6/7/22 6/7/22 Technology, Inc. – Copyright 2011. All rights reserved. Manticore Technology - Copyright 2012. All rights reserved. The Customer Path: From Lead Gen to Customer January 26, 2012 – Content Marketing Retreat Jeff Erramouspe, President @jefferramouspe
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1/28/20121/28/2012 Technology, Inc. – Copyright 2011. All rights reserved.Manticore Technology - Copyright 2012. All rights reserved.
The Customer Path:From Lead Gen to Customer
January 26, 2012 – Content Marketing RetreatJeff Erramouspe, President@jefferramouspe
1/28/2012 Manticore Technology - Copyright 2012. All rights reserved.
Implementation
Referrals
Online Research
Social Media
Outbound
Sales
B2B Buyer’s Journey
1/28/2012 Manticore Technology - Copyright 2012. All rights reserved.
B2B Purchasing Behavior
Prefer to utilize Web and social media to create a shortlist Resistant to sales calls/messaging during this phase Without 1:1 interaction, seller has no control of the process
1/28/2012 Manticore Technology - Copyright 2012. All rights reserved.
Evolving Role of Marketing
Marketing now has responsibility for early stage selling
Must use content to engage prospects and drive them through buying process
Must use technology to track behaviors and automate interactions
Marketers have become Publishers – must tell compelling stories
1/28/2012 Manticore Technology - Copyright 2012. All rights reserved.
Understanding Your Process
Define personas &
phases
Map content to personas &
phases
Identify content holes
Fill holes w/ new content
Integrate w/ sales process
& tools
Track usage by persona &
phase
Understand your buyer’s process
Think analytically & systematically
Use existing sales data to prime the pump
Interview closed buyers about their process
1/28/2012 Manticore Technology - Copyright 2012. All rights reserved.