The Complete Guide to B2B Marketing

The Complete Guide to
B2B Marketing
How to optimize your campaigns and drive more revenue.

INTRODUCTION…………………………………………….......3
Be a better B2B marketer.
Get a glimpse into the challenges of modern B2B
marketing — plus a first look at the best practices,
tips, and advice this e-book provides.
CHAPTER ONE……………………………………………….......4
Be better at lead generation.
Learn how to generate high-quality leads with
marketing automation features like landing pages,
forms, and progressive profiling.
CHAPTERtwo……………………………………………………13
Be better at lead qualification.
Be able to distinguish between lead scoring and lead
grading, and learn why you need both.
CHAPTER THREE………………………………………………22
Be better at lead nurturing.
Depending on your level of experience, this chapter
can help you lay the groundwork for successful
nurturing campaigns or help you improve the
processes you already have in place.
TABLE OF CONTENTS
CHAPTER four……………………………………………….....32
Be better at email marketing.
Learn how to build a successful email program from
start to finish, and optimize your messages for the
inbox.
CHAPTER five……………………………………………….......43
Be better at content marketing.
Learn to create and implement an effective strategy
that promotes and tracks B2B marketing content.
CHAPTER six………………………………………………..........55
Be better at webinars and events.
Make the most of your B2B marketing events
investment.
CHAPTERSEVEN………………………………………………...64
Be better at social media.
Optimize your social media accounts by planning a
social content strategy, building a following, and setting
(and reaching) goals.
CHAPTER EIGHT……………………………………………….....72
Be better at ROI reporting.
Get a quick overview of closed-loop reporting
and a list of valuable ROI metrics to track.
2 / Pardot

In early 2015, Salesforce conducted a survey of more than
2,100 global marketers to better understand the current
state of B2B marketing. The results proved that B2B
marketers are as time-strapped as ever, and consistently
grapple with three main challenges: new business
development, lead quality, and lead generation.
But that’s not all that B2B marketers have on their plates.
The emphasis on a more cohesive, personalized selling
process is growing, leading many marketers to increase
their investments in technologies that can help them
create 1:1 buying experiences. Marketers now own more of
the lead-to-revenue cycle than ever and are responsible
for engaging with buyers throughout the entire customer
lifecycle.
In an increasingly digital and data-driven world, this
means more than well-timed emails and the occasional
clever Tweet. Marketers need to think bigger — and this
e-book can help.
The following chapters will guide B2B marketers through
the eight main pillars of digital marketing, with checklists
and worksheets provided at the end of each chapter.
INTRODUCTION
Be a better B2B
marketer.
intro
Whether you’re building a B2B marketing strategy from the
ground up or you’re working to perfect the strategy you
already have in place, you’ll find valuable insights on how to:
• build effective and measurable lead generation
campaigns
• qualify and assign leads to sales — at the right time
• increase the value of your database using targeted
nurturing programs
• create engaging emails that resonate with your target
audience
• develop a content strategy that supports your overall
business goals
• build a webinar and event marketing strategy from
the ground up
• engage with your target audiences over social media
in an authentic way
• report on the success of your marketing initiatives
Start your journey to becoming an even better B2B marketer.
Let’s dive in!
3 / Pardot

B2B marketers are facing an ever-increasing demand
for more high-quality leads. In fact, according to B2B
Technology Marketing Community, marketers’ lead
generation budgets have increased 50% since 2013,
demonstrating the growing number of resources that
marketers are investing in lead generation initiatives.
In the B2C world, lead generation typically starts and
ends in the same place: the purchase. On the other
hand, B2B marketers with long, complex sales cycles
look at conversion as getting a visitor to fill out a
form in exchange for something of value, such as a
white paper, a product demo, or a free consultation.
The purchase may be months — or even years —
away. Landing pages with hosted forms are often the
de facto method for these conversions, which is why
optimization is so crucial to the sales and marketing
process.
According to a 2015 study by Regalix, 84% of
marketing executives indicate that lead generation is
the number one benefit of a marketing automation
tool. The first chapter of our guide takes a look at
CHAPTER ONE
Be better at lead
generation.
one
how marketing automation features like landing pages,
forms, and progressive profiling can help marketers boost
the effectiveness of their lead generation programs.
Creating Effective Landing Pages
Landing pages are a key ingredient in lead generation,
but building the perfect landing page isn’t always easy. It
requires a great deal of testing and analyzing — combined
with eye-catching visuals and persuasive copy — to build
a landing page that will not only decrease bounce rates,
but will also increase conversions and the amount of time
visitors spend interacting with you.
Historically, landing pages were primarily used for basic
data collection, but today their usage has evolved. Now,
landing pages can be used as launch pads to drive
visitors deeper into your site, directing them to more
valuable content. With tools like marketing automation at
your disposal, you can create landing pages, forms, copy,
and calls-to-action that are optimized for that purpose:
to keep your visitors engaged on your site, even after
they’ve already converted.
4 / Pardot

So where do you begin?
Start with your value proposition. Your buyers are
faced with information overload and endless options,
so their time is both limited and valuable. To break
through the clutter and hold their attention, your
offer needs to be both compelling and persuasive.
Use strong calls-to-action and benefit-focused
language to convey value, and be sure to keep the
focus on your buyers, not on you.
To get more information about crafting the perfect
call-to-action, see the checklist at the end of this
chapter.
Create points of engagement. Engagement on
a landing page is a function of a few core items:
sightlines (where users look on the page), copy,
calls-to-action, and images.
68% of B2B businesses use
landing pages to garner
new sales leads for future
conversion.
- MarketingSherpa
SIGHTLINES AND COPY
It’s important to keep the following facts in mind when
designing your landing page for optimum engagement:
• Text is almost always scanned, and not read
entirely.
• Greater focus is given to words in the top and
left side of the page.
• Text is scanned in what’s called an f-pattern.
According to Nielsen Norman Group, before a visitor
leaves, they’ll read — at most — 28% of the words on a
page.
If you need more than a couple of short paragraphs of
text on your landing page, make sure the first words in
those paragraphs give a clear indication of what they’re
about. If you can divide the content into sections, do so!
Make sure you write concise headings to help scanning
eyes find the information they’re searching for.
calls-to-action and Images
Placing your offer behind a form is an essential part of
generating leads, but it helps to include some value up
front. Experiment with calls-to-action and gated versus
ungated content. Try gating your main offer behind a
form while still sharing an unprotected piece of content
for free, like an infographic, video, or calculator.
5 / Pardot

