Q3 Wrap-Up: What’s Changed For B2B Marketers & What’s Ahead in 2020?

QQ Digital Marketing Recap Standing Businesspeople Image

QQ Digital Marketing Recap Standing Businesspeople Image

We’ve now reached the end of the third quarter of 2019, one filled with many significant B2B marketing changes and several surprising twists and turns that will combine to affect how the industry moves forward as we enter Q4 and push forward to 2020.

Q3 saw numerous exciting shifts in new directions, and a few seemingly slight changes in course that are nonetheless poised to make big impacts in 2020.

We’re always working to bring you the most relevant B2B marketing news, including over 180 weekly industry news videos, hosted by Tiffani Allen, Joshua Nite and others here on our blog and on our TopRank Marketing YouTube channel.

Each quarter we reflect on what’s happened in digital marketing and look ahead with key trends. Let’s examine both the challenges and opportunities the quarter’s top B2B marketing news has brought our industry.

The Digital Marketing Sights and Sounds of Q3

When It Comes to Digital Marketing Spending …

Forecasts from the third quarter showed that global digital advertising spending is expected to continue to rise. In the U.S. alone digital ad spending grew to $28.4 billion for the first quarter of 2019, up 18 percent from the same quarter a year ago. (ClickZ)

IAB 2019 Ad Spend Chart Image

What Else?

    • Digital advertising spending was up nearly 20 percent in the second quarter of 2019, according to study data that also highlighted the comparatively greater number of small-to-medium size firms using digital versus traditional formats. (Broadcasting & Cable)
    • Digital advertising expenditures in the U.S. increased by 18 percent year-over-over from the first quarter of 2018, hitting $28.4 billion, with paid search comprising some 40%, according to IAB report data. (ClickZ)
    • By 2021 global digital advertising spending is predicted to increase by 47 percent from 2019, with ad expenditure growth up by 5.3 percent, according to Zenith. (MarketingProfs)
    • Amazon cut into Google’s advertising market share during the quarter, garnering ad revenue growth of 53 percent for sponsored brands and 102 percent for sponsored products, while Google spending growth slowed from the prior quarter. Microsoft’s Bing also saw desktop ad spending growth, its strongest since 2016. (MediaPost)
    • Revenues from advertising on social media and messaging platforms climbed 26.2 percent year-over-year during the first quarter of 2019, but at a slower rate than last year. (Mobile Marketing Magazine)
    • Forrester Research released a report looking at the strong growth of Amazon ads and how the company’s rise is affecting an array of rivals from Facebook to agencies and ad-tech firms. (Marketing Dive)
    • Mobile advertising within apps saw impressions increase by 26 percent in the second quarter of 2019 compared to last year, and in-app mobile video is increasingly driving ad spending. (MarTech Advisor)
    • 73 percent of B2B senior-level executives use more sources when researching and evaluating purchases than they did last year. (MarketingCharts)
    • By 2021 podcast advertising is expected to top $1 billion in annual revenue, IAB predicted. (The Verge)
    • Digital video advertising spending has seen continued growth according to IAB study data, with the average survey advertiser projected to spend $18 million in 2019, up from 2018’s $14.2 million. (Adweek)
    • 63% of B2B companies plan to moderately raise spending on email marketing, with top goals being increased engagement, conversion, and lead generation, some of the trends of interest to digital marketers among forecast data released during Q3 by GetResponse and Ascend. (MediaPost)
    • Some 65 percent of marketers see high-quality data as the most important element for campaign success, while also estimating that roughly 21 percent of marketing spending goes towards poor quality data. (MediaPost)

Read more on this topic:

When It Comes to Search Marketing …

Q3 saw the release of data showing that for the first time most Google searches don’t yield subsequent clicks, with 50.33 percent ending on the search giant’s result page, and 45.25 percent of searches resulting in organic clicks and 4.42 percent in paid advertisement clicks. (SparkToro)

2019 September 20 MarketingCharts Chart

What Else?

  • Google gave content creators the ability to incorporate multiple thumbnail images from the same video, which will all appear in search results linked to various spots within a video, using custom markup code. (TechCrunch)
  • Audience targeting is the top search marketing technology affecting search engine marketing strategy. At 86 percent, audience targeting topped keywords, which came in at 83 percent, and re-marketing, which had 76 percent, Q3 survey data showed. (MarketingCharts)
  • Google has made new image tracking data derived from recent changes to Google Image Search available in its Search Console feature, including an array of swipe-to-visit image analytics and other mobile AMP-centric features of interest to marketers. (Search Engine Journal)
  • Jumping up a single position in Google search results can boost click-through-rates by over 30 percent, and online content containing questions within page titles saw 14.1 percent higher CTR rates — two insights from a Google search result analysis published during the quarter. (Backlinko)
  • Google rolled out playable podcast episodes that appear directly in search results, presenting both new visibility opportunities along with attribution and analytics challenges for marketers and brands. (Engadget)
  • Facebook began offering more advertisers options for inserting ads within search results on its platform, including new news feed campaign options for marketers. (Search Engine Journal)
  • A Q3 Marin Software survey showed that paid search accounts for 40 percent of digital ad spending, with paid social just under 20 percent. (ClickZ)
  • Digital marketers using Bing search advertisements got new insights from Microsoft Advertising, which added to the metrics data available including those relating to impressions and “prominence metrics.” (Search Engine Journal)

Read more on this topic:

When It Comes to Content Marketing …

During the third quarter report data showed that B2B marketers see in-person events, content marketing, traditional e-mail, and paid social as the most effective B2B marketing channels. (MarketingCharts)

2019 August 16 Marketing Charts Chart

What Else?

  • Facebook began testing the elimination of “like” counts in news-feed posts, a move echoing a similar shift from tests conducted with its Instagram property — aimed at placing greater focus on content and less on like counts. (TechCrunch)
  • Among senior B2B marketers, a sizable 82 percent viewed content as important for achieving marketing goals, however only 48 percent believed their content was only somewhat effective — or even ineffective. (ClickZ)
  • 80 percent of B2B buyers expect a B2C-like experience, while 47 percent read between three and five pieces of content before initiating sales contact communication. (Webbiquity)
  • YouTube video content was the subject of a Q3 Pew Research study that examined popular channels with 250K or more subscribers. Among them, just 10 percent produced 70 percent of the content, the research showed. (Social Media Today)
  • Facebook announced new features aimed at helping creators monetize content, including several new placement choices for video advertisements, brand collaboration enhancements, and Creator Studio additions. (Marketing Land)
  • B2B marketers see their websites as an effective method for building awareness, however the sites often fail to offer compelling content and directly answer top questions, according to Q3 research from Forrester. The best sites engage using interactive visuals, useful tools, and experiences that demonstrate a keen audience understanding, the study revealed. (MediaPost)

Read more on this topic:

When It Comes to Social Media …

Q3 saw a number of reports detailing the health of social media and how marketers, brands, and consumers use various platforms, and the technology as a whole.

Liking posts topped a Q3 list of how people interact with brands on social media platforms, at 51 percent, followed by 31 percent who leave reviews, while millennials are more likely to purchase due to social ads. (Social Media Today)

2019 August 9 Marketing Charts Chart

What Else?

  • Twitter is foremost a “look at this” social media destination, YouTube is primarily a learning target, while Instagram and Facebook fall into the “look at me” category. (Adweek)
  • Consumer conversations about brands share very little crossover from social media listening and offline discussion, according to study data released during the quarter that looks at real-world and social media interaction differences and similarities. (Marketing Land)
  • 60 percent of regular emoji users like brands using emojis that match their own personality, and 51 percent are more likely to comment on social media posts from brands that use emojis. (MarketingCharts)
  • 56 percent of Gen X consumers find too much advertising on social platforms, and 42 percent don’t like brand social interaction. (eMarketer)

Read more on this topic:

When It Comes to Influencer Marketing …

Implementation of B2B influencer marketing continued its growth during Q3. Influencer advertisements were also seen to have generated 277 percent more emotional intensity and 87 percent more memory encoding than traditional television ads, according to Q3 survey data that also examined the varying effectiveness of macro, micro, and celebrity influencers. (eMarketer)

2019 July 12 SmallBizGenius Chart

What Else?

