by:Jon Birdsong, Rivalry

1. Have Qualified Leads
Forever...By Knowing
Exactly What Your
Audience Wants to Read
Jon Birdsong | CEO of Rivalry | @JonnyBird

2. 143 Days Ago

4. Leads
Leads
(1.6 Leads a Day)
55
Marketing Qualified
Lead --> MQL (23.2%)

5. How?

6. 1. Figure Out Exactly
the Problem(s)Your
Product Solves

7. Sales Process
Management Software
- Sales Process Setup
- Salesforce Metrics
- Culture of Competition

8. 2. IdentifyYour Target
Customer

9. 5-50 Sales Reps
Use SFDC
Use SFDC
Use SFDC

10. 3. Guess Which
KeywordsYour Target
Customer is Looking For

11. “setup sales process”
“sales process steps”
“sale process template”

12. 4.Validate That Guess
With Google Keyword
Search Tool

14. 5. Decide Whether this
Search Term is Worth
Your Time

15. 6.Write...or Go Back
to the Drawing Board

17. 7. SEO the Heck Out of
It

19. 8. Have a Carrot

21. 9. Measure

24. 10. Go the Extra Mile

27. Thank You!
@JonnyBird
Rivalry.com