Today’s Agenda

● Why does advocacy matter so much today?

● How to leverage advocacy to:

○ Drive TOF Awareness

○ Increase Conversion rates and TRIPLE your pipeline

○ Crush the competition and close more deals

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58% of companies do not follow up with people who fill out forms.

2.3%

$5.12B US B2B digital ad spend in 2018, yet landing pages convert @ 2.3% average

What’s Happening in Sales Processes Today?

81% of tech buyers don’t fill out forms when they encounter gated content.

81% 58%

10x decrease in contact rate for web form lead after the first 5 minutes, 100x decrease after 30 mins

<5 MIN 10 MIN

POOR FOLLOW-UP

LOW CONVERSION

LOST BUYERS

MISSED OPPORTUNITIES

$5.12B - US B2B Digital Ad Spending - eMarketer; 2.3% average landing page conversion rate from Search Engine Land; 81% of tech buyers don’t convert - LinkedIn survey; 58% of companies never follow up with website leads - 2018 Lead; 10x decrease in contact rate after first 5 minutes - InsideSaels.com & HBR study

10X

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So, the B2B buyer process takes weeks and causes buyer friction & frustration

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THEN

NOW

B2BTECHNOLOGYLOCALJOBTRAVELRETAIL

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90% of business buyers do their own research online and will find you when they’re ready to buy!

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7

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50%

49%

45%

29%

26%

24%

16%

14%

11%

10%

Peer experiences

Product ratings / reviews

Expert opinions, reports

Best practices

Survey results, research

Customer case studies

Product information, features, and functions

How-to-guides, checklists

Diagnostics or assessment tools

Demos

Base: 1001 US and European business technology decision-makers at companies with 100+ employees Source: Using Social Media And Online Communities to Engage With B2B Tech Customers, Forrester Research

What matters most to B2B buyers?

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Drive More Awareness

Influence millions of buyers B2B tech marketplaces

3+ Million Buyers Visiting Each Month

810,000+ Verified Reviews

Less than half (43%) of B2B businesses are currently using reviews as part of their marketing strategy.

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BE WHERE THE PEOPLE ARETRADITIONAL TRADE SHOW

● ATTENDEES: 10,000

● BOOTH VISITS: 500

● MEETINGS: 100

G2

● ATTENDEES: 36,000,000 +

● CATEGORY VISITS: 500,000

● PAGE VISITS: 100,000

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Using Proof Points in Your Conversational Marketing Strategy

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Increase Conversions & 3x Your Pipeline

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.Conversational Marketing. is the fastest way to move buyers through your

marketing and sales funnels through the power of real-time conversations.

It builds relationships and creates authentic experiences with

customers and buyers.#CUSTOMERADVOCACY

What is Buyer Intent?

BUILD MORE PIPELINE

Buyer Intent helps your Marketing team weave intent data into prospect account lists and CRM activity histories — so your marketers can create incredibly effective ABM campaigns.

SELL FASTER

Buyer Intent tells your Sales team who’s researching your product, category, or competition on G2 — so your salespeople can reach out to, engage, and close the right prospects faster.

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Baking Intent Into Your Conversational Marketing Strategy

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Connect with Buyers at the Right TimeIncreased Awareness in a Competitive Market

Looker was looking for a solution to spread the word that they offer an exceptional customer experience.

They promoted a G2 Crowd Grid Report through LinkedIn Sponsored Content, leading to a 2x increase in leads YoY and a click through rate 6x higher than the LinkedIn average

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Crush Your Competition & Close More Deals

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Bring Your Customer Stories and Advocates to the Forefront of You Customer Experience

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QUESTIONS?https://www.drift.com/summit/

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THANK YOU!

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