  • Global spending for influencer marketing will top $5 billion and could reach as high as $10 billion over the next two years, during which time 57 percent of marketers expect to add the practice to their marketing activities. (Social Media Today)
  • Influencer marketing spending in the U.S. and Canada has seen 83 percent year-over-year growth, accompanied by second-quarter spending of $442 million. (The Drum)
  • 70 percent of U.S. consumers who use social media platforms and follow at least one influencer say they trust the opinions of influencers at least as much as those of their own friends, with 78 percent trusting influencer opinions over those presented in traditional digital ads. (MediaPost)
  • Pinterest and LinkedIn (client) are increasingly seeing social influencers utilizing the platforms, and finding new audiences and success with online video. (CNN)
  • Micro and niche-influencers are forging stronger target audience connections and boosting long-term loyalty, while the use of traditional paid influencers among marketers has seen rising associated costs. (eMarketer)

Read more on this topic:

When It Comes to The TopRank Marketing Team …

The team at TopRank Marketing has had a busy, exciting, and productive Q3, and here are just a few of some of the team’s highlights in the press during the past quarter:

  • Lee Odden: “B2B Doesn’t Have To Mean Boring To Boring” [Podcast] (B2B Marketing Exchange)
  • Why Experience Matters [Video] (The New Economy)
  • Eight Colors That Will Brightly Grow Your Personal Brand (Forbes)
  • What Customer Experience Management Means For Today’s Business Ecosystem [Video] (Adobe Experience Cloud)
  • How To Build A B2B Influencer Marketing Strategy For 2020 (Demand Gen Report)
  • How to Build a B2B Influencer Marketing Strategy for 2020 [Infographic] (Social Media Today)
  • The Stranger Things In B2B Marketing: 5 Ways to Avoid The Upside-Down of ABM (Engagio)
  • Augmented And Virtual Reality: The Latest Engagement Drivers In B2B Marketing (Demand Gen Report)
  • The Guide to B2B Influencer Marketing for CMOs [Infographic] (Social Media Today)
  • A Shark’s Perspective – Episode 147 – Lee Odden [Podcast] (A Shark’s Perspective)
  • 5 Crucial Ingredients for a Tremendous Content Marketing Strategy [Infographic] (Social Media Today)
  • 5 Easy Ways Your Brand Can Use Twitter Video for More Engagement (Social Report)
  • The Top B2B Influencer Marketing Trends for 2020 [Infographic] (Social Media Today)

Goodbye, Q3. Hello and Welcome, Q4.

B2B marketers, we hope that your Q4 is filled with plenty of success and innovation, and hope that you’ll join us each week and keep up with the latest industry news, trends, and opportunities in our Digital Marketing News Roundup, with highlights and video commentary from Tiffani Allen and Joshua Nite.

*Disclosure: LinkedIn and Adobe are TopRank Marketing clients.

The post Q3 Wrap-Up: What’s Changed For B2B Marketers & What’s Ahead in 2020? appeared first on Online Marketing Blog – TopRank®.


Source: SEO blog

Q3 Wrap-Up: What’s Changed For B2B Marketers & What’s Ahead in 2020?

QQ Digital Marketing Recap Standing Businesspeople Image

We’ve now reached the end of the third quarter of 2019, one filled with many significant B2B marketing changes and several surprising twists and turns that will combine to affect how the industry moves forward as we enter Q4 and push forward to 2020.

Q3 saw numerous exciting shifts in new directions, and a few seemingly slight changes in course that are nonetheless poised to make big impacts in 2020.

We’re always working to bring you the most relevant B2B marketing news, including over 180 weekly industry news videos, hosted by Tiffani Allen, Joshua Nite and others here on our blog and on our TopRank Marketing YouTube channel.

Each quarter we reflect on what’s happened in digital marketing and look ahead with key trends. Let’s examine both the challenges and opportunities the quarter’s top B2B marketing news has brought our industry.

The Digital Marketing Sights and Sounds of Q3

When It Comes to Digital Marketing Spending …

Forecasts from the third quarter showed that global digital advertising spending is expected to continue to rise. In the U.S. alone digital ad spending grew to $28.4 billion for the first quarter of 2019, up 18 percent from the same quarter a year ago. (ClickZ)

IAB 2019 Ad Spend Chart Image

What Else?

    • Digital advertising spending was up nearly 20 percent in the second quarter of 2019, according to study data that also highlighted the comparatively greater number of small-to-medium size firms using digital versus traditional formats. (Broadcasting & Cable)
    • Digital advertising expenditures in the U.S. increased by 18 percent year-over-over from the first quarter of 2018, hitting $28.4 billion, with paid search comprising some 40%, according to IAB report data. (ClickZ)
    • By 2021 global digital advertising spending is predicted to increase by 47 percent from 2019, with ad expenditure growth up by 5.3 percent, according to Zenith. (MarketingProfs)
    • Amazon cut into Google’s advertising market share during the quarter, garnering ad revenue growth of 53 percent for sponsored brands and 102 percent for sponsored products, while Google spending growth slowed from the prior quarter. Microsoft’s Bing also saw desktop ad spending growth, its strongest since 2016. (MediaPost)
    • Revenues from advertising on social media and messaging platforms climbed 26.2 percent year-over-year during the first quarter of 2019, but at a slower rate than last year. (Mobile Marketing Magazine)
    • Forrester Research released a report looking at the strong growth of Amazon ads and how the company’s rise is affecting an array of rivals from Facebook to agencies and ad-tech firms. (Marketing Dive)
    • Mobile advertising within apps saw impressions increase by 26 percent in the second quarter of 2019 compared to last year, and in-app mobile video is increasingly driving ad spending. (MarTech Advisor)
    • 73 percent of B2B senior-level executives use more sources when researching and evaluating purchases than they did last year. (MarketingCharts)
    • By 2021 podcast advertising is expected to top $1 billion in annual revenue, IAB predicted. (The Verge)
    • Digital video advertising spending has seen continued growth according to IAB study data, with the average survey advertiser projected to spend $18 million in 2019, up from 2018’s $14.2 million. (Adweek)
    • 63% of B2B companies plan to moderately raise spending on email marketing, with top goals being increased engagement, conversion, and lead generation, some of the trends of interest to digital marketers among forecast data released during Q3 by GetResponse and Ascend. (MediaPost)
    • Some 65 percent of marketers see high-quality data as the most important element for campaign success, while also estimating that roughly 21 percent of marketing spending goes towards poor quality data. (MediaPost)

Read more on this topic:

When It Comes to Search Marketing …

Q3 saw the release of data showing that for the first time most Google searches don’t yield subsequent clicks, with 50.33 percent ending on the search giant’s result page, and 45.25 percent of searches resulting in organic clicks and 4.42 percent in paid advertisement clicks. (SparkToro)

2019 September 20 MarketingCharts Chart

What Else?

  • Google gave content creators the ability to incorporate multiple thumbnail images from the same video, which will all appear in search results linked to various spots within a video, using custom markup code. (TechCrunch)
  • Audience targeting is the top search marketing technology affecting search engine marketing strategy. At 86 percent, audience targeting topped keywords, which came in at 83 percent, and re-marketing, which had 76 percent, Q3 survey data showed. (MarketingCharts)
  • Google has made new image tracking data derived from recent changes to Google Image Search available in its Search Console feature, including an array of swipe-to-visit image analytics and other mobile AMP-centric features of interest to marketers. (Search Engine Journal)
  • Jumping up a single position in Google search results can boost click-through-rates by over 30 percent, and online content containing questions within page titles saw 14.1 percent higher CTR rates — two insights from a Google search result analysis published during the quarter. (Backlinko)
  • Google rolled out playable podcast episodes that appear directly in search results, presenting both new visibility opportunities along with attribution and analytics challenges for marketers and brands. (Engadget)
  • Facebook began offering more advertisers options for inserting ads within search results on its platform, including new news feed campaign options for marketers. (Search Engine Journal)
  • A Q3 Marin Software survey showed that paid search accounts for 40 percent of digital ad spending, with paid social just under 20 percent. (ClickZ)
  • Digital marketers using Bing search advertisements got new insights from Microsoft Advertising, which added to the metrics data available including those relating to impressions and “prominence metrics.” (Search Engine Journal)

Read more on this topic:

When It Comes to Content Marketing …

During the third quarter report data showed that B2B marketers see in-person events, content marketing, traditional e-mail, and paid social as the most effective B2B marketing channels. (MarketingCharts)

2019 August 16 Marketing Charts Chart

What Else?