According to CMO Council, almost 80% of B2B
marketers aren’t satisfied with their current
levels of customer conversions. Learn how to
join the 20%.
IMPROVE CONVERSIONS IN 8 STEPS.
GET FREE E-BOOK
This allows visitors to see the caliber of your content
without having to give up any of their personal
information first.
You can (and should) still tease the downloadable
asset using images on your landing pages. A good
solution for this is to provide a small image of the
white paper or demo that is being offered. This gives
your visitors something tangible to look forward to
and a much more compelling reason to convert.
Check out our checklist at the end of this chapter to
see what other elements you should include on your
landing pages.
Brag about your credibility. Visitors who are not
familiar with your company may be hesitant to enter
their contact information, even in exchange for
something of value. Including a few proof points can
go a long way toward establishing some credibility
with your audience. Examples you might use include:
• Client testimonials
• Client logos
• Site security badges
• Ratings from Better Business Bureau and
similar organizations
• Awards and industry recognition

Building Functional Forms
With landing pages, less is more. Companies that
ask for more than a handful of data points in the
first interaction with a visitor are encouraging form
abandonment. How can marketers use forms to collect
prospect information without overwhelming their
buyers?
Decide what information to collect. One thing to keep
in mind when it comes to forms: there is an inverse
relationship between the number of form fields and the
form’s conversion rates. One of the biggest mistakes
that marketers make is asking too many questions on
their forms. A general rule of thumb is to keep it to
five fields or fewer, which means that you’ll need to
prioritize the most important information first.
Because of the multi-touch nature of B2B sales,
marketers shouldn’t panic if they can’t collect all of the
information they want about a prospect during that first
interaction. Each touch point provides an opportunity
to collect more data and build up a prospect’s profile
over time. If you have a marketing automation tool, you
can use progressive profiling to dynamically present
users with new questions each time they access a form
(while hiding fields that they’ve already completed).
This lessens the burden on prospects, while still
allowing you to collect the valuable information that the
marketing and sales teams need to move forward.
Follow best practices. Don’t just think about the number
of form fields; think about how they’re organized. Here
are some best practices for setting up and formatting
your forms:
• If you have a short list of mutually exclusive
options, use a radio button instead of a dropdown
menu. This helps users scan faster.
• Use checkboxes when users can select multiple
values simultaneously or when giving a single
option that can be toggled on and off.
• When you need a single selection, but you have
more than a few options, use a dropdown menu.
• Only select a default when you are confident that
the vast majority of users will select that option,
and ensure it’s clearly labeled.
• If your labels are beside your form fields,
consider making them right-aligned for enhanced
readability. If form length isn’t an issue, use top-
alignment for even faster form-filling.
7 / Pardot

Get ready to launch
Once you’ve crafted your landing page copy, decided
on your offers, and added your form, it’s time to release
your landing page into the wild. However, the work
doesn’t stop there. It’s important to continually monitor
your published landing page and optimize each element
for greater success.
Test elements to improve conversions. The best way
to measure landing page performance is to study data
compiled through A/B and multivariate testing. Using
a tool like marketing automation, you can test calls-to-
action, offers, headlines, colors, and your teaser copy.
Keep in mind that users are voting with their mouse,
giving you the insight needed to decide which landing
page will convert the best.
At a loss for what to test? Try a few of the following:
• Headline: Keep it short and compelling; the
headline should describe an immediate benefit to
the reader.
• Offer: Experiment with white papers, demos,
free consultations, and other content to see what
prospects view as most valuable
• Imagery: Try a picture of your white paper cover,
a related illustration, or an image of your product
• Form length: If you started with a lengthy form,
try removing a few required fields and see if
conversions improve. (Hint: They probably will.)
• Form fields: Try changing titles (like using
department versus job title) or experimenting
with the formatting of your dropdown menus
and checkboxes
• Copy: Change up how your text is organized
(for example, using short paragraphs or bullet
points)
Fine-tune your thank you content. Remember, the
goal of a landing page is to continue to engage your
leads and keep them on your site, even after they’ve
already converted. Create a rich and engaging
experience after they submit the form. This thank
you page can include additional content like videos,
case studies, and links to deeper resources on your
site. Buyers will appreciate the fact that you still care
enough to provide them with additional information
even after they’ve already converted — especially if
you do so in a highly targeted way.
Take a look at the following pages for worksheets
and checklists that can help you get the most out
of your lead generation efforts — then move onto
chapter two to learn more about qualifying the leads
that come in through your lead generation programs.
8 / Pardot

WORKSHEET ONE
Marketing Resources Library
CONTENT NAME GOAL OF CONTENT CTA COPY
LANDING PAGE
CREATED?
Use the chart below to keep track of all of your marketing collateral, including how it’s being used, the goal of each
piece of content (brand awareness, product knowledge, or to support sales and help close deals), your call-to-action
copy, and whether or not a landing page has been created.
YES
YES
YES
YES
YES
YES
YES
YES
NO
NO
NO
NO
NO
NO
NO
NO
9 / Pardot

WORKSHEET TWO
To keep track of all of your landing page efforts, use the worksheet below. Fill out both versions A and B if you plan
to conduct an A/B test for your landing page.
Landing Page Planning
NAME:
IMAGE: TESTING
NOTES:
CTA:
COPY:
REQUIRED
FORM
FIELDS:
CTA:
IMAGE? LANDING PAGE COPY? AUTORESPONDER?
List the elements being tested and their alternative treatments.
THANK YOU PAGE?
VERSION A
VERSION B
10 / Pardot

Add testimonials. This will lend your landing
page additional credibility while lessening the
hesitation that many users feel when handing
over their personal information.
Use your thank you page. Use your thank
you page as an opportunity to upsell or
cross-sell other products, services, or
content. This is a great chance to drive users
deeper into your site.
Create your form. Keep your forms short, using
no more than four fields where possible. You may
also want to set up an autoresponder that will
deploy once the form is submitted.
WORKSHEET THREE
Use the checklist below to make sure you’re not missing any steps when building your landing page.
The Landing Page Checklist
Communicate your value proposition. Your
offer should be compelling, persuasive, and,
most importantly, clear. Don’t confuse people
with multiple offers!
Add an ungated piece of content. In addition
to your gated content, consider adding a
free item like a video or infographic to drive
engagement.
Leverage images and video. Your users will
be overwhelmed by landing pages that are
too text-heavy, so make sure you add in a few
images to hold their attention.
Clean up the clutter. Landing pages should
be concise, easy to navigate, and free from
distractions.
Limit scrolling. Scanning is common in today’s
world, so you want your information and offer
to be easy to find. If possible, keep your offer
above the fold.
11 / Pardot

