
Oct 17th, 2013 | 6:00 – 9:00 pm PST
Dinner Briefing at Farallon Restaurant:
Winning the Hidden Sales Cycle: Digital Strategies for
Navigating the New B2B Buyer’s Journey.
Complimentary passes available.