  • Facebook began testing the elimination of “like” counts in news-feed posts, a move echoing a similar shift from tests conducted with its Instagram property — aimed at placing greater focus on content and less on like counts. (TechCrunch)
  • Among senior B2B marketers, a sizable 82 percent viewed content as important for achieving marketing goals, however only 48 percent believed their content was only somewhat effective — or even ineffective. (ClickZ)
  • 80 percent of B2B buyers expect a B2C-like experience, while 47 percent read between three and five pieces of content before initiating sales contact communication. (Webbiquity)
  • YouTube video content was the subject of a Q3 Pew Research study that examined popular channels with 250K or more subscribers. Among them, just 10 percent produced 70 percent of the content, the research showed. (Social Media Today)
  • Facebook announced new features aimed at helping creators monetize content, including several new placement choices for video advertisements, brand collaboration enhancements, and Creator Studio additions. (Marketing Land)
  • B2B marketers see their websites as an effective method for building awareness, however the sites often fail to offer compelling content and directly answer top questions, according to Q3 research from Forrester. The best sites engage using interactive visuals, useful tools, and experiences that demonstrate a keen audience understanding, the study revealed. (MediaPost)

Read more on this topic:

When It Comes to Social Media …

Q3 saw a number of reports detailing the health of social media and how marketers, brands, and consumers use various platforms, and the technology as a whole.

Liking posts topped a Q3 list of how people interact with brands on social media platforms, at 51 percent, followed by 31 percent who leave reviews, while millennials are more likely to purchase due to social ads. (Social Media Today)

2019 August 9 Marketing Charts Chart

What Else?

  • Twitter is foremost a “look at this” social media destination, YouTube is primarily a learning target, while Instagram and Facebook fall into the “look at me” category. (Adweek)
  • Consumer conversations about brands share very little crossover from social media listening and offline discussion, according to study data released during the quarter that looks at real-world and social media interaction differences and similarities. (Marketing Land)
  • 60 percent of regular emoji users like brands using emojis that match their own personality, and 51 percent are more likely to comment on social media posts from brands that use emojis. (MarketingCharts)
  • 56 percent of Gen X consumers find too much advertising on social platforms, and 42 percent don’t like brand social interaction. (eMarketer)

Read more on this topic:

When It Comes to Influencer Marketing …

Implementation of B2B influencer marketing continued its growth during Q3. Influencer advertisements were also seen to have generated 277 percent more emotional intensity and 87 percent more memory encoding than traditional television ads, according to Q3 survey data that also examined the varying effectiveness of macro, micro, and celebrity influencers. (eMarketer)

2019 July 12 SmallBizGenius Chart

What Else?

  • Global spending for influencer marketing will top $5 billion and could reach as high as $10 billion over the next two years, during which time 57 percent of marketers expect to add the practice to their marketing activities. (Social Media Today)
  • Influencer marketing spending in the U.S. and Canada has seen 83 percent year-over-year growth, accompanied by second-quarter spending of $442 million. (The Drum)
  • 70 percent of U.S. consumers who use social media platforms and follow at least one influencer say they trust the opinions of influencers at least as much as those of their own friends, with 78 percent trusting influencer opinions over those presented in traditional digital ads. (MediaPost)
  • Pinterest and LinkedIn (client) are increasingly seeing social influencers utilizing the platforms, and finding new audiences and success with online video. (CNN)
  • Micro and niche-influencers are forging stronger target audience connections and boosting long-term loyalty, while the use of traditional paid influencers among marketers has seen rising associated costs. (eMarketer)

Read more on this topic:

When It Comes to The TopRank Marketing Team …

The team at TopRank Marketing has had a busy, exciting, and productive Q3, and here are just a few of some of the team’s highlights in the press during the past quarter:

  • Lee Odden: “B2B Doesn’t Have To Mean Boring To Boring” [Podcast] (B2B Marketing Exchange)
  • Why Experience Matters [Video] (The New Economy)
  • Eight Colors That Will Brightly Grow Your Personal Brand (Forbes)
  • What Customer Experience Management Means For Today’s Business Ecosystem [Video] (Adobe Experience Cloud)
  • How To Build A B2B Influencer Marketing Strategy For 2020 (Demand Gen Report)
  • How to Build a B2B Influencer Marketing Strategy for 2020 [Infographic] (Social Media Today)
  • The Stranger Things In B2B Marketing: 5 Ways to Avoid The Upside-Down of ABM (Engagio)
  • Augmented And Virtual Reality: The Latest Engagement Drivers In B2B Marketing (Demand Gen Report)
  • The Guide to B2B Influencer Marketing for CMOs [Infographic] (Social Media Today)
  • A Shark’s Perspective – Episode 147 – Lee Odden [Podcast] (A Shark’s Perspective)
  • 5 Crucial Ingredients for a Tremendous Content Marketing Strategy [Infographic] (Social Media Today)
  • 5 Easy Ways Your Brand Can Use Twitter Video for More Engagement (Social Report)
  • The Top B2B Influencer Marketing Trends for 2020 [Infographic] (Social Media Today)

Goodbye, Q3. Hello and Welcome, Q4.

B2B marketers, we hope that your Q4 is filled with plenty of success and innovation, and hope that you’ll join us each week and keep up with the latest industry news, trends, and opportunities in our Digital Marketing News Roundup, with highlights and video commentary from Tiffani Allen and Joshua Nite.

*Disclosure: LinkedIn and Adobe are TopRank Marketing clients.

6 Ways to Get More Organic Traffic, Without Ranking Your Website

A few years ago, I wrote a post here that caught some attention in the community.

I argued Google appears to be ranking websites heavily based on searcher intent — this is more true now than ever.

In fact, it might be algorithmically impossible to get your website on top of the SERPs.

If you find your website in this position, don’t give up on SEO!

The point of “Search Engine Optimization” is to get organic exposure through search engines — it doesn’t necessarily have to be your website.

We can leverage the ranking authority of other websites pass organic referral traffic to our sites.

I’m going to give 6 times when you should NOT rank your website.

Prefer to watch / listen? I outlined all these points as a part of a recent keynote: https://youtu.be/mMvIty5W93Y

1. When the keywords are just TOO competitive

We’ve all been there: trying to rank a website with no authority for highly competitive keywords.

These keywords are competitive because they’re valuable so we can’t give up on them.

Here’s a few workarounds I’ve used in the past.

Tactic 1: Offer to sponsor the content

Ardent sells a product that “decarboxylates” cannabis for medicinal users.

There’s a ton of challenges selling this product, mostly because patients don’t know what “decarboxylation” means.

So, naturally, ranking for the keyword “what is decarboxylation” is a critical step in their customer’s path to conversion. Problem is, that keyword is dominated by authoritative, niche relevant sites.

While Ardent should still build and optimize content around the subject, it might take years to rank.

When you’re trying to build a business, that’s not good enough.

We decided to reach out to those authoritative sites offering to “sponsor” one of their posts.

In this case, it worked exceptionally well — we negotiated a monthly rate ($250) to tag content with a CTA and link back to Ardent’s site.

Granted, this doesn’t work in every niche. If you operate in one of those spaces, there’s another option.

Tactic 2: Guest post on their site

Guest writing for Moz in 2015 put my agency on the map.

Publishing on powerful sites quickly expands your reach and lends credibility to your brand (good links, too).

More importantly, it gives you instant ranking power for competitive keywords.

As co-owner of an SEO agency, it would be amazing to rank in Google for “SEO services,” right?

seo-servce-google-search

Even with an authoritative site, it’s difficult to rank your site for the search “SEO service” nationally. You can leverage the authority of industry sites to rank for these competitive searches.