Test, test, test. Use A/B testing to decide which
CTAs perform the best, then optimize accordingly.
Make CTAs obvious. Set your CTAs apart. They
should be easy to find, so consider differentiating via
color or buttons.
WORKSHEET FOUR
Creating the right CTA can be tough, and there’s no set formula that will guarantee success. Here are a few general
guidelines you can follow to keep yourself on the right track.
The Call-to-Action Checklist
Keep it short. Calls-to-action should be as
to-the-point as possible.
Indicate urgency. Your users will be more
tempted by offers they perceive to be available
for a limited time only.
Don’t be bossy. Use commands, not
demands. You want your CTAs to encourage
an action without sounding demanding.
Convey value. Tell users what they’re going to
get, not what they need to do.
12 / Pardot

Today’s tracking tools and marketing technologies have
revealed one thing: cramming as many leads into the
sales funnel as possible and hoping for the best is no
longer a viable approach to doing business.
Luckily, marketing automation uses a blended lead
scoring and grading model to provide an elegant
solution to lead qualification challenges. In this chapter,
you’ll learn the basics and benefits of scoring and
grading — and get several worksheets and checklists
to help you build and optimize a scoring and grading
model of your own.
Introducing Blended Lead Scoring
and Grading
The process of sorting through incoming leads can
be an immensely time-consuming task for marketing
departments. Passing on the wrong leads to sales
wastes your sales reps’ time — plus, it puts a strain
on the sales and marketing relationship. Fortunately,
marketing automation offers a solution to the lead
quality disagreements that often force these two teams
out of sync: blended lead scoring and grading.
CHAPTER TWO
Be better at lead
qualification.
two
When used properly together, automated lead scoring
and grading can take the guesswork out of lead
qualification and assignment, streamlining your sales
cycle and ensuring that your leads are better qualified
and properly nurtured before they ever reach the sales
department.
Let’s take a closer look at lead scoring and grading. In
this chapter, we’ll examine how they differ, how they
work, and why you need both.
Scoring LEADS
A lead score, expressed as a numeric value, can tell
you how interested a prospect is in your product.
Leads are automatically assigned scores based on
their implicit buying signals (e.g., activity on your site
or their response to your online marketing), providing
hard, objective data in an otherwise subjective sales
process. Prospects are assigned a score when they
respond to an offer and enter your database. They
will continue to build on this score over time as they
interact with your brand.
13 / Pardot

For marketers, a lead score means that you can quickly
see the leads you have generated, prioritize them based
on score, and assign those that are most likely to become
opportunities to sales for follow-up. In order to ensure
that leads don’t get passed on to sales prematurely,
you can place any leads that do not pass a certain
scoring threshold on a nurturing track before assigning
them to sales reps. As these leads begin to respond to
nurturing efforts and their scores increase, they can be
automatically assigned to sales for follow-up. (Read more
about this in the next chapter.)
For your sales reps, a lead score provides a concrete
indication of lead engagement before they ever pick up
the phone, so your reps can feel confident that reaching
out will be well worth their time. Scoring can also go a
long way toward relieving tensions between sales and
marketing by establishing a concrete, objective system for
lead qualification.
Grading Leads on Explicit Factors
While a lead’s score tells you how interested they are in
your company, their grade (expressed as a letter, A-F)
tells you how interested you should be. Measuring a lead’s
interest based on implicit buying signals only tells half of
the story. What if your most active lead is just a curious
intern and has no influence at all on purchase decisions?
A marketer must also measure explicit qualities before
passing leads on to sales or entering them into nurturing
tracks to ensure that they fit the organization’s ideal
customer profile. Typical explicit parameters include:
• Company size
• Industry
• Job title
• Department
• Other custom factors that shed light on a
prospect’s profile
With marketing automation, marketers can set up a
customizable grading system that will tell them at a
glance if a lead fits their ideal prospect profile, allowing
them to consider prospect fit in conjunction with their
accumulated score.
Putting Lead Qualification to Work
Despite being one of the most powerful features of
marketing automation, the lead scoring and grading
model is also one of the most difficult topics to talk
about — simply because your ideal lead qualification
model will ultimately depend on your product, industry,
and buyer personas. Many marketing automation
platforms provide an out-of-the-box scoring and grading
model, but it’s important to customize this system to
meet your needs in order to reap the full benefits.
14 / Pardot

Even if you feel like you don’t have enough information
on your prospects yet, start with a guess and adjust your
model later. Here are a few items to consider as you
begin building a scoring and grading model of your own:
Get input from sales. It’s important to make sure your
sales team is involved in the lead scoring and grading
process from the very beginning. Sit down with sales
stakeholders to discuss the following questions — before
your lead qualification system even gets off the ground.
• What constitutes a qualified lead?
• What prospect actions typically signal sales
readiness?
• When would sales reps prefer that leads get
assigned to them for follow-up? How will lead
follow-up be handled?
• Can lead nurturing be used to supplement the
sales process if leads are not ready to talk to sales?
Setting these expectations up front will prevent you
from having to backtrack later. It can also give you
valuable intel as you begin setting up your lead nurturing
programs.
Identify high-value actions and pages. When it comes to
lead scoring, not all prospect activities are created equal.
Are certain pages — a pricing page or contact us form,
for example — a better indication of intent to purchase?
Assign higher point values to these pages so you
can see which of your leads are taking “hand-raising”
actions at a glance.
40.7% of B2B marketers do not
award higher lead scores to high-
value web pages.
- Spear Marketing
Start assigning leads to sales — automatically.
According to a 2015 study by Spear Marketing, 46% of
B2B marketers have not set up a lead scoring threshold
that will automatically alert or route leads to sales. This
threshold is key because it ensures that leads are only
assigned once they’ve met a qualification level that your
sales team has agreed upon. This makes it easy for sales
to prioritize incoming leads and takes the guesswork
out of lead assignment for the marketing team.
Whether you’re a beginner setting up your system for
the first time or a marketing automation pro looking
to fine-tune your scoring and grading system, the
worksheets provided on the next few pages will give
you a helpful foundation to start from. Then, move on to
chapter three to learn more about setting up effective
nurturing programs for the leads in your database that
aren’t yet sales-ready.
15 / Pardot

WORKSHEET ONE
Building Your Model, Part I
Who are you selling to?
SMBs, Enterprise,
Healthcare, etc.
Do these companies
need to be a certain size
or in a certain location?
Who within a company
is qualified to buy your
product?
Director, CEO,
CTO, etc.
What actions on your
website indicate an
interest in your product?
When it comes down to it, building a customized scoring and grading model is all about asking the right questions.
Use the questions below to guide your conversation with your sales team and ensure you’re collaborating effectively
to establish a lead qualification system that you’ll both agree upon.
16 / Pardot

WORKSHEET TWO
Building Your Model, Part II
Have you noticed an increase in the number
of qualified leads since implementing the new
scoring and grading model?
Discuss your current quality of leads. Any
common characteristics that can be used
to further weed out unqualified or non-
sales-ready leads?
Discuss a recently closed deal. What actions
indicated the lead was intending to buy and
ready to talk?
Your scoring and grading model can (and should) always be improved upon. Once you’ve established a system, revisit
it regularly to make sure you’re effectively qualifying incoming leads and passing them off at the right moment. Set a
time to sit down with your sales team and discuss the following questions:
17 / Pardot

