Enough already! Marketing automation is not the Holy Grail, it’s merely the means to pursuing it. The game is really about visibility. That's your opportunity, and that’s what you should be focusing on. Join Jeff Ogden for a reality check: Why marketing in the dark doesn’t work, and what you should be doing to: • Shed light on what your prospects are doing • Shed light on how they want to be engaged • Shed light on what next best steps should be If you want to truly build deep relationships with your prospects and harness innovative ways to use the marketing tools out there, this is one webinar you can’t afford to miss.

1. Stop Marketing in the Dark You Can’t Automate What You Can’t See

2. Tweet w hashtab #stopdark Twitter hastag for this webinar #StopDark

3. Jeff Ogden, your presenter Tweet w hashtab #stopdark

4. Stop marketing in the dark A Look Back in Time Tweet w hashtab #stopdark

5. Life used to be so simple Tweet w hashtab #stopdark

6. Changing Technology Tweet w hashtab #stopdark

7. High Speed Connections Tweet w hashtab #stopdark

8. Communication became electronic Tweet w hashtab #stopdark

9. New Ways to Connect Tweet w hashtab #stopdark

11. But:

12. Fewer active buyers.

13. Longer buying cycles.

14. More people involved in buying decisions. Tweet w hashtab #stopdark

15. Exploding channels yet still marketing in the dark Tweet w hashtab #stopdark

16. Marketing in the Dark no longer works Only 20% of leads are followed up on Only 16% of total leads deemed sales-ready, actually close 80% of “bad leads” closed by competitors within 24 months ** Sources: Sirius Decisions; Aberdeen Group Tweet w hashtab #stopdark

17. Stop marketing in the dark Businesses struggle to find solutions to help them with their outbound efforts Tweet w hashtab #stopdark

18. “Here to Save the Day!” “Buy our software” 107% better lead conversion rate 40% greater average deal size 20% higher team attainment of quota 17% better forecast accuracy Aberdeen Group - “Marketing Automation 101: Ensuring Early Success with the Basics; Maturing Your Deployment for long‐term ROI” June 2010 Tweet w hashtab #stopdark

19. It’s really about visibility& people… “…B2B world slow to embrace marketing automation..analysts estimating less than 10% of companies currently utilize the technology.” – Marketing Sherpa “We believe less than 25% of those who have marketing automation are taking full advantage of the system’s functionality” – John Neeson, Sirius-Decisions …Not MA SOFTWARE Tweet w hashtab #stopdark

20. Stop marketing in the dark Enage People – Earn their Trust Tweet w hashtab #stopdark

22. Fill out our form please.

23. Are you really a prospective customer?Tweet w hashtab #stopdark

25. Treat new-media like old-media

26. Wrong focus: followers/likes vs. building relationships

27. Limited ability to monitor/join

28. Still untested watersTweet w hashtab #stopdark

31. How to contactResults: Wasted Opportunity to Cultivate and Convert Those That Are or Could Be Interested in You! Tweet w hashtab #stopdark

32. Stop Marketing in the Dark Turning on the light – tools to make it happen Tweet w hashtab #stopdark

34. Identifytarget contacts from visiting companies

35. Engagebased on where they’re hanging out; how interacting with you It’s your site, you should host it. Tweet w hashtab #stopdark

37. Knowappropriate party behavior

38. Engagebased onopportunitiesTweet w hashtab #stopdark

40. Leverage Influencers and taste-makers

41. Don’t be pushy or overbearing

42. Avoid prolonged silences

43. Communicate on all channelsTweet w hashtab #stopdark

44. Insights on Website Visitors Tweet w hashtab #stopdark

45. Complete Profiles of Prospects Tweet w hashtab #stopdark

47. Conversation filters; quick posting

48. Simultaneously post multiple channels

49. Real-time lead profile; behavioral view for sales engagementTurn Visitors and Conversations into Conversions… Tweet w hashtab #stopdark

50. Questions? Stop Marketing in the Dark Tweet w hashtab #stopdark

51. Presented by: Jeff Ogden Aka The Fearless Competitor President, Find New Customers www.findnewcustomers.com Jeff.ogden@findnewcustomers.com (516) 495-9350 Tweet w hashtab #stopdark