The post I wrote for Moz back in 2015 ranks for some very competitive keywords (admittedly, this was unintentional).

This post continues to drive free leads, in perpetuity.

moz-referral-traffic

When we know a client has to get visibility for a given keyword but the SERPs won’t budge, our agency builds guest posting into our client’s content strategies.

It’s an effective tactic that can deliver big results when executed properly.

2. When you can hijack “brand alternative” keywords

When you’re competing for SERP visibility with a large brand, SEO is an uphill battle.

Let’s look at a couple tactics if you find yourself in this situation.

Tactic #1: How to compete against HubSpot

HubSpot is a giant on the internet — they dominate the SERPs.

Being that large can have drawbacks, including people searching Googlef “HubSpot alternatives.” If you’re a competitor, you can’t afford to miss out on these keywords.

“Listicle” style articles dominate for these keywords, as they provide the best “type” of result for a searcher with that intent.

It’s ranking on top for a lot of valuable keywords to competitors.

As a competitor, you’ll want to see if you can get included in this post (and others). By contacting the author with a pitch, we can create an organic opportunity for ourselves.

This pitch generally has a low success. The author needs to feel motivated to add you to the article. Your pitch needs to contain a value proposition that can move them to action.

A few tips:

  • Find the author’s social profiles and add them. Then retweet, share, and like their content to give them a boost
  • Offer to share the article with your social profiles or email list if they include you in it
  • Offer to write the section for inclusion to save them time

While success rate isn’t great, the payoff is worth the effort.

Tactic #2: Taking advantage of store closures

Teavana is an international tea retailer with millions of advocates (over 200k searches per month in Google).

Just a few months ago, Starbucks decided to close all Teavana stores. With news of Teavana shutting down, fans of the brand would inevitably search for “Teavana replacements” to find a new company to buy similar tea from.

Teami is a small tea brand that sells a number of SKUs very similar to what Teavana. Getting in front of those searches would provide tremendous value to their business.

At that moment, we could do two things:

  1. Try to rank a page on Teami’s for “Teavana replacement”
  2. Get it listed on an authority website in a roundup with other alternatives

If you ask many SEO experts what to do, they’d probably go for the first option. But we went with the second option – getting it listed in a roundup post.

If we ranked Teami as a Teavana replacement — which we could do — people will check the site and know that we sell tea, but they won’t take it seriously because they don’t trust us yet that we are a good Teavana replacement.

How to pull it off for your business

Find a writer who writes about these topics on authoritative sites. You may need to search for broader keywords and see articles from authority magazine-like websites.

Check the author of the article, find their contact info, and send them a pitch.

We were able to get our client (Teami Blends) listed as the number-two spot in the article, providing a ton of referral traffic to the website.

3. When you want to rank for “best” keywords

When someone is using “best” keywords (i.e. best gyms in NYC), the SERPs are telling us the searcher doesn’t want to visit a gym’s website.

The SERPs are dominated by “roundup” articles from media sources — these are a far better result to satisfy the searcher’s intent.

That doesn’t mean we can’t benefit from “best keywords.” Let’s look at a few tactics.

Tactic #1: Capture searchers looking for “best” keywords

Let’s say you come to Miami for a long weekend.

You’ll likely search for “best coffee shops in Miami” to get a feel for where to dine while here.

If you own a coffee shop in Miami, that’s a difficult keyword to rank for – the SERPs are stacked against you.

A few years back we worked with a Miami-based coffee shop chain, Dr Smood, who faced this exact challenge.

Trying to jam their website in the SERPs would be a waste of resources. Instead, we focused on getting featured in press outlets for “best of Miami” articles.

local PR for links

How can you do it?

Find existing articles (ranking for your target “best of” keywords) and pitch for inclusion. You can offer incentives like free meals, discounts, etc. in exchange for inclusion.

You’ll also want to pitch journalists for future inclusion in articles. Scan your target publication for relevant journalists and send an opening pitch:

Hey [NAME],

My name is [YOUR NAME]. Our agency manages the marketing for [CLIENT].

We’ve got a new menu that we think would be a great fit for your column. We’d love to host you in our Wynwood location to sample the tasting menu.

If interested, please let me know a date / time that works for you!

We pitched dozens of journalists on local publications for Dr Smood.

author info

It resulted in a handful of high-impact features.

local PR for links

Work with food service businesses? I have more creative marketing tips for restaurants here.

Tactic #2: If you have a SaaS / training company

Let’s say you work for an online training company that helps agencies improve their processes and service output.

There’s hundreds of articles reviewing “best SEO training” that would be a killer feature for your business.

Getting featured here isn’t as hard as you might think — you just have to understand how to write value propositions into your pitch.

Part of that is taking the time to review your prospect and determine what might interest them:

  • Helping get traffic to their site?
  • Discounts / free access to your product?
  • Paying them…?

Here’s a few I came up with when pitching on behalf of The Blueprint Training.

Hey [NAME],

My name is [YOUR NAME]…nice to meet you.

I’ll get to the point – I just read your article on “Best SEO Trainings” on the [BLOG NAME] blog. I recently launched a deep SEO training and I’d love consideration to be included.

I recently launched a platform called The Blueprint Training – I think its a perfect fit for your article.

Now, I realize how much work it is to go back in and edit an article, so I’m willing to do all of the following:

– Write the section for you, in the same format as on the site
– Promote the article via my Twitter account (I get GREAT engagement)
– Give you complimentary access to the platform to see the quality for yourself

Let me know what you think and if there’s anything else I can do for you.

Enjoy your weekend!

If you can understand value propositioning, you’ll have a lot of success with this tactic.

4. When you need to spread your local footprint

Piggybacking off the previous example, when performing keyword research we found Google displayed completely different SERPs for keywords that all classified what Dr Smood offered.

  • Miami organic cafe
  • Miami coffee shop
  • Miami juice bar

The algorithm is telling us each of these keywords is different — it would be extremely difficult to rank the client’s website for all three.

However, we can use other owned properties to go after the additional keywords in conjunction with our website.

Properties like Yelp allow you to edit titles and optimize your listing just like you would your website.

We can essentially perform “on page” SEO for these properties and get them to rank for valuable keyword searches.

The structure we took with Dr Smood was as follows:

When doing this for your business, be sure to identify all the keyword opportunities available and pay attention to how the SERPs react for each.

Understand which citation pages (Yelp, MenuPages, etc) you have available to rank instead your website for local searches and optimize them as you would your website.

5. When you need to boost e-commerce sales

The SERPs for e-commerce stores are brutally competitive. Not only do you have to compete with massive brands / retailers, but also sites like Amazon and Etsy.

Look, I get it — selling on Amazon isn’t that simple. There’s a ton of regulations and fees that come with the platform.

But these regulations are what’s keeping a lot of larger brands from selling there, aka, there’s an opportunity there.

Amazon accounts for 40% of online retail in the US (and growing rapidly). Not only can you get your Amazon to rank in Google searches, but 90% of sales on the platform come from internal Amazon searches.

In other words, Amazon is its own marketing engine.

While you might take a haircut on your initial sales, you can use Amazon as a customer acquisition channel and optimize the lifetime value to recoup your lost upfront sales.

Here’s how we did it for a small e-commerce client.

Tactic: Radha Beauty Oil

Radha Beauty sells a range of natural oils for skin, hair and general health. Our keyword research found that Amazon listings dominated most of their target keywords.

With clients like this we make sure to track SERP result type, to properly understand what Google wants to rank for target keywords.

Specifically, Amazon listings had the following SERP share:

  • First result = 27.3%
  • Second result = 40.9%
  • Third result = 35.9%

Fortunately, this client was already selling on Amazon. Unfortunately, they had a limited budget. We didn’t have the hours in our retainer to optimize both their e-commerce store and their Amazon store.

This data gave us the firepower to have a conversation with the client that our time would drive more revenue optimizing their Amazon store over their e-commerce platform.

We focused our efforts optimizing their Amazon listings just like we would an e-commerce store:

  • Amazon product titles
  • Amazon descriptions
  • Generating reviews from past customers
  • Building links to Amazon store pages

The results were overwhelmingly positive.

