This presentation gives you 11 steps on how to start promoting your solution efficiently on the web for an international market. I created this presentation after doing extensive research on how to sell any type of solution or product world wide. The data I have reviewed are from marketing experts, Gartner, reports, vendors and my own personal experience building organizations with a global customer base. The purpose of the presentation is to share my conclusions on how to build a successful marketing, sales and support set up with a global focus. Please feel welcome to share your thoughts, insights or comments. I love feedback. You can send an email to info@daniel-one.com or visit my webpage www.daniel-one.com. I look forward to hear from you. Some pictures can be a bit blurry when you view the presentation directly from the web. To see a high quality version of the presentation simply download it. If you have any questions please don't hesitate to contact me at www.daniel-one.com

1. 11 steps to boost your
international growth
How to sell and promote your solution
efficiently on the web
Presenter Daniel Nilsson
November 1 2015

2. Introduction
• I created this presentation after doing extensive research on how to sell
any type of solution or product world wide. The data I have reviewed are
from marketing experts, Gartner, reports, vendors and my own personal
experience building organizations with a global customer base.
• The purpose of the presentation is to share my conclusions on how to
build a successful marketing, sales and support set up with a global focus.
• Please feel welcome to share your thoughts, insights or comments. I love
feedback. You can send an email to info@daniel-one.com or visit my
webpage www.daniel-one.com. I look forward to hear from you.
2

3. MyStory
3
Daniel Nilsson
Business Developer and
Intrapreneur
o My passion is to constantly improve and evolve
companies
o I love to create customer-focused solutions and
processes that last
o My future goal is to be part of creating and grow a
solution that will affect at least 100 million people on
an annual basis.
o I think giraffes are cool
More information
LinkedIn http://se.linkedin.com/in/danielnilssonsweden
Personal web page www.daniel-one.com
Twitter: https://twitter.com/danielnilsson77
Facebook: https://www.facebook.com/DanielNilssonsInsights

4. 4
11 steps to boost your
international growth

5. Before you start
Business goals, vision
and executive support
5
This type of project is sometimes a big
investment in time and money, and it is
important that you make sure it is aligned with
the company strategy, business goals and that
you have full executive support before you start.
Make sure you have executive
support
Is this project aligned with the
business goals and strategies.

6. Step 1
Create a value
proposition
6
What value do we deliver to the customer?
Which one of our customer’s problems are we
helping to solve?
What bundles of products and services are we
offering to each Customer Segment?
Which customer needs are we satisfying?
What benefits do you deliver?
Why should the customer choose
your solution?
Without value there is nothing to sell
©2003-2014 Greener Consulting Ltd T/A Futurecurve. All Rights Reserved.
Check out my slideshare
http://www.slideshare.net/Danie
lNilsson4/how-to-create-a-
strong-value-proposition-for-b2b

7. Best example - http://www.mindset.se/en/
7
Image is from http://www.mindset.se/en/

8. Step 2
Create a defined sales
process
8
They found your solution so now what?
What steps are involved in the sales process?
What are the actions?
What should the customer experience?
Define your process
What actions needs to be taken
to close the deal?
What happens in every step?
Check out my slideshare
http://www.slideshare.net/Danie
lNilsson4/how-to-define-a-sales-
process-for-b2b-sales

9. Example
Sales Process
9
In each stage several requirements are involved
for classification.
Using the stages it is possible to understand
what is required to move the process forward
and finally close the deal.
6 main stages

10. Step 3
Develop a B2B
Strategy
10
Use the SOSTAC model to get going fast.
Find out more at
http://www.smartinsights.com/digital-
marketing-strategy/sostac-model/
Create a clear audience target
Plan using RACE, 5Ss, 5Ps to
structure thinking.
The SOSTAC Model

11. Step 4
Build a brilliant
webpage
11
Create a customer-centric website which you use
to test, learn and refine your approaches.
Use B2B buyer personas profiles
-
http://nanamarketing.tumblr.com/post/50909738021
/how-you-can-sell-more-by-creating-users-personas
Implement a marketing platform
like http://www.hubspot.com
This is the nr 1 decision point!
Optimize customer journeys
Get the sell-inform-entertain
balance right

12. Step 5
Search marketing
12
Make sure that potential customer can find you
when they search on Google.
Group target key phrases by
decision maker
Define key brand messages for
search engine result page
Your pages need to be found!
Use PR and outreach to build
quality backlinks
Set geographic target and use
localized meta data for
international marketing

13. Step 6
Implement content and
inbound marketing
13
Start a long relationship using Inbound marketing
where you catch the interest of the potential
customer and establish trust.
Define you Nuclear and Primary
fuel
Create a blog
80 % of webpage visitors are not ready to buy
Push content to social media
Reach out to target the right
influencers

14. 14

15. Content – Sales process
15

16. 16

17. 17
Inbound marketing costs 62% less
per lead than traditional, outbound marketing.
AVG COST/LEAD: $135
AVG COST/LEAD: $346
OUTBOUND INBOUND
SOURCE: HUBSPOT, 2012

18. Step 7
Social media
18
Create and curate useful,
sharable content
Interact using social media
platform such as Hubspot
Tap into the passion in your sector for sharing
useful tips.
Use all the relevant features in
LinkedIn
Use assisted conversion in
Google Analytics to show what
works
Use https://hootsuite.com to
schedule and plan your updates

19. Step 8
Lead generation and
E-CRM
19
Implement effective lead nurturing campaigns to
boost results.
Use prominent call-to-actions
across the site
Use landing pages to maximize
inbound campaigns
Only 27% of B2B leads are sales-ready when
generated
Use welcome emails and profiles
to build a relationship
Create a lead nurturing and
follow up program

20. Step 9
Build a sales force
20
Implement best of breed CRM
system (SalesForce, Hubspot
CRM or Microsoft CRM) and
manage sales
Do web presentations and sales
calls using http://www.gotomeeting.com
Contact with a real person will increase closing
rate.
Take the customer through the
sales process
Measure everything and
constantly improve the customer
experience
Image is from salesforce.com

21. Step 10
Convert the customer
to a thrilled fan
21
Implement an after sales process
Promote usage of the system and
educate the customer
You need a proper after sales process that will
make sure that the customer are experiencing
the value you have promised.
Make sure that the customer is
successful – are they using the
solution?
Measure everything and
constantly improve the customer
experience
Copyright Gartner

22. Step 11
Analytics and
improvement
22
Set up goals and funnels with
value assigned
Use forward and reverse path
analysis to show most effective
content
Create a deeper understanding and find out
what really works
Set up event tracking to see
which calls-to-action and content
that works best
Use content experiments to
increase conversion on key pages
Image is from hubspot.com

23. 23
Thank you
Daniel Nilsson
Phone: +46 707-403684
Email: info@daniel-one.com
Linkedin: http://www.linkedin.com/in/danielnilssonsweden
Facebook: https://www.facebook.com/DanielNilssonsInsights
Private web: http://www.daniel-one.com
Twitter: https://twitter.com/danielnilsson77