WORKSHEET THREE
Choose a few categories that represent important qualities in your ideal customer profile. Prospects will be graded
based on these criteria. See a few common options below, and remember to think about additional criteria that may
be important for your specific product or industry.
Now decide how different qualifications in each of these categories will raise or lower a prospect’s grade.
For example, a job title of “Director” may add 2/3 of a letter grade, where “Manager” may only add 1/3. Just remember
that if your base grade is a “D,” your adjustments across all categories should add up to at least 9/3 so that it’s
possible for a lead to reach an “A” from the default grade.
(Continued on next page)
Grading Worksheet, Part I
CRITERIA ADJUSTMENT VALUES
JOB TITLE
DEPARTMENT
INDUSTRY
LOCATION
COMPANY SIZE
OTHER CRITERIA SPECIFIC TO YOUR BUSINESS
CHOOSE YOUR CATEGORIES
CATEGORY 1
+/- __ /3
+/- __ /3
+/- __ /3
18 / Pardot

CATEGORY 2
CATEGORY 3
CATEGORY 4
CRITERIA
CRITERIA
CRITERIA
ADJUSTMENT
ADJUSTMENT
ADJUSTMENT
VALUES
VALUES
VALUES
+/- __ /3
+/- __ /3
+/- __ /3
+/- __ /3
+/- __ /3
+/- __ /3
+/- __ /3
+/- __ /3
+/- __ /3
WORKSHEET FOUR
Grading Worksheet, Part II
19 / Pardot

WORKSHEET FIVE
Lead Scoring Guide, Part I
percentage of prospects average score score range
Looking to optimize your scoring model? After you’ve been using your marketing automation system for about a
month, it’s a good idea to go back in and conduct a quick audit to make sure you’re on the right track with your
scoring. Let’s take a look at how you can use the data you’ve collected to answer some scoring FAQs.
Are you passing leads over to sales at the right moment? Have you set the threshold too low or too high when it
comes to automated lead assignment? A sales-ready score will vary on a case-by-case basis and ultimately should
be determined by historical data. Once you’ve collected prospect data, go back and pull your prospect scores for a
closer look at how different scores correspond with different stages of the sales cycle.
WHAT IS A “GOOD” SCORE?
top 10%
11-25%
26-50%
20 / Pardot

WORKSHEET FIVE
Lead Scoring Guide, Part II
activities of note
Let’s take a closer look at these top 10% of prospects. Understanding which actions indicate sales readiness is an
important part of setting up an effective scoring model, and your most sales-ready prospects are a great place to
start. Take a group of your most qualified prospects or a deal that’s closed recently, and conduct a quick audit of
their recent activities. This will give you a better idea of how heavily you should be scoring certain activities.
PROSPECT ONE
PROSPECT TWO
PROSPECT THREE
21 / Pardot

One of the most noteworthy developments in
marketing technology is lead nurturing (also referred
to as “drip marketing”), which allows marketers to
automatically distribute targeted marketing content to
leads over time. In fact, according to Regalix, 82% of
B2B marketing executives indicate that lead nurturing is
their number one marketing automation objective.
With the ability to achieve one-to-one personalization
on a scalable level, many marketers are realizing
how pivotal lead nurturing is to a customer-centric
marketing strategy. Building and sustaining meaningful
(and profitable!) relationships with buyers can create a
substantial revenue stream from the leads you already
have in your database without adding additional work
or responsibilities to your department.
Creating lead nurturing campaigns that work must
start with the right processes. Depending on your
level of experience, this chapter can help you lay the
groundwork for successful nurturing campaigns or help
you improve the processes you already have in place.
CHAPTER THREE
Be better at lead
nurturing.
three
Why Lead Nurturing?
Effective sales and marketing is all about relationships.
Both departments need to be creating and sustaining
meaningful communications that focus on providing
value and support. Although this is a change from the
traditional sales and marketing playbooks, lead nurturing
makes this important aspect of the sales process easier
and more effective.
79% of marketing leads never
convert into sales. Lack of lead
nurturing is the most common
cause of this poor performance.
- MarketingSherpa
22 / Pardot

Automation improves the lead nurturing process in a
number of ways. Let’s look at a few examples:
1. It increases your reach. Nurturing campaigns
are designed to feel like one-to-one interactions
between your company and a prospect, but they
can be applied to hundreds of leads, allowing your
marketing and sales teams to be in multiple places
at once.
2. It increases your effectiveness. According to
a recent study by Forrester Research, 74% of
business buyers conduct more than half of their
research online before making an offline purchase.
With such a large portion of the purchase process
in the hands of the buyer, you could find that leads
have already chosen a competitor if you wait too
long to engage with them. Nurturing allows you to
stay in touch throughout a long sales cycle — and
allows you to monitor your prospects’ responses
so you can reach out the moment they show a
buying signal.
3. It gives you more bandwidth. In modern
marketing departments, and especially at smaller
companies, time and resources are precious
commodities. Marketers need to do more with less,
and nurturing is the perfect tool to outsource your
most repetitive, time-consuming tasks.
Lay The Groundwork
Whether you are just starting to use lead nurturing
or you’re looking to give your strategy a tune-
up, proper preparation is the key to success. It’s
important to have a solid grasp on your sales cycle,
the key members of your target audience, the
content you already have in stock, and how that
content maps to the sales process. Without an
understanding of these variables, you are just taking
shots in the dark and hoping your campaigns will be
relevant and valuable.
The planning worksheet included at the end of
this chapter will walk you through the preparation
process, from recording key stages in the buying
cycle to mapping your content to the sales cycle.
Create Perfect Campaigns
An effective nurturing campaign needs to be
well-planned and highly targeted to its intended
audience and their stage of the sales cycle. The
content, timing, and messaging of your drip emails
all need to match up to the needs and priorities
of your prospects. With so many variables in
flux, reporting on the success of a campaign and
tweaking it to have even greater success is also
crucial.
23 / Pardot