If you’re a newer e-commerce brand, an Amazon store gives you the opportunity to outrank giants like Ulta in Google.

6. When the SERPs call for video

Predator Nutrition is an e-commerce site that sells health and fitness supplements. They have their own private label products, but they’re mainly a retailer (meaning they sell other brands as well).

While performing keyword research for them, we found a ton of search volume around people looking for reviews of products they sold.

youtube-review-keywords

The SERPs clearly show that searchers prefer to watch videos for “review” searches.

There are a couple ways you can capture these searches:

  1. Create videos for your YouTube channel reviewing products
  2. Find and pay an influencer to review products for you

I prefer method #2, as reviews on third-party channels rank better — especially if you’re targeting YouTubers with a large following.

Not only are you adding more branded content in the SERPs, but you’re getting your products reviewed for targeted audiences.

Final thoughts…

This industry tends to romanticize SEO as a traffic source.

Don’t get me wrong, I love how passionate our community is, but… we have to stop.

We’re trying to build businesses. We can’t fall in love with a single source of traffic (and turn our backs to others).

The internet is constantly changing. We need to adapt along with it.

What do you think?

Digital Marketing News: Google Brings Multiple Thumbnails to Video Results, Facebook’s AR Ads Plan, Twitter Adds Multiple List Feature, & More

2019 September 20 MarketingCharts Chart

B2B Personalization Strategies Pivoting As Buyers Require Confidence, Consensus
A new survey from Gartner reveals that there is plentiful high-quality buying information available to B2B buyers, even to the point where 50 percent view the large amount of trustworthy data at hand as overwhelming. Demand Gen Report

Giphy to partner with Oracle Data Cloud’s Moat to measure viewability
Animated GIF image firm Giphy has partnered with Oracle Data Cloud’s analytics and measurement platform Moat to measure branded GIFs used with in-app and via mobile and desktop landscapes — a move aimed at providing greater validation to branded content on the service. Marketing Land

Google starts highlighting key moments from videos in Search
Google has given content creators the ability to incorporate multiple thumbnail images from the same video, which will all appear in search results linked to various spots within a video, using new markup code, the search giant has recently announced. TechCrunch

Instagram Benchmarks: Use of Video Increasing
Among Instagram business pages, larger brands are more likely to use video according to newly-released study data, also showing that text brevity sees a performance boost for brands of all sizes. MarketingCharts

Facebook will bring AR ads to the News Feed fall 2019
Facebook has announced that three new advertising unit formats will become available in the coming months, including playable ads, augmented-reality (AR) ads, and ads containing polls, each offering new options for digital marketers utilizing the platform. VentureBeat

A Study With Publicis Media Finds That Twitter Is a ‘Look at This’ Destination
Twitter is foremost a “look at this” social media destination, YouTube is primarily a learning target, while Instagram and Facebook fall into the “look at me” category, newly-released survey data shows. Adweek

Facebook to shut down its group stories feature next week
Facebook has begun shutting down its group stories videos and images feature, an addition the social media giant implemented just last December, citing the feature’s lack of usefulness among users. CNET

Twitter just turned lists into multiple timelines you can swipe between
Twitter has given its 139 million active daily users the ability to expand up to five lists into new alternate timelines on the service, and has made it easy to switch between each custom timeline, offering marketers and brands a simpler way to segment information on the platform. The Verge

Report: Facebook News Feed getting 60% of total ad spend across Facebook, Instagram
Facebook’s is the top spot for news feed ads, garnering some 60 percent of relative spending, according to newly-released report data that also showed Instagram’s feed was second, at 20 percent, followed by Instagram stories ads. Marketing Land

Audience Targeting Proves A Crucial Search Marketing Trend
Audience targeting was the top search marketing technology affecting search engine marketing strategy according to newly-released survey data. At 86 percent, audience targeting topped keywords, which came in at 83 percent, and re-marketing, which had 76 percent, the new survey data showed. MarketingCharts

ON THE LIGHTER SIDE:

2019 September 27 Marketoonist Comic

A lighthearted look at the evolution of new products by Marketoonist Tom Fishburne — Marketoonist

New Fitness Tracker Monitors Amount Of Exercise Users Watch On TV — The Onion

TOPRANK MARKETING & CLIENTS IN THE NEWS:

  • Lee Odden — Lee Odden: “B2B Doesn’t Have To Mean Boring To Boring” [Podcast] — B2B Marketing Exchange
  • Lee Odden — Why Experience Matters [Video] — The New Economy
  • Lee Odden — 9 Tips For Writing Press Releases That Get Opened, Read, and Published — Mariett Ramm
  • Lane R. Ellis — What’s Trending: Make the Most Out of Mistakes — LinkedIn (client)
  • Lee Odden — Lee Odden Masters Group Workshop on Influencer Marketing – Florida 2020 — Pubcon
  • Lee Odden — Lee Odden : Conférencier et cofondateur de TopRank Marketing — Media Marketing
  • SAP (client) — SAP’s Alicia Tillman on the Makeup of a Modern Marketing Team and an Experience-Driven Economy — eMarketer

If you’ve found your own top B2B content marketing or digital advertising stories from the past week, please let us know in the comments below.

Thanks for joining us, and we hope you’ll return again next week for more top digital marketing industry news. In the meantime, you can follow us at @toprank on Twitter for even more timely daily news. Also, don’t miss the full video summary on our TopRank Marketing TV YouTube Channel.

How to Write Content for Answers Using the Inverted Pyramid – Best of Whiteboard Friday

If you’ve been searching for a quick hack to write content for featured snippets, this isn’t the article for you. But if you’re looking for lasting results and a smart tactic to increase your chances of winning a snippet, you’re definitely in the right place.

Borrowed from journalism, the inverted pyramid method of writing can help you craft intentional, compelling, rich content that will help you rank for multiple queries and win more than one snippet at a time. Learn how in this fan-favorite Whiteboard Friday starring the one and only Dr. Pete!

Content for Answers

Click on the whiteboard image above to open a high-resolution version in a new tab!

Video Transcription

Hey, Moz fans, Dr. Pete here. I’m the Marketing Scientist at Moz and visiting you from not-so-sunny Chicago in the Seattle office. We’ve talked a lot in the last couple years in my blog posts and such about featured snippets.

So these are answers that kind of cross with organic. So it’s an answer box, but you get the attribution and the link. Britney has done some great Whiteboard Fridays, the last couple, about how you do research for featured snippets and how you look for good questions to answer. But I want to talk about something that we don’t cover very much, which is how to write content for answers.

The inverted pyramid style of content writing

It’s tough, because I’m a content marketer and I don’t like to think that there’s a trick to content. I’m afraid to give people the kind of tricks that would have them run off and write lousy, thin content. But there is a technique that works that I think has been very effective for featured snippets for writing for questions and answers. It comes from the world of journalism, which gives me a little more faith in its credibility. So I want to talk to you about that today. That’s called the inverted pyramid.

Content for Answers

1. Start with the lead

It looks something like this. When you write a story as a journalist, you start with the lead. You lead with the lead. So if we have a story like “Penguins Rob a Bank,” which would be a strange story, we want to put that right out front. That’s interesting. Penguins rob a bank, that’s all you need to know. The thing about it is, and this is true back to print, especially when we had to buy each newspaper. We weren’t subscribers. But definitely on the web, you have to get people’s attention quickly. You have to draw them in. You have to have that headline.

2. Go into the details

So leading with the lead is all about pulling them in to see if they’re interested and grabbing their attention. The inverted pyramid, then you get into the smaller pieces. Then you get to the details. You might talk about how many penguins were there and what bank did they rob and how much money did they take.

3. Move to the context

Then you’re going to move to the context. That might be the history of penguin crime in America and penguin ties to the mafia and what does this say about penguin culture and what are we going to do about this. So then it gets into kind of the speculation and the value add that you as an expert might have.

How does this apply to answering questions for SEO?

So how does this apply to answering questions in an SEO context?

Content for Answers

Lead with the answer, get into the details and data, then address the sub-questions.

