CHEAT SHEET

A Simple Starting Point for an Integrated, End-to-End Approach

BtoB MARKETING PROGRAM

e t a m i t l U e h T

DRIVING AWARENESS
Gather the Right People to Talk to.
Sales doesnt want to talk to just anyone and even the best BtoB Marketing program wont convert 100% of your target audience. Give them what theyre begging for short, exciting content. Easy, engaging content gives your prospects insight and confidence without the headache.

60%
e adopted nies havinb of compa ent of the ound

Awareness Content
CLOSE THE CONTENT GAPS. Your customers attention span is shorter than ever, putting more emphasis on quick tips and word of mouth recommendations. Fuel the top of the funnel with short, consumable pieces allowing your audience to easily digest and easily share.

some elem marketing methodology into their overall strategy.

72%
1

Multi-Channel Promotion
INBOUND
Ultimately, the customer is in control today which is great. The goal is to CREATE CONTENT they want that is so easy to find, they trip over it.

most likely to share useful content via email.

of BtoB buyers are

Need Acceleration?
Be the leading brand on top of everyones mind. Begin planning with Bulldog Solutions and get started with the AUDIENCE ACCELERATION BUNDLE.

OUTBOUND
Anyone saying EMAIL IS DEAD isnt paying attention. Targeted email is still the best outbound tactic to reach your audience. If youve made the investment in marketing automation, get the most out of it!

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ENGAGE THE PROSPECT!

Turn Leads into Opportunities.

rate lead rketers nt of maas importa to their

scoring strategic success. 2

Once your inbound and outbound programs are getting traction, youll need to create an opportunity for a digital conversation. The trick to sharing your solutions is knowing what is important to each prospect. Make it interesting. Create a sandbox and let them play.

Build a Hub for Conversion

The term assessment doesnt really do this tool justice. The conversion hub is arguably the most important anchor for your program. This experience will reveal critical insights about your audience and youll deliver instant value. Fully integrated, the hub will send customer insights directly to your Sales team while creating a sense of urgency for your audience. Sales and Marketing alignment. Check.

Nu r tured leads make

hases larger pu rctur ed leads. 3

than non-nur

Nurture
Youve learned whats important to your audience now talk about that! Here, youll segment your database in order to have highly tailored conversations about how to solve these challenges.

e v i r d s l i a m e Relevant
n a h t e u n e v e r e r o m st emails. 4 broadca

Need to accelerate?
Invest in content and programs that drive each buyer from awareness through the final sale. Begin planning with Bulldog Solutions and get started with the OPPORTUNITY ACCELERATION BUNDLE.

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THE HANDOFF TO SALES

Any good program wont just toss leads over the proverbial fence to Sales. Todays Marketers are equally responsible for revenue - so they directly support Sales in closing deals.

Conversion Content & Tools

You have your customers attention. Now you need to deliver content specific to their needs. Highlight solutions that really hit home with examples of proven ROI, business case builders and lead conversion guides. Show them how their goals are only a few steps away and YOU can help them achieve them.

send all directly to Sales;

toB of eBte rs mark lea ds

ever, hnolw o y
will be qua

Training
The benefits of sales alignment and real-time training are clear conversions. Creating customized guides speed up the process for both new and existing Sales executives, enabling them to deliver the highest value to customers.

lea5ds of those lified.

achieved an average of annual revenue growth

Highly aligned organizations

reported an average decline in revenue. 6

2 3 % Less well-aligned companies

Adopting a marketing-sales agreement save s ente rpri se com pan ies an average of ost 6 in totasltocm . r e u c r e p

of companies have

a formal handoff between their marketing and sales teams. 6

195

84

Need to accelerate?
Drive your opportunities across the finish line. Begin planning with Bulldog Solutions and get started with the SALES ACCELERATION BUNDLE.
GET STARTED TODAY

ABOUT BULLDOG SOLUTIONS

Bulldog Solutions is an innovative, technology-fueled marketing agency for global BtoB companies. We drive results for marketing organizations by providing the right mix of marketing strategy, technology and multi-channel programs. Put simply, we specialize in increasing and proving marketings business impact. Bulldog Solutions is headquartered in Austin, Texas, with operations throughout North America and Europe.

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For more information, visit bulldogsolutions.com or call 877.402.9199.

Sources 1 Earnest Agency, 2 HubSpot, 3 The Annuitas Group, 4 Jupiter Research, 5 MarketingSherpa, 6 Aberdeen Group
2013 Bulldog Solutions, Inc.