We’ve outlined appropriate use cases, a suggested
cadence, and sample messaging to help you get started
with three popular types of campaigns.
• Net new lead nurturing program
• Sales nurturing program
• Cold lead nurturing program
Additionally, the campaign worksheet included in
this chapter can help you identify the key variables at
each stage of a nurturing campaign, making it easy
to understand how all the pieces fit together into one
coherent message.
Involve Your Sales Team — from the
Start
If you’re just getting ramped up with lead nurturing,
start with basic campaigns and expand over time based
on the results you see. This process should also start
with input from your sales team.
Have a sales rep walk you through your typical buying
cycle and common roadblocks they see, including:
• What questions are prospects asking as they
learn about your product?
• What are the pain points prospects wish to see
addressed?
• Are there certain pages on your site, or certain
actions a prospect could take, that would
indicate that a prospect is ready to talk? What
are these actions?
Find a few resources that could be helpful for
someone in the beginning stages of researching
your product, write up a few short emails, and build
out a simple nurturing track with minimal branching.
Be sure to include calls-to-action and links that can
indicate that a prospect is ready to take the next step,
so that you can get prospects in front of a rep the
moment they’re ready to talk.
By placing colder leads on this nurturing track, you
ensure that leads are more educated by the time they
speak with a sales rep — and that your hard-earned
marketing-sourced leads don’t go to waste just
because they aren’t yet sales-ready.
Build Out a Complete Nurturing
Program
As you become more comfortable creating lead
nurturing campaigns, you can begin to explore more
use cases. Take a look at some of the options below
to see if any are compatible with your business goals.
(Notice that many use cases extend beyond the sales
process.)
24 / Pardot

1. Welcome Campaign
Welcome emails are highly anticipated, frequently
opened, and simple to automate. Keep in mind that
new prospects in your database should be treated
differently than the ones that have been with you for
weeks or months. By turning your welcome emails
into a drip campaign, you can introduce these new
prospects to your company, product, or service at
a comfortable pace instead of flooding them with
information right off the bat.
2. Top-of-Mind Campaign
The top-of-mind drip is designed to engage
with your not quite sales-ready leads at regular
intervals, preventing leads from forgetting about
your company and getting scooped up by your
competitors. This drip takes place over a longer
period of time, providing sales with consistent touch
points, and provides the prospect with valuable
content.
3. Re-Engagement Campaign
Not all of your prospects will make it through
the sales process and become a closed deal. At
any given time, your database will likely contain
a number of leads who became inactive at some
point during the sales process. Re-engagement
campaigns are targeted toward these inactive leads.
The goal is to encourage leads to take a “hand-
raising” action that will indicate that they are ready
to reenter the sales process.
4. Product-Focused Campaign
As prospects progress through the sales process
and begin to seek out more product-focused
content, you’ll want to make sure they’re getting
that information from you and not a competitor or
biased third party. Focus on your prospects’ pain
points, how your product can address them, and the
key features and benefits that can help.
5. Competitive Drips
This campaign focuses on differentiating your
product or service from your competitors by
highlighting the advantages of using your product,
as well as the disadvantages of not using it. (Note:
Refrain from bashing your competitors, since this
can come off as distasteful.) Tailor your content
to your prospects’ priorities and the competitors
that come up most frequently in deals with your
company.
6. Industry Expertise Drip
As prospects move closer to the middle and bottom
of the funnel, it becomes more and more important
to reinforce that your company is the right choice.
Pass on any helpful press releases, industry reports,
or high-traffic content as part of this drip to
establish your company’s authority.
25 / Pardot

7. Promotional Drips
As your prospects near the purchase stage of the sales
funnel, a well-timed promotion or special discount can
be just the catalyst they need to pull the trigger on a
purchase. Consider offering special pricing or additional
features based on their individual needs, especially if
you’re working with bigger accounts where closing the
deal is critical to growing your business.
8. Onboarding Campaign
Onboarding a new client will always be a high-touch
and manual process, and rightly so. However, nurturing
campaigns allow you to automate some of the more
repetitive tasks involved in onboarding, like providing
introductory training resources, a list of next steps after
close, timelines for product kickoffs, and frequently
asked questions. These helpful resources can help your
new clients get started on their own without having to
wait on a customer service rep for assistance.
Take a look at a case study of our own efforts to build
an onboarding drip at Pardot.
9. Upsell Drip
The upsell (or cross-sell) campaign is designed to
capitalize on your existing pool of clients. By providing
your clients with information and incentives to expand
the list of products they are using, you can drive more
revenue with little effort from your sales team.
10. Renewal Campaign
The renewal drip can be a convenient way to
remind your existing customers that it’s time to
renew their contracts. This drip can be triggered
a month (or more) before the renewal date,
send multiple reminder emails over a specified
period of time, and notify the assigned user
in the marketing automation tool if no action
takes place. This makes it far less likely that your
clients will miss the renewals on their contracts,
and it takes the tedium out of the process for
your service reps.
Sales Enablement Drip
Lead nurturing can be a critical tool for enabling your
internal sales teams. By dripping your sales team with
new marketing content that they can use to help sell
your product, you can position marketing as a valuable
resource to sales. This includes content like data sheets,
new e-books, competitive one-sheeters, and even
educational videos that provide selling tips from other
sales reps. However, consider making this drip opt-in for
your sales team — you don’t want to risk becoming a
nuisance by cluttering up their already busy inboxes.
Check out this case study of our own efforts to build a
sales enablement drip at Pardot.
26 / Pardot

Become a nurturing expert. As you begin
to master the planning and implementation
of nurturing campaigns, you can start to
craft truly exceptional nurturing experiences.
Just remember to stick to the following best
practices.
• Segment your audience for greater
personalization.
• Present a clear value proposition to
facilitate action.
• Focus your message and offer to
add value for your prospects at every
touchpoint.
Combining these advanced techniques with
some of your own tricks will result in nurturing
campaigns that not only improve the customer
experience, but contribute to your bottom line
as well.
The worksheets and checklists included in this
chapter will help you identify the channels and
strategies you need to get the most out of your
nurturing programs. Skip ahead to chapter four
to learn more about supplementing your lead
nurturing efforts with effective email marketing.
This e-book walks you through the entire
process of creating effective, targeted emails
— from planning and designing to sending and
optimizing — in six straightforward steps.
IMPROVE EMAIL EFFICIENCY.
GET FREE E-BOOK

Define your KPIs. Understand and track the
metrics that will indicate the success of a
campaign.
Map content to sales cycle. Understand
which pieces of content are best for each
buyer stage.
WORKSHEET ONE
Successfully implementing lead nurturing campaigns requires laying a stable groundwork of responsibilities,
understanding, and processes. The checklist below will help ensure you start off on the right foot.
Campaign Planning Checklist
Define your audience roles. Who is involved
in the purchasing decision? What are their
main concerns?
Understand timing. Know the length of your
sales cycle and how often you can contact
prospects.
Understand your sales cycle. Know
the stages of your sales cycle and what
defines each one.
Have a library of content. Content is the key
to nurturing success, and you need to have
plenty created.
Determine responsibilities. Determine who
is in charge of creating, monitoring, and
updating campaigns.
Test, test, test. You’ll never get it right the
first time. Be prepared to track and iterate.
28 / Pardot