Well, what you can do is lead with the answer. If somebody’s asked you a question, you have that snippet, go straight to the summary of the answer. Tell them what they want to know and then get into the details and get into the data. Add those things that give you credibility and that show your expertise. Then you can talk about context.

But I think what’s interesting with answers — and I’ll talk about this in a minute — is getting into these sub-questions, talking about if you have a very big, broad question, that’s going to dive up into a lot of follow-ups. People who are interested are going to want to know about those follow-ups. So go ahead and answer those.

If I win a featured snippet, will people click on my answer? Should I give everything away?

Content for Answers

So I think there’s a fear we have. What if we answer the question and Google puts it in that box? Here’s the question and that’s the query. It shows the answer. Are people going to click? What’s going to happen? Should we be giving everything away? Yes, I think, and there are a couple reasons.

Questions that can be very easily answered should be avoided

First, I want you to be careful. Britney has gotten into some of this. This is a separate topic on its own. You don’t always want to answer questions that can be very easily answered. We’ve already seen that with the Knowledge Graph. Google says something like time and date or a fact about a person, anything that can come from that Knowledge Graph. “How tall was Abraham Lincoln?” That’s answered and done, and they’re already replacing those answers.

Answer how-to questions and questions with rich context instead

So you want to answer the kinds of things, the how-to questions and the why questions that have a rich enough context to get people interested. In those cases, I don’t think you have to be afraid to give that away, and I’m going to tell you why. This is more of a UX perspective. If somebody asks this question and they see that little teaser of your answer and it’s credible, they’re going to click through.

“Giving away” the answer builds your credibility and earns more qualified visitors

Content for Answers

So here you’ve got the penguin. He’s flushed with cash. He’s looking for money to spend. We’re not going to worry about the ethics of how he got his money. You don’t know. It’s okay. Then he’s going to click through to your link. You know you have your branding and hopefully it looks professional, Pyramid Inc., and he sees that question again and he sees that answer again.

Giving the searcher a “scent trail” builds trust

If you’re afraid that that’s repetitive, I think the good thing about that is this gives him what we call a scent trail. He can see that, “You know what? Yes, this is the page I meant to click on. This is relevant. I’m in the right place.” Then you get to the details, and then you get to the data and you give this trail of credibility that gives them more to go after and shows your expertise.

People who want an easy answer aren’t the kind of visitors that convert

I think the good thing about that is we’re so afraid to give something away because then somebody might not click. But the kind of people who just wanted that answer and clicked, they’re not the kind of people that are going to convert. They’re not qualified leads. So these people that see this and see it as credible and want to go read more, they’re the qualified leads. They’re the kind of people that are going to give you that money.

So I don’t think we should be afraid of this. Don’t give away the easy answers. I think if you’re in the easy answer business, you’re in trouble right now anyway, to be honest. That’s a tough topic. But give them something that guides them to the path of your answer and gives them more information.

How does this tactic work in the real world?

Thin content isn’t credible.

Content for Answers

So I’m going to talk about how that looks in a more real context. My fear is this. Don’t take this and run off and say write a bunch of pages that are just a question and a paragraph and a ton of thin content and answering hundreds and hundreds of questions. I think that can really look thin to Google. So you don’t want pages that are like question, answer, buy my stuff. It doesn’t look credible. You’re not going to convert. I think those pages are going to look thin to Google, and you’re going to end up spinning out many, many hundreds of them. I’ve seen people do that.

Use the inverted pyramid to build richer content and lead to your CTA

Content for Answers

What I’d like to see you do is craft this kind of question page. This is something that takes a fair amount of time and effort. You have that question. You lead with that answer. You’re at the top of the pyramid. Get into the details. Get into the things that people who are really interested in this would want to know and let them build up to that. Then get into data. If you have original data, if you have something you can contribute that no one else can, that’s great.

Then go ahead and answer those sub-questions, because the people who are really interested in that question will have follow-ups. If you’re the person who can answer that follow-up, that makes for a very, very credible piece of content, and not just something that can rank for this snippet, but something that really is useful for anybody who finds it in any way.

So I think this is great content to have. Then if you want some kind of call to action, like a “Learn More,” that’s contextual, I think this is a page that will attract qualified leads and convert.

Moz’s example: What is a Title Tag?

So I want to give you an example. This is something we’ve used a lot on Moz in the Learning Center. So, obviously, we have the Moz blog, but we also have these permanent pages that answer kind of the big questions that people always have. So we have one on the title tag, obviously a big topic in SEO.

Content for Answers

Here’s what this page looks like. So we go right to the question: What is a title tag? We give the answer: A title tag is an HTML element that does this and this and is useful for SEO, etc. Right there in the paragraph. That’s in the featured snippet. That’s okay. If that’s all someone wants to know and they see that Moz answered that, great, no problem.

But naturally, the people who ask that question, they really want to know: What does this do? What’s it good for? How does it help my SEO? How do I write one? So we dug in and we ended up combining three or four pieces of content into one large piece of content, and we get into some pretty rich things. So we have a preview tool that’s been popular. We give a code sample. We show how it might look in HTML. It gives it kind of a visual richness. Then we start to get into these sub-questions. Why are title tags important? How do I write a good title tag?

One page can gain the ability to rank for hundreds of questions and phrases

What’s interesting, because I think sometimes people want to split up all the questions because they’re afraid that they have to have one question per page, what’s interesting is that I think looked the other day, this was ranking in our 40 million keyword set for over 200 phrases, over 200 questions. So it’s ranking for things like “what is a title tag,” but it’s also ranking for things like “how do I write a good title tag.” So you don’t have to be afraid of that. If this is a rich, solid piece of content that people are going to, you’re going to rank for these sub-questions, in many cases, and you’re going to get featured snippets for those as well.

Then, when people have gotten through all of this, we can give them something like, “Hey, Moz has some of these tools. You can help write richer title tags. We can check your title tags. Why don’t you try a free 30-day trial?” Obviously, we’re experimenting with that, and you don’t want to push too hard, but this becomes a very rich piece of content. We can answer multiple questions, and you actually have multiple opportunities to get featured snippets.

So I think this inverted pyramid technique is legitimate. I think it can help you write good content that’s a win-win. It’s good for SEO. It’s good for your visitors, and it will hopefully help you land some featured snippets.

So I’d love to hear about what kind of questions you’re writing content for, how you can break that up, how you can answer that, and I’d love to discuss that with you. So we’ll see you in the comments. Thank you.

Video transcription by Speechpad.com

B2B Marketing Spotlight: Ty Heath on Optimizing ABM & Social Sales with LinkedIn #mpb2b

Ty Heath Interview B2B Marketing

Ty Heath Interview B2B Marketing

Ty Heath is one of those people who’s reputation precedes them. I had heard of Ty as a marketing industry speaker and force for change working at LinkedIn before finally meeting her in person. The IRL Ty experience did not disappoint. Each time I meet with Ty, ideas pop like popcorn – who needs coffee with such inspiration around what’s possible?

Currently Ty is Global Lead of The B2B Institute at LinkedIn where she is responsible for scaling education on LinkedIn’s Marketing Solutions product globally. She has previously worked for major brands including IBM, Nestle and over 7 years at Google – plus she’s had her own consultancy.

On top of that, Ty is Co-Founder of LinkedIn’s annual TransformHER conference, was a contributing author in the recently published books “The Professional Black Woman” and the “Black Female Leader” and author of the book, “Marketers of Tomorrow: A Step by Step Toolkit for Inbound Marketing“. Ty was also honored as one of the Top 25 Influential Women in Marketing Who Inspired Us in 2018.

One thing you may not know about Ty is that she is a two time Olympic Trials qualifier in track and field for the 800 meters.

I’ve known Ty for just over a year – we serve on an industry advisory council for The Digital Marketing Institute together and have many mutual friends and shared interests like B2B marketing, science fiction and brunch. That’s why I was very happy to interview Ty as a speaker at the upcoming MarketingProfs B2B Forum conference on all things ABM and Social Selling.

