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Carri Bugbee

Marketers embrace digital content testing :: BtoB Magazine - 0 views

www.btobonline.com/...mbrace-digital-content-testing

B2B business-to-business btob marketing websites content strategy testing

shared by Carri Bugbee on 12 Apr 12 - No Cached
  • While testing content is nothing new—in fact, most marketers and agencies perform some sort of testing on creative content before publication—the formalization of such processes has become a priority at many b2b companies.
  • We've learned that simplicity is the key—easily scanned, brief content, appropriate imagery and a value-based call to action.” For example, after simplifying a registration form for a particular call to action, SAP.com saw a 96% increase in the number of registrations.
  • “We have to look at what is the downside to SAP in removing a field, such as taking away "industry.' We have industry-specific sales teams, so for each field we take away to get an increased conversion, there is a downside—now we have to do more work on the back end [to learn this information].”
  • ...3 more annotations...
  • For its Web pages, HP scores content using tools such as Safeguard by SDL Tridion, which scans Web page content for keyword optimization, metadata and visual elements to optimize the user experience and improve SEO.
  • HP's social media group reviews blogs written by HPers and implements best practices, such as testing headlines, language and calls to action. Once blogs have been reviewed and tested, the views on blog pages may increase up to eight times, Anderson said.
  • “We have a publishing calendar every week, which looks at all the content we're pushing out to meet our corporate goals,” said Cindy Kim, director-marketing and social media at JDA. “We use LinkedIn, Twitter and Facebook to see what topics resonate.”
Carri Bugbee

Defining Your Content Strategy :: BtoB Magazine - 0 views

www.btobonline.com/...defining-your-content-strategy

business-to-business B2B btob content marketing strategy

shared by Carri Bugbee on 12 Apr 12 - No Cached
  • Find out what are the top five events your target audience attends every year, the top five publications they read, the top five blogs they subscribe to, the top five influencers they follow, top analyst firms they go to for referrals, etc. Information is the new currency, and by knowing where your audience turns to for information, you can prioritize your marketing tactics and align your content strategy accordingly.
  • Build a brand story that has multiple levels of content to support your story and messaging.
Carri Bugbee

Time to shift b-to-b social media marketing focus from the "media" to the "social" :: B... - 0 views

www.btobonline.com/...keting-focus-from-the-media-to

business-to-business B2B btob marketing strategy social media marketing

shared by Carri Bugbee on 12 Apr 12 - No Cached
  • Social media is about relationships, so it requires you to engage in two-way conversations and participate consistently. Social media is real time, so you need to be monitoring the conversations and taking action on them in real time. Social media enhances and amplifies other channels, so it cannot be used in a silo.
  • To generate demand from these conversations, you want the engine to identify those people who are potential buyers in the discover phase of their customer life-cycle so that you have already started a relationship with them and created brand preference when they enter the explore phase.
Carri Bugbee

Twitter Seen Outpacing Facebook, LinkedIn for B2B Lead Generation - 0 views

www.marketingcharts.com/...-for-b2b-lead-generation-26474

B2B BtoB lead generation business-to-business Twitter

shared by Carri Bugbee on 11 Feb 13 - No Cached
  • Facebook was the dominant driver of site visits, at a majority 54% share, followed by Twitter (32%) and LinkedIn (14%). But, when it came to leads, Twitter was far and away the most important social media source, generating 82% share of leads, compared to just 9% each for Facebook and LinkedIn.
  • Twitter not only was best for generating leads, but it also showed the highest conversion rates. Compared to the 1.22% average for social media (which was below the 1.6% average for all site sources), Twitter had a 78% higher conversion rate (2.17%), easily outperforming LinkedIn (0.8%) and Facebook (0.74%). That’s despite LinkedIn having the highest engagement rate by pageviews per visit (2.5), and Twitter the least (1.5).
Carri Bugbee

Social Media Marketing Ranks As B2B Marketers' Most Popular Tactic | ClickZ - 0 views

www.clickz.com/...-marketers-most-popular-tactic

social btob B2B business-to-business marketing social media

shared by Carri Bugbee on 30 Oct 12 - No Cached
  • Eighty-seven percent of business-to-business (B2B) marketers now spread their message through social media, according to a new report from the Content Marketing Institute (CMI).
Carri Bugbee