Focus on your prospects. The most import-
ant thing you can do to ensure the success
of your lead nurturing campaign is also the
most obvious: focus on the prospects’ needs.
Present a value proposition. You need to state
the value proposition of each piece of content
in order to demonstrate your expertise and the
value your company offers. Recipients should
never wonder why they received an email.
WORKSHEET TWO
Designing nurturing campaigns that effectively move prospects through the sales cycle is a learning process.
Following the tips below will help ensure your campaigns deliver maximum value and impact.
Lead Nurturing Checklist
Segment. Segmenting your prospects
will show them right away that you
are focused on their particular needs,
not simply spamming hundreds of
recipients on a list.
Link to additional resources. Where
applicable, add links to additional content
to draw prospects to your site. You can then
track and record what they are searching for
and what interests them.
Get personal. After you have segmented
your lists, add some personalization.
Customization can go well beyond
using a recipient’s name in the email’s
salutation.
Lend a hand. It’s important that every
email you send provides value to your
readers.
29 / Pardot

Sales Cycle Stages
Defining the stages of your sales
cycle will help you tailor your
campaigns to a buyer’s journey.
AUDIENCE ROLES
Who are the major influencers in
a purchasing decision? Define and
understand each one.
MAPPING YOUR CONTENT
Each stage should have content that
fits your audiences’ needs best.
1. ______________________
2. ______________________
3. ______________________
4. ______________________
5. ______________________
6. ______________________
1. _____________________
2. _____________________
3. _____________________
4. _____________________
5. _____________________
6. ______________________
WEEK ONE: _______________________
WEEK TWO: _______________________
WEEK THREE: ______________________
WEEK FOUR: ______________________
WEEK FIVE: _______________________
WEEK SIX: ________________________
STAGE AUDIENCE MAP YOUR CONTENT
There may be more or fewer than six. There may be more or fewer than six. Choose the pieces of content that you would
like to include in your nurture program.
WORKSHEET THREE
Campaign Planning, Part I
30 / Pardot

PAUSE: PAUSE: PAUSE:
WORKSHEET FOUR
Campaign Planning, Part II
TITLE:
Stage of the Sales Cycle:
TARGET
AUDIENCE:
ACTION: ACTION: ACTION:
FOLLOW-
UP:
FOLLOW-
UP:
FOLLOW-
UP:
THE CAMPAIGN
THE CAMPAIGN STEPS
Define the steps of your nurturing campaign and how you will proceed if the prospect takes action.
Record the basics of your campaign.
ACTION TAKEN? ACTION TAKEN? ACTION TAKEN?YES YES YESNO NO NO
DAYS DAYS DAYS
31 / Pardot

Email marketing encompasses so much more than
creating an email and hitting “send.” It’s about building
eye-catching email templates, developing engaging
email content targeted toward specific segments
of your database, optimizing for deliverability and
responsiveness, testing, measuring, and more.
Above all, email is about connection. That’s why 73% of
marketers believe that email marketing is core to their
business (Salesforce 2015 State of Marketing). The
following chapter will walk you through the process
of building a successful email program and optimizing
your messages for the inbox. Use the checklists and
worksheets provided as you continue to refine your
email strategy over time.
Building Effective Emails
There are a lot of questions that go along with building
an email:
• Is plain text or HTML a better fit for my email?
• Where does the call-to-action go?
CHAPTER FOUR
Be better at email
marketing.
four
• What should my email subject line say?
• How will my email look on different devices?
When it comes to designing email templates for the
B2B audience, it can be tough to know where to
start. A B2B marketer might develop any number of
emails on any particular day, from nurturing emails
to autoresponders and webinar invitations. Factor in
elements like images, calls-to-action, subject lines, and
tracked links, and you’re looking at quite a few factors
that need attention before an email ever lands in a
single inbox.
The Importance of a Good Template
One of the biggest considerations is your template. An
appealing, easy-to-read email template and an eye-
catching subject line can make the difference between
your email being read, skimmed, or deleted.
Start by consulting the following list of questions for a
few template design guidelines:
32 / Pardot

1. Is HTML or plain text better suited for your
email? Many emails, like newsletters and event
invitations, lend themselves better to HTML,
while drip emails and webinar follow-ups might
be more effective as simple plain text emails.
Consult our full Email Design Lookbook to see
examples of email templates that work for each.
2. Does your email have an obvious call-to-action
that’s set apart from the rest of the content?
If your call-to-action isn’t distinguished by color,
placement, or text treatment, it will be hard for
your readers to understand the purpose of your
email. Even more importantly, it will make it that
much more difficult for them to act on it.
3. Have you broken your email content into
smaller sections and used bulleted text as
much as possible? Today’s buyers are pressed
for time, meaning that they have a tendency
to scan emails for any important points that
pertain specifically to them. Use bulleted text
and short paragraphs as much as possible to
cater to these preferences.
4. Are you using images when possible?
Including visuals in your emails can break up the
monotony of text (especially if there’s a lot of
it). Just be sure to keep an eye on your image-
to-text ratio; emails with far more images than text
can be a red flag to spam filters.
5. Did you include contact information, social
sharing buttons, and unsubscribe links? You’ll
want your email recipients to be able to share your
content and/or communicate with you should they
have any concerns or wish to unsubscribe.
6. Have you spiced up your template with a few
colors? There’s nothing worse than opening an
email with an exciting and attention-grabbing
subject line only to come face-to-face with a bland,
black and white email.
7. Is your email template clean and uncluttered?
This is perhaps one of the most important items
to pay attention to when designing your email
templates. Information in your emails should be as
easy-to-read as possible.
8. Is your email optimized for mobile? Cliff Seal,
Senior UX Engineer at Pardot, urges marketers
to think “mobile first” with email. That means
considering “tappability” (keep in mind that the
typical adult finger cover 45 pixels) and using a
single-column, responsive layout to ensure your
design displays as intended across devices.
33 / Pardot

View a collection of stellar email templates from
Pardot clients — featuring examples ranging
from newsletters to webinar follow-ups — in our
full Email Design Lookbook.
GET INSPIRED.
GET FREE E-BOOK
9. Have you crafted an attention-grabbing subject
line? There’s no secret that will guarantee you
an open, but the checklist included at the end of
this chapter can help you craft a subject line that
will increase your open rates while still adhering
to best practices.
Pay attention to how your email template addresses
these questions, and don’t be afraid to seek inspiration
from other companies as you begin designing your
emails. (Quick tip: Pinterest is a great tool for design
inspiration.)
Getting to the Inbox
Email marketing is at the heart of your online marketing
efforts, so you want to make sure that every aspect
of your strategy is optimized. No aspect of your email
marketing is quite as important as deliverability — after
all, even a perfectly crafted email is rendered worthless
if it never reaches its mark.
When it comes to email marketing, your greatest
enemy is the “Report as Spam” button. Having your
emails marked as spam hurts your reputation and
could result in your IP address being placed on a
blacklist — bringing your email marketing efforts to a
screeching halt. In fact, we recommend that you keep
spam complaints under .01%, or one complaint for
every thousand people emailed. Sound like a lofty goal?