If you want to optimize your ABM and social sales efforts, be sure to see Ty in Washington D.C. during the Oct 16-18 B2B Forum. In the meantime, this video is a must-watch:

Ty Heath on the Growth of ABM

Many folks have been thinking about making account based marketing part of their go-to-market strategy or maybe it’s already a part of it. I think the primary reason why that’s happening is because buyers expect more. We’ve all gotten used to the experience that Amazon and Netflix, and other companies have created.

Business buyers expect more personalized attention and customization of content…and account-based marketing is a way to deliver on that. @tyrona

Even though we are in the space of B2B, that experience and those expectations are translating over from B2C. That expectation of personalization and level of knowledge around the buyer’s needs. So, I think ABM is in demand more because of changing business customer expectations and account-based marketing is a way to deliver on that.

Ty Heath on Alignment Beyond Sales and Marketing:

At the core of a powerful account based marketing plan is a team that is invested in sales and marketing alignment. And frankly, when you think about account-based marketing it’s not even just about sales and marketing. It’s about having your entire team oriented to connect with customers wherever they are in their journey, wherever they touch your business and have them make that the best possible experience. Sales and marketing tend to be the two groups within your business that are most oriented towards having those conversations and having those touch points.

Ty Heath on Ann Handley:

I’ve been following her for so long. That’s the thing. I’m one of the subscribers to MarketingProfs, but even before that, even earlier in my career as a marketer I read Content Rules. I read Everybody Writes. I’ve been following her for a long time. I think she is truly a pioneer as a woman in the space of B2B marketing. I think she’s an amazing storyteller. Her ideas are clear. She’s been an inspiration for me!

Thanks Ty! 

B2B Forum
Bound for B2B Forum: For more information about imagining what’s possible in B2B marketing including Ty Heath’s presentation, check out the MarketingProfs B2B Forum conference including agenda, list of speakers (including Ashley Zeckman and myself) and many other fun facts on the B2B Form website here. Also, get $100 off by using this mpb2b discount code: B2BFriends

You can find more information about Ty on her website The Spectacled Marketer and follow her on Twitter here: @tyrona

The post B2B Marketing Spotlight: Ty Heath on Optimizing ABM & Social Sales with LinkedIn #mpb2b appeared first on Online Marketing Blog – TopRank®.


Source: SEO blog

B2B Marketing Spotlight: Ty Heath on Optimizing ABM & Social Sales with LinkedIn #mpb2b

Ty Heath Interview B2B Marketing

Ty Heath is one of those people who’s reputation precedes them. I had heard of Ty as a marketing industry speaker and force for change working at LinkedIn before finally meeting her in person. The IRL Ty experience did not disappoint. Each time I meet with Ty, ideas pop like popcorn – who needs coffee with such inspiration around what’s possible?

Currently Ty is Global Lead of The B2B Institute at LinkedIn where she is responsible for scaling education on LinkedIn’s Marketing Solutions product globally. She has previously worked for major brands including IBM, Nestle and over 7 years at Google – plus she’s had her own consultancy.

On top of that, Ty is Co-Founder of LinkedIn’s annual TransformHER conference, was a contributing author in the recently published books “The Professional Black Woman” and the “Black Female Leader” and author of the book, “Marketers of Tomorrow: A Step by Step Toolkit for Inbound Marketing“. Ty was also honored as one of the Top 25 Influential Women in Marketing Who Inspired Us in 2018.

One thing you may not know about Ty is that she is a two time Olympic Trials qualifier in track and field for the 800 meters.

I’ve known Ty for just over a year – we serve on an industry advisory council for The Digital Marketing Institute together and have many mutual friends and shared interests like B2B marketing, science fiction and brunch. That’s why I was very happy to interview Ty as a speaker at the upcoming MarketingProfs B2B Forum conference on all things ABM and Social Selling.

If you want to optimize your ABM and social sales efforts, be sure to see Ty in Washington D.C. during the Oct 16-18 B2B Forum. In the meantime, this video is a must-watch:

Ty Heath on the Growth of ABM

Many folks have been thinking about making account based marketing part of their go-to-market strategy or maybe it’s already a part of it. I think the primary reason why that’s happening is because buyers expect more. We’ve all gotten used to the experience that Amazon and Netflix, and other companies have created.

Business buyers expect more personalized attention and customization of content…and account-based marketing is a way to deliver on that. @tyrona

Even though we are in the space of B2B, that experience and those expectations are translating over from B2C. That expectation of personalization and level of knowledge around the buyer’s needs. So, I think ABM is in demand more because of changing business customer expectations and account-based marketing is a way to deliver on that.

Ty Heath on Alignment Beyond Sales and Marketing:

At the core of a powerful account based marketing plan is a team that is invested in sales and marketing alignment. And frankly, when you think about account-based marketing it’s not even just about sales and marketing. It’s about having your entire team oriented to connect with customers wherever they are in their journey, wherever they touch your business and have them make that the best possible experience. Sales and marketing tend to be the two groups within your business that are most oriented towards having those conversations and having those touch points.

Ty Heath on Ann Handley:

I’ve been following her for so long. That’s the thing. I’m one of the subscribers to MarketingProfs, but even before that, even earlier in my career as a marketer I read Content Rules. I read Everybody Writes. I’ve been following her for a long time. I think she is truly a pioneer as a woman in the space of B2B marketing. I think she’s an amazing storyteller. Her ideas are clear. She’s been an inspiration for me!

Thanks Ty! 

B2B Forum
Bound for B2B Forum: For more information about imagining what’s possible in B2B marketing including Ty Heath’s presentation, check out the MarketingProfs B2B Forum conference including agenda, list of speakers (including Ashley Zeckman and myself) and many other fun facts on the B2B Form website here. Also, get $100 off by using this mpb2b discount code: B2BFriends

You can find more information about Ty on her website The Spectacled Marketer and follow her on Twitter here: @tyrona

5 Top B2B Brands Delivering Exemplary Twitter Engagement

Four happy businesspeople jumping above cityscape.

Four happy businesspeople jumping above cityscape.

With more than 139 million active daily users and available in over 40 languages, Twitter has increasingly grown as a platform for both B2B and direct-to-consumer brands looking to creatively and effectively showcase products and services.

Twitter has kept up a steady pace of new feature roll-outs over the past few years that have helped it make significant gains as a social media platform not just for consumers, but also for more professional business users than ever.

It’s also increasingly become a destination for all manner and size of brands, and the users who frequent Twitter expect an experience markedly different from that offered by LinkedIn, Facebook, and Instagram. As the following chart from MarketingCharts shows, over the last year Twitter has seen increasing satisfaction among social media users.

2019 August 9 Marketing Charts Chart

Since Twitter has launched so many new resources for brands to maximize their engagement on the platform — such as six-second viewable video ads — let’s take a look at how five large primarily B2B companies are using them to connect with audiences.

#1 — Adobe

Adobe Twitter Image

Twitter profile: @Adobe
642,400 followers
Twitter tagline: “Changing the world through digital experiences.

Adobe* has creatively used Twitter to engage with its audience of fans, using a plentiful variety of message post types, including many that incorporate innovative use of video.

From a recent tweet announcing the firm’s latest drawing and painting app’s arrival on iOS, to news of its subsidiary Marketo’s Fearless 50 list of top global marketers, Adobe keeps its Twitter messaging both lively and information for the 640,400 people following its page.

Adobe Twitter

Whether it’s a tweet celebrating World Interaction Design Day 2019 (IxDD) — a global happening featuring over 100 events in more than 40 countries focusing on interaction design’s ability to improve the human condition, or a tweet looking ahead 10 years at the future of advertising, Adobe keeps its Twitter page both fun and relevant.

#2 — Deloitte

Deloitte Twitter

Twitter profile: @Deloitte
479,600 followers
Twitter tagline: “Sharing the latest news, research, events and more from Deloitte Global and the Deloitte network of member firms.

Multinational professional services network firm Deloitte uses a variety of engaging techniques to connect with its sizable Twitter audience.

From using visually engaging native video tweets highlighting record $46.2 billion revenue and over 90,000 new hires, to image tweets about company initiatives such as its global impact map helping children in Papua New Guinea, Deloitte offers an informative and compelling Twitter presence.