The Content Match Game: Tips for Better Content Alignment Throughout the Buying Cycle - 0 views

www.contentmarketinginstitute.com/...lignment-with-the-buying-cycle

business-to-business B2B btob content marketing lead generation

shared by Carri Bugbee on 12 Apr 12 - No Cached
  • Suspects are looking for companies to share what they know as an organization — not what they sell. So the content marketer’s goal at this stage is to get content to spread from person to person in the hopes that the more people it reaches, the better the chance that it will reach a potential prospect.
  • content marketers to avoid using forms when communicating with Suspects, as anything that interrupts consumers’ ability to view your content is a surefire way to blunt its spread at this stage of the marketing game.
  • What information they want: In general, Prospects are looking for content that feeds their professional interests and provides a service, whether it be helping them solve a problem, giving them some targeted business tips, or arming them with information that can help them get buy-in from team decision-makers.
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  • he goal at this stage is to collect information on people you haven’t established a relationship with yet, and to gather more information from those you have. This makes the Prospect stage a good time to start using forms as a gateway to your content.
  • Woulfe supports the use of progressive profiling at this stage — where you determine what information you already have on the lead, and then ask only for information that is missing. This allows marketers to gather more useful information without overwhelming the potential lead with repetitive requests. She also urges marketers to follow a Golden Rule of Content: Ask if the content you are pushing out is advancing the customer’s process.
Carri Bugbee

A B2B Guide for Blogging Lead Generation - 0 views

blog.hubspot.com/...-Blogging-Lead-Generation.aspx

blogging lead generation business-to-business btob B2B marketing content marketing

shared by Carri Bugbee on 03 May 12 - Cached
  • As a B2B marketer, your job is to diversify the lead generation offers available on your blog so they apply to these different personas. These offers will fall into two main categories.
  • If someone is visiting your site for the first time, it's likely they aren't ready for a ton of product-focused information. Instead, they probably want to learn more about your business and, more importantly, your expertise. The best way to convey industry expertise is through some type of premium content.
  • Warm leads need a different type of offer. They already know that you have expertise, possibly because they have read one of your premium content pieces or because they have already talked to a sales rep. These leads want more product-focused information.  They want detail, a discount or a free trail.
  • ...3 more annotations...
  • The End of a Blog Post - Putting a call-to-action at the end of a blog post is the offline equivalent of calling a lead within minutes of a conversion. If someone has just read a piece of your content, it is likely they are at the peak of their interest. If you can place a call-to-action at the bottom of a blog post that connects with a content offer similar to the topic of the article, then you can dramatically increase your response rate for generating business blog leads.
  • Top Bar and/or Side Bar - Think of your blog like a publishing site. What type of content offers are most applicable to the majority of your blog readers? Use these offers in visual calls-to-action, either in your sidebar or below your blog's navigation. This type of call-to-action will have a lower click-through rate, but it will help capture leads that are not focused on a particular blog post but are instead scanning your blog.
  • Text Links - It is common practice to link to other websites and blogs in your own blog posts. Additionally, it is important to take the opportunity, where relevant, to include some anchor text links to offers related to the blog post.
Carri Bugbee

Content Costs for Demand Generation and Marketing Automation | Demand Gen (r)Evolution - 0 views

www.leftbraindga.com/...sive-and-other-obvious-facts-2

content marketing demand generation lead business-to-business B2B btob

shared by Carri Bugbee on 04 May 12 - No Cached
  • 26% of average marketing budget is spent on content marketing, with 3.5 dollars spent on distribution for each dollar spent on creation.  Do the math and that means 5.8% of the average marketing budget is spent on creating content.
  • To put all this in perspective, license fees for marketing automation software are usually 1% to 2% of the total marketing budget.  In other words, content will cost several times more than software when most companies deploy a marketing automation system (and distribution costs will outweigh them both).
Carri Bugbee

Social CRM Means Business in 2012 - Forbes - 0 views

www.forbes.com/...ial-crm-means-business-in-2012

social crm business-to-business BtoB social media B2B

shared by Carri Bugbee on 18 Feb 12 - No Cached
  • By year-end 2013, B2B organizations using social CRM applications will represent 25 percent of all projects worldwide, which is an increase from fewer than 10 percent in 2011.
  • To be successful with social CRM, organizations need to be much less focused on how an organization can manage the customer, and much more focused on how the customer can manage the relationship. Without any benefit for the customer to participate, communities and social networks die resulting in no benefits to the organization using the social CRM applications.
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