Luckily, the following tips can help you optimize your
email deliverability right from the start.
Start out right. If you’re just getting started with a
new domain name, it’s important to warm up your
IP address before sending high volume emails. All IP
addresses start out “cold.” They need to be warmed up
by gradually increasing sending volume, usually over
the course of two to six weeks. This is an important
step in your email strategy. Sending an email to every
prospect in your database right off the bat can raise
some major red flags for spam monitors.
Begin by using only your best lists to build up your
reputation, and try to send under 5,000 emails a day
for the first week. Starting out at this rate allows you
to monitor for issues that may arise from initial sends
on cold IPs — without having all of your emails bounce.
From here, plan out a gradual and steady ramp-up to
final sending volume numbers.
Use active opt-ins or confirmed opt-ins. When
it comes to obtaining permission for email
communication, it’s a good idea to go beyond CAN-
SPAM laws — meaning a passive opt-in doesn’t cut it.
Whenever you’re collecting information for the purpose
of sending an email, include a checkbox and clearly
outline what type of communication can be expected.
To thoroughly cover your bases, consider using a
confirmed opt-in process (also known as a double
opt-in), where recipients confirm the opt-in via
email after the initial form submission or contact.
Confirmed opt-ins verify that email addresses are
valid, keeping bounce rates low and safeguarding
against spam traps being added to your permanent
lists.
Make opt-outs easy and fast. Even when recipients
have explicitly given permission to receive emails,
they often forget that they have done so — and may
turn to the spam button in a moment of frustration.
Having clear and easy opt-outs is the number one
way to ensure that you don’t get reported as spam.
You’re not doing yourself any favors by continuing
to send emails to people who don’t want to receive
them. An opt-out won’t hurt your reputation, but
being reported as spam will. With many marketing
automation platforms, a recipient who opts out will
automatically be removed from your list, but if you
are not using a system that does this automatically,
make sure you are regularly updating and quickly
getting opt-outs off your lists.
Be clear. Be consistent. This may seem like common
sense, but don’t go two weeks without sending an
email and then send three in one day. If possible, let
your recipients known upon sign-up what you will
be sending them and when — and then stick to this
schedule. (Better yet, let them choose how often
they receive your emails.) Not only does this make
35 / Pardot

your business seem more organized and credible, it
makes it far less likely that a recipient will get fed up
with an inbox clogged with your emails and hit the
“Report as Spam” button.
Choose your words carefully. Think of every
obnoxious ad that you’ve ever received — and make
your emails sound as least like these as possible.
Phrases like “No commitment necessary!” and “For
only $___!” are the best way to ensure that your
email is sent straight to the spam folder. For optimal
deliverability, start emails with “Hello” or “Hi” rather
than “Dear.”
Keep your lists clean! High bounce rates caused
by invalid or misspelled email addresses can hurt
your email reputation, so make sure you’re regularly
maintaining your lists. And if you’re buying lists,
stop. When you buy lists, you can easily end up
sending emails to invalid email addresses, spam
traps, and unsuspecting (read: unwilling) recipients
— sending your odds of being reported as spam
through the roof. Even if these lists aren’t chock-full
of invalid email (or spam trap) addresses, you’re
still likely to end up with a high number of spam
complaints.
Watch your timing. There’s no “perfect time” to
send an email, but there are times that are better
than others. As a general rule of thumb, avoid
sending emails over the weekend or on Mondays,
over major holidays or typical vacation times, first
thing in the morning, or at the end of the day. The
worksheet at the end of this chapter can help you
find the optimal send time for your business.
Get the latest on email best practices. Learn more
about email sending best practices, optimization,
and reporting in our Complete Guide to B2B
Email Marketing, and get more information on
deliverability best practices in the following articles:
• 21 Email Deliverability Terms You NEED to
Know
• 7 and a Half Easy Ways to Improve Your
Email Deliverability
• The Golden Rule of List Management
• So...What Is Blacklisting, Anyway?
36 / Pardot

Use images. You can cut down
on text if you have an image
that can say the same thing.
Break text into bullets and
small paragraphs. Make your
emails easy for readers to
scan at a glance.
There’s a lot to think about when you start designing a new email template. Use this checklist to make sure you’re not
skipping any vital steps.
Decide between plain text
and HTML. Drip emails and
webinar follow-ups work
well as plain text, while other
emails are great for HTML.
Craft your CTA. Set your call-
to-action apart using colors, a
button, or text treatments so
that readers will know what
action is expected of them.
Create a clean template
design. The information
in your email should be
uncluttered and easy read.
Add some color. Including
a few splashes of color can
really help your email stand
out from the crowd.
Add social sharing buttons.
Allow readers to distribute
your message across their
networks with the click of a
button.
Include contact information.
In case readers have questions,
include your contact info in the
header or the footer.
Don’t forget unsubscribe links.
Your emails need to be CAN-
SPAM compliant, so make sure
your unsubscribe links are easy
to find.
WORKSHEET ONE
Email Template Checklist
37 / Pardot

WORKSHEET TWO
Your subject line can make or break your email — which means there’s a lot at stake! Use the checklist below to help
you craft the best subject line possible.
Subject Line Checklist
Use questions. According to a study by
MailChimp, email subject lines phrased as
questions perform better than subject lines
phrased as statements.
Reference location. If you’re targeting an email
blast by location, add a personal touch by
referencing that location in your subject line. This
will make your recipients feel like your email is
more relevant to them.
Include a call-to-action. Make sure that you
clearly inform readers what their next step should
be. Otherwise, they may skim right over your
subject line without realizing that an action is
required on their part.
Be specific. When recipients read your subject
lines, it should be obvious what your message is
and why it’s relevant to them.
Be brief. Try to keep your subject lines under 50
characters. Shorter subject lines tend to perform
better than longer ones, and they ensure that
more of your copy will be viewable in the
subject line preview of an email client.
Be urgent. If your offer is only available for a
limited amount of time, then your recipients will
be more persuaded to act before it’s too late.
Just remember to choose your words carefully
and avoid phrases that sound spammy.
38 / Pardot

WORKSHEET THREE
Use this worksheet as a final check-through before sending off your email, both to organize your efforts and
ensure that your email is optimized for content, deliverability, and rendering.
The Pre-Flight Email Checklist
SUBJECT LINE:
LIST:
CTA COPY:
DOES YOUR EMAIL HAVE ALL OF THE FOLLOWING?
BULLETED TEXT
SOCIAL SHARE BUTTONS
CONTACT INFORMATION
IMAGES AND COLOR
UNSUBSCRIBE LINKS
SHORT PARAGRAPHS
TYPE:
PLAIN TEXT OR HTML?
(event, newsletter, etc.)
39 / Pardot