Deloitte Twitter Example

#3 — Dun & Bradstreet

Dun & Bradstreet Twitter

Twitter profile: @DunBradstreet
18,800 followers
Twitter tagline: “Official Dun & Bradstreet Twitter. Our #DNBDataCloud delivers #data & insights to help customers improve business performance.

Dun & Bradstreet uses images, documents, video and other digital assets to enhance its Twitter customer and fan experience.

A recent tweet used video to explore the firm’s data and analytics initiatives, while another announced an upcoming webinar focused on turning data into return-on-investment (ROI).

Using Twitter to thank its constituents who attended a recent company event with a multiple-photo tweet, Dun & Bradstreet mixes up its messaging on the platform to keep fans both informed and entertained with video and image-rich content, all with a down-to-earth yet professional tone business customers have come to expect on Twitter.

Dun & Bradstreet Example

#4 — General Electric

General Electric Twitter

Twitter profile: @generalelectric
455,800 followers
Twitter tagline: “For over 125 years, GE has worked around the clock to tackle the world’s biggest challenges.

Tying 3D printing to one of New York’s top fashion events, a recent tweet by GE used native video to stunningly highlight a company report about its GE Additive program and a dress printed entirely from 21 plastic petals and a titanium cage.

Both lighthearted animated GIF images and brief video clips were recently utilized by GE as part of an employee social media takeover initiative — a time-tested tactic that has proven successful for both B2B and B2C businesses.

General Electric Example

#5 — Intel

Intel Twitter

Twitter profile: @intel
4,800,000 followers
Twitter tagline: “Intel news, views & events about global tech innovation.

From a tweet announcing an immersive highlights partnership with English Premier League Champions Manchester City, to video-rich content featuring artificial intelligence (AI) innovations from the firm’s presence at technology conference IFA, or its 2020 Tokyo Olympics partnerships for real-time athlete insights, Intel keeps it’s Twitter feed filled with news delivered within the platform’s unique format.

Intel Example

Creating a Powerful Twitter Strategy

It’s clear from the mix of fine examples we’ve looked at here implemented creatively by Adobe, Deloitte, Dun & Bradstreet, GE and Intel that there are a wide variety of successful methods for building a solid and sustainable Twitter brand strategy.

Twitter itself has had an ongoing effort to help brands with content creation on the platform, including it’s recently-updated marketing playbook.

With enough time, staff, and dedication most brands can build their own successful ongoing Twitter strategy, while others may find it more efficient and practical to partner with a professional marketing agency highly skilled in Twitter-specific efforts.

TopRank Marketing had the honor of being named by Forrester as the only B2B marketing agency offering influencer marketing as a top capability in its “B2B Marketing Agencies, North America, Q1 2019” report.”

Finally, here are five recent articles we’ve written that relate specifically to either Twitter or to the process of creating engaging B2B content marketing:

* Adobe is a TopRank Marketing client.

The post 5 Top B2B Brands Delivering Exemplary Twitter Engagement appeared first on Online Marketing Blog – TopRank®.


Source: SEO blog

5 Top B2B Brands Delivering Exemplary Twitter Engagement

Four happy businesspeople jumping above cityscape.

With more than 139 million active daily users and available in over 40 languages, Twitter has increasingly grown as a platform for both B2B and direct-to-consumer brands looking to creatively and effectively showcase products and services.

Twitter has kept up a steady pace of new feature roll-outs over the past few years that have helped it make significant gains as a social media platform not just for consumers, but also for more professional business users than ever.

It’s also increasingly become a destination for all manner and size of brands, and the users who frequent Twitter expect an experience markedly different from that offered by LinkedIn, Facebook, and Instagram. As the following chart from MarketingCharts shows, over the last year Twitter has seen increasing satisfaction among social media users.

2019 August 9 Marketing Charts Chart

Since Twitter has launched so many new resources for brands to maximize their engagement on the platform — such as six-second viewable video ads — let’s take a look at how five large primarily B2B companies are using them to connect with audiences.

#1 — Adobe

Adobe Twitter Image

Twitter profile: @Adobe
642,400 followers
Twitter tagline: “Changing the world through digital experiences.

Adobe* has creatively used Twitter to engage with its audience of fans, using a plentiful variety of message post types, including many that incorporate innovative use of video.

From a recent tweet announcing the firm’s latest drawing and painting app’s arrival on iOS, to news of its subsidiary Marketo’s Fearless 50 list of top global marketers, Adobe keeps its Twitter messaging both lively and information for the 640,400 people following its page.

Adobe Twitter

Whether it’s a tweet celebrating World Interaction Design Day 2019 (IxDD) — a global happening featuring over 100 events in more than 40 countries focusing on interaction design’s ability to improve the human condition, or a tweet looking ahead 10 years at the future of advertising, Adobe keeps its Twitter page both fun and relevant.

#2 — Deloitte

Deloitte Twitter

Twitter profile: @Deloitte
479,600 followers
Twitter tagline: “Sharing the latest news, research, events and more from Deloitte Global and the Deloitte network of member firms.

Multinational professional services network firm Deloitte uses a variety of engaging techniques to connect with its sizable Twitter audience.

From using visually engaging native video tweets highlighting record $46.2 billion revenue and over 90,000 new hires, to image tweets about company initiatives such as its global impact map helping children in Papua New Guinea, Deloitte offers an informative and compelling Twitter presence.

Deloitte Twitter Example

#3 — Dun & Bradstreet

Dun & Bradstreet Twitter

Twitter profile: @DunBradstreet
18,800 followers
Twitter tagline: “Official Dun & Bradstreet Twitter. Our #DNBDataCloud delivers #data & insights to help customers improve business performance.

Dun & Bradstreet uses images, documents, video and other digital assets to enhance its Twitter customer and fan experience.

A recent tweet used video to explore the firm’s data and analytics initiatives, while another announced an upcoming webinar focused on turning data into return-on-investment (ROI).

Using Twitter to thank its constituents who attended a recent company event with a multiple-photo tweet, Dun & Bradstreet mixes up its messaging on the platform to keep fans both informed and entertained with video and image-rich content, all with a down-to-earth yet professional tone business customers have come to expect on Twitter.

Dun & Bradstreet Example

#4 — General Electric

General Electric Twitter

Twitter profile: @generalelectric
455,800 followers
Twitter tagline: “For over 125 years, GE has worked around the clock to tackle the world’s biggest challenges.

Tying 3D printing to one of New York’s top fashion events, a recent tweet by GE used native video to stunningly highlight a company report about its GE Additive program and a dress printed entirely from 21 plastic petals and a titanium cage.

Both lighthearted animated GIF images and brief video clips were recently utilized by GE as part of an employee social media takeover initiative — a time-tested tactic that has proven successful for both B2B and B2C businesses.

General Electric Example

#5 — Intel

Intel Twitter

Twitter profile: @intel
4,800,000 followers
Twitter tagline: “Intel news, views & events about global tech innovation.

From a tweet announcing an immersive highlights partnership with English Premier League Champions Manchester City, to video-rich content featuring artificial intelligence (AI) innovations from the firm’s presence at technology conference IFA, or its 2020 Tokyo Olympics partnerships for real-time athlete insights, Intel keeps it’s Twitter feed filled with news delivered within the platform’s unique format.

Intel Example

Creating a Powerful Twitter Strategy

It’s clear from the mix of fine examples we’ve looked at here implemented creatively by Adobe, Deloitte, Dun & Bradstreet, GE and Intel that there are a wide variety of successful methods for building a solid and sustainable Twitter brand strategy.

Twitter itself has had an ongoing effort to help brands with content creation on the platform, including it’s recently-updated marketing playbook.

With enough time, staff, and dedication most brands can build their own successful ongoing Twitter strategy, while others may find it more efficient and practical to partner with a professional marketing agency highly skilled in Twitter-specific efforts.

TopRank Marketing had the honor of being named by Forrester as the only B2B marketing agency offering influencer marketing as a top capability in its “B2B Marketing Agencies, North America, Q1 2019” report.”

Finally, here are five recent articles we’ve written that relate specifically to either Twitter or to the process of creating engaging B2B content marketing:

* Adobe is a TopRank Marketing client.