Attract & Engage Coveted Prospects With Killer Content

1. Attract & Engage Coveted Prospects With Killer Content Presented By: Dan FisherManaging Director

2. Menemsha Group Background www.menemshagroup.com | dan@menemshagroup.com

3. Attract & Engage Coveted Prospects With Killer Content • Introductions • Inbound vs. Outbound Lead Generation • Killer Content?? • Why You Need Killer Content • How To Create & Use Killer Content • Steps To Get Started www.menemshagroup.com | dan@menemshagroup.com

4. Outbound Vs. Inbound Marketing Outbound Inbound

5. Understanding Buyer Behavior Today’s B2B Buyer: • 59% engaged with a peer who had addressed the challenge • 48% followed industry conversations on the topic • 37% posted questions on social networking sites looking for suggestions/feedback • 20% connected directly with potential solution providers via social networking channels • 44% conducted anonymous research of a select group of vendors • 41% researched papers / posting from thought leaders Today’s Buyer expects consistent, relevant communication from both sales and marketing

6. Selling Up The Value Chain Self Diagnose Symptoms/Desired Future Sate Customer Value High Low Order fulfillment Outbound Marketing Broadcast Message

7. The Power of Killer Content

8. Creating Your Content: Customer Segmentation

9. Creating Killer Content-Your Buyer Profile Director Data Warehousing, Business Intelligence Getting The Answers

10. Create Buyer Profile What Do They Do Online?

11. Sample Customer: Director Business Intelligence “A recent report by Aberdeen Group says that the absence of a single set of definitions for business events throughout the enterprise is the No. 1 cause of BI breakdowns. • Why is this? What steps can be taken to prevent this? • How are you addressing this issue? • What are the common pitfalls?

12. Data Warehousing & Business Intelligence Technical Solution Sheet DWH & BI Capabilities Delivery Capabilities Architecture, Design & Development Author functional, technical design specs, physical & logical data models Define meta-data standards Meta data dictionary Data Warehouse Architecture/Design OLTP & OLAP Data Modeling (physical & logical) Executive Dashboards Master Data Management

13. Lead Nurturing Webinar, customer video, case studies, data sheets Results Scalable, high return on effort/investment, thought leader, community of followers Building Credibility White papers, eBooks, how to kits, top tips, trends reports Mapping Content Into Your Sales Process Prospecting Telemarketing, cold calling, email blasts, push for F2F Meeting Evaluation Follow up email blasts, “Check in”, market candidate resume, “drop off” or unexpected visit Results High activity, little return and client resistance

14. Getting Started Create Marketing Calendar Ideas to Get Started Create How-To Articles/eBooks Point out mistakes/trends in your industry (and best practices) Find another blog/white paper and write your own position on the topic (agree or disagree) Share presentation slides Ask questions on Twitter/LinkedIn and share results Respond to industry research with your own perspective Record an interview with an industry expert Get consultants/clients to offer tips, write guest blog

15. How You Sell is How You Differentiate – Two Buckets! HR/Staffing/Commodity IT SolutionsProvider Bucket Low Value High Perceived Customer Value www.menemshagroup.com | dan@menemshagroup.com

16. Contact Menemsha Group Dan Fisher, Managing Director(888) 553 -3083dan@menemshagroup.com www.menemshagroup.com
   www.menemshagroup.com | dan@menemshagroup.com