Source: Pinterest

The key here is that you have to approach this like a sales pitch. The more pitches and attempts you make, the higher the likelihood of you landing a story. Make sure to put wholehearted efforts into the pitch email you write. The quality of the pitch is one of the factors that determines your success.

Using this technique, I was able to get featured in Authority magazine on the topic ‘How AI is disrupting our industry’. Check out the interview here.

Give this hack a try and let us know the results.

6. Learn these tips on webinars

Webinars are one of the best lead generation and brand awareness weapons in the B2B space. Most of us are good at hosting webinars and doing pre-webinar activities. However, the biggest gap today lies in post-webinar activities, where most companies forget about the webinar once it is concluded.

But here is the thing.

Limiting your post-webinar activities to follow-ups by your sales team is like owning a gold mine and mining it only one day a year,

Hence, I thought of covering a few tips that will help you make the best use of the webinar content once you are done hosting it.

The most common thing B2B businesses do after a webinar in terms of hosting and promoting the content is to upload it on their website and/or YouTube channel. You probably send an email to all the attendees and registrants with a link to the video and the slide deck you used. This is the absolute essential, but that’s not ENOUGH!

In addition to these, do the following:

• Cut the full webinar video into smaller videos and upload them as separate videos on YouTube and your website. If possible, create separate landing pages for each video for SEO purposes.
• Promote the videos on other platforms, especially LinkedIn (upload as native videos) and email (a newsletter is the best format for promoting educational content like webinars).
• Make sure to add subtitles to the videos. You can do this either by using YouTube’s and LinkedIn’s native transcription features or using a tool like Veed. Use the same technique to convert the long video into a blog post.
• As you cover each section in the blog post, embed the relevant individual videos you repurposed from the complete video (remember this hack we discussed in one of our previous newsletter editions?).

By doing these, you make sure that your webinar content is distributed to more people outside your registrant or attendee list. You also get multiple pieces of content created for different channels without much additional effort.

Related: Webinar Marketing – Everything You Need To Know

7. B2B growth hacking – how large brands win multi-million dollar deals

Before I get into this hack, I have a question for you.

Haven’t you felt that when many popular CEOs and leaders talk openly about powerful growth strategies, they still keep a few to themselves to ensure that their competition doesn’t crack the code that they have?

Many say that in the era of dark social and demand generation, you need to give everything away. But the truth is that gurus and thought leaders don’t reveal their biggest growth secrets. The hack I will be discussing today is one such.

This involves creating multi-touch campaigns using a combination of EMAIL and PAID ADS.

Source: Engagebay

Wondering how that is possible? I will explain.

We all know that an average B2B buyer has at least 7 to 8 (or more) touchpoints with a business before he/she even talks to the sales team. This is the reason why marketers today need to take an omnichannel approach. They need to use a combination of SEO, social media, video marketing, paid ads, email, etc., to grab the attention of prospects.

Of these, emails and ads are targeted efforts. The mistake most B2B growth marketers make is that they look at these channels in isolation. But what if you run simultaneous campaigns across these two channels targeting the same set of people and accounts?

For example, imagine that you are running an outbound email marketing campaign that is sales-driven to your TAL (Target Account List). In parallel (or even 1 or 2 months before starting the email campaign), you can run LinkedIn ads focused on creating brand awareness to the same accounts by defining the right designations (since you can’t target specific people on LinkedIn).

This helps to create multiple touchpoints with your target accounts at the same time. It improves brand familiarity and hence enhances the chances of getting better results from the email marketing campaign you run.

You can apply the same tactic within your email marketing campaigns too. Here’s how you do it:

1. A few weeks before you start your outbound sales-driven email campaign (we would recommend a minimum of 7 to 8 weeks), start sending regular educational emails to them. Something like a newsletter is a great way to do this (and it is needless to say that the content has to be world-class).
2. Once you think they are warmed up enough, start your outbound marketing separately (while you still continue the newsletter campaigns).

You can combine this with LinkedIn ads if you have the budget. This way, you are more likely to get a response or demo booked from your email campaigns compared to using email as the first touchpoint.

Now, here’s a bonus tip.

When you run your outbound campaigns, you can prioritize (and personalize) those who opened or clicked your newsletter campaigns so that you focus more of your energy on warmed-up prospects.

And there is more.

As you do this, make sure to include multiple people in the same prospect organization (decision makers and influencers in particular). This improves the familiarity of your brand at multiple layers of the prospect organization.

This is a hack many B2B companies with large ticket size use to win even multi-million dollar deals.

If you loved the hack, do give it a try. If you already have an ABM (Account Based Marketing) program in place, this hack should definitely be a part of it.

Skalegrow – B2B marketing agency

With marketing getting tougher and tougher, every wrong foot you make might hamper your growth. What you need is the right guidance and a helping hand. This is where Skalegrow can make a sea of difference.

Skalegrow helps IT, tech, SaaS, and embedded systems companies leverage new-age marketing tactics to grow their business. Check out the below intro video to learn more about what Skalegrow brings to the table:

Our services include content marketing, SEO, graphic design, video marketing, LinkedIn marketing, email marketing, performance marketing, and website management. Write to us at info@skalegrow.com or visit our services page for more details.

About the author

Naseef KPO is the Founder and CEO of Skalegrow. He comes with rich experience across multiple areas of B2B marketing including content marketing, demand generation, SEO, account-based marketing, marketing analytics, revenue attribution, marketing technology, etc. He writes thought-provoking and relevant articles on The Skalegrow Blog and his weekly LinkedIn newsletter Elevate Your Marketing.

Prior to starting Skalegrow, Naseef led large marketing teams in multi-million dollar B2B organizations where he made significant contributions to the topline growth of the business. He has also appeared on numerous podcasts where he shared his thoughts on trending marketing topics such as the application of AI in marketing, startup marketing, ABM, and B2B content marketing, just to name a few. Being the founder of Skalegrow, he is currently focusing on helping its clients stay ahead of their competition by using innovative yet practical marketing tactics.

You can connect with Naseef KPO on LinkedIn.