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Identifying your best B2B potential by prospect mapping
You might have a challenge identifying potential B2B sales leads from the marketplace. You might wonder – how on earth can I find the businesses that are interested of our products or services? And...
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Identifying your best B2B potential by prospect mapping – Step 1/6: Target Group
Step 1: Target Group Take time to carefully plan the target group. This first step is the most important part of the process, so don’t cut corners doing it. For some of you readers, this is basic stuff...
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Identifying your best B2B potential by prospect mapping – Step 2/6: Ask and...
Step 2: Ask and Listen At this point you have a carefully selected target group on your hands. (Step 1: Target Group) Now to find out, which companies and decision makers in this target group are...
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Identifying your best B2B potential by prospect mapping – Step 3/6: Plan a...
Step 3: Plan a Content Marketing process As the survey / interview is on its way, you should start planning a content process for the mapped target group. You will be deciding, what kind of content you...
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Identifying your best B2B potential by prospect mapping – Step 4/6: Data...
Step 4: Data segmentation After the interviews are over, you will have some data to analyze. From my experience the mapped target group will consist of about 20% of warm leads (we can call this group...
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Identifying your best B2B potential by prospect mapping – Step 5/6: Activate
Step 5: Activate Now put your qualified data to work. The first group of qualified prospects (from step 4) are warm leads for your business – your aim is to turn these leads to sales meetings. Before...
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Identifying your best B2B potential by prospect mapping – Step 6/6: Nurturing...
Step 6: Nurturing and Content Marketing The purpose for starting this process was to find new potential customers for your business. After going through a careful target group design, potential...
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Content to customer by Eloqua & JESS3
This presentation is already one year old, but still highly relevant. It integrates nicely the buying process and content marketing practice. Thank you Eloqua and JESS3.
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Evolution of AIDA – building on the foundation of marketing
Discussion about changes in marketing is bubbling allover the web. LinkedIn -groups, Twitter, SlideShare… are full of opinions about best tricks in today’s marketing environment. As we all know, the...
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