In this episode, we discuss how the buyers process starts, and where the connection with sales belongs.
Eric Siu, CEO of Single Grain, and host of Growth Everywhere, joins me on this episode.
Eric has a marketing agency, Single Grain, and two podcasts: Marketing School, and Growth Everywhere. Eric’s mission is to build great online businesses with a foundation of education first. Eric explains the name, Single Grain.
Single Grain works with technology and education companies to help them with advertising and SEO. They also implement their own strategies to grow their business.
Eric sees conversion from one stage of the buying process to the next as the biggest challenge facing B2B clients. The process is a sales funnel with a logical sequence of steps.
Eric recommends a mix of inbound, outbound, SEO and paid advertising. Eric explains his company’s inbound and outbound activities.
Eric suggests looking at Buzz Sumo to find relevant topics for content marketing. Evaluate content for value and depth, and differentiate yourself by putting a unique spin on it. Be patient. Eric tells how his podcast downloads have grown.
Eric explains Brian Dean’s skyscraper technique to get higher SEO results by getting more links.
Link building is an important element of SEO, and will likely continue to be, for the next five years.
Eric tells why content still works to push through the buying decision. Start building your brand, including content. It takes years to establish. People don’t make a final decision before talking to, or connecting with the seller; content counts.
Eric covers stages of the funnel — top, middle, bottom, and purchase. Contacts at the top are invited to read a blog post. Contacts that have already engaged with your brand are at the middle of the funnel.
Eric explains retargeting people who have visited your site, with ads on Google and Facebook. After retargeting, people move to the bottom of the funnel. Content for each level of the funnel should meet the needs at that level.
It is important to be able to target people with content based on their behaviors on your site. It will increase your conversion rate.
Eric talks about sales pages. They work. If you’re at the bottom of the funnel, it’s time to make a decision.
The Sales Enablement Podcast with Andy Paul was formerly Accelerate! with Andy Paul.