Step One: Day of the Week
MONDAY
OPENRATE(%)
__%
__%
__%
TUESDAY THURSDAY FRIDAY SATURDAY SUNDAYWEDNESDAY
Step TWO: TIME OF DAY Step THREE:
SEGMENTNow that you’ve found your optimal day of the week to send emails, use this same data
to find the best time of day by creating a scatter plot of open rates versus send time.
Now, try segmenting your
lists by time of open (e.g.,
opened between 10:00
a.m. and 1:00 p.m. versus
opened between 1:00 p.m.
and 3:00 p.m.), and you’ll be
surprised at how easy it is
to determine the best send
time for each grouping.
12 AM
OPENRATE(%)
__%
__%
__%
4 AM 12 PM 4 PM 8 PM8 AM
WORKSHEET FOUR
Find Your Perfect Send Time
Analyze send times and open rates from the email campaigns you’ve sent over the past six months and create a quick
scatter plot to find the day of the week where your emails have historically seen the best open rates. Use the graph below.
40 / Pardot

Multiple recipients with the same domain
name. This can be an honest mistake, but
be aware that this is a red flag for many
spam monitors.
Buying lists. If you buy lists, you’re highly
likely to end up with a large number of invalid
or spam trap email addresses — as well as a
high number of spam complaints. Remember:
CAN-SPAM laws dictate that people must opt
in to communication from you.
Spammy or misleading subject lines. Any
email with a toll-free number, the words “for
only $__” or “click here,” or a misleading
subject line is at a high risk of penalization.
WORKSHEET FIVE
Sometimes, a small mistake is all it takes to send your email straight to the spam folder. Check out the common
mistakes below and make sure you’re not committing any of these seven deadly sins of email deliverability.
The Email Deliverability Checklist
USING ALL CAPS. There’s no need to shout. If
you’re providing something of value, let your
content speak for itself (and lay off the caps lock).
Sending several emails in a short amount
of time. Your recipients’ inboxes are full
enough. They don’t need three emails from
you in a day. Stick to a schedule, and space
communication out over time.
Sending to (or from) sales@, info@, or
webmaster@. This is a red flag for spam filters
— and a good sign that someone is scrounging
addresses off websites instead of obtaining
consent from recipients.
Spammy greetings. The greeting “Dear” can
often trigger spam filters — thanks to the
prevalence of impersonal email greetings like
“Dear Energy-Conscious Business.”
41 / Pardot

Clean your lists regularly. High bounce rates
caused by invalid or misspelled email addresses
can hurt your email reputation, so regularly
maintain your lists to remove these.
Choose your words carefully. Conduct some very
simple research: go to your own spam folder and
look for words that reappear often in subject lines.
Familiarize yourself with these spammy terms and
steer clear of them in your own emails, or run tests on
your emails to help identify problem areas.
WORKSHEET SIX
Many email deliverability best practices are common sense, but it helps to have an overview to review from time to time.
Use the following checklist to make sure you’re continually following deliverability best practices.
The Email Deliverability Checklist
Warm up your IP address. If you start sending
high volume emails right off the bat from a
brand new domain address, you risk ending up
on blacklists before you even get started. Start
small and gradually ramp up your efforts.
Be clear. Be consistent. Make sure recipients
understand what they will be receiving upon
subscribing, and stick to a consistent, defined
schedule. Never use misleading subject lines.
Use active and confirmed opt-ins. Having clear,
active opt-ins is the best way to protect your
email reputation. Furthermore, confirmed opt-
ins help to ensure that your recipients don’t
forget they subscribed and mark you as spam.
Make opt-outs easy. An unsubscribe won’t hurt
your deliverability score, but being reported as
spam will. Make your opt-outs clear, easy to find,
and fast to protect your reputation.
42 / Pardot

According to the Content Marketing Institute, content
marketing is defined as “a strategic marketing approach
focused on creating and distributing valuable, relevant,
and consistent content to attract and retain a clearly
defined audience — and, ultimately, to drive profitable
customer action.”
That’s quite the definition, but let’s be honest — it’s
not news to the bulk of marketers who have already
had their introduction to content marketing. In fact,
CMI’s 2015 benchmark study revealed that 86% of B2B
marketers are producing content; however, only 35%
have a documented content strategy, and 17% don’t
have a strategy in place at all.
Considering that 60% of those with a documented
strategy rate themselves highly in terms of content
marketing effectiveness, this seems like a great starting
point for marketers who are looking to optimize their
content efforts. However, if you’re still not sold on the
importance of a content marketing strategy, here are a
few additional ways that companies are benefiting from
getting a process down on paper.
CHAPTER FIVE
Be better at content
marketing.
five
Saving time and money. Understanding how the content
you create relates to your overall business goals can help
you rule out projects that aren’t going to be beneficial,
helping to save both marketing resources and budget.
Generating new business. Per dollar spent, content
marketing generates approximately three times as many
leads as traditional marketing (Demand Metric). Gating
content behind a form has proven to be an invaluable
lead generation tactic for many businesses.
Improving the customer experience. As the B2B buyer’s
journey evolves, buyers will only work with companies
that can provide personalized selling experiences. This
applies to marketing just as much as sales — and having
a content strategy to address each buyer’s pain points
can help meet these growing expectations.
Enabling sales. Your marketing content doesn’t just help
your customers. Effective content can also help your
sales reps persuade a hesitant prospect or close a hard-
won deal.
43 / Pardot

Educating prospects. Not every lead is ready to convert
into a closed deal. Content is critical to the lead nurturing
process and can help educate leads to a sales-ready state.
For B2B marketers investing in content marketing,
“creating engaging content” remains the largest
challenge. “Producing content consistently” and
“measuring content effectiveness” are the number two
and number three challenges. This chapter will walk you
through the steps needed to put a complete strategy
in place that can address these roadblocks and more
and will provide a number of helpful worksheets and
checklists to keep you on track.
Putting an Effective Content
Strategy in Place
1. Identify your goals. The key to effective content
is to make sure it meets your target customer’s
needs while simultaneously highlighting your
company’s strengths and positioning your brand
as a helpful resource. Before you begin developing
a content marketing plan, it’s important to identify
your overall business goals, map your marketing
goals to those business objectives, and think
critically about the key messages that will lead to
more focused and effective content.
Get started by laying out the basic components of
your business, product, and target audience. Use
the worksheet at the end of this chapter to organize
this information and identify those important key
messages.
2. Create your buyer personas. The average marketer
targets four separate audiences with their content.
One of the greatest challenges of marketing is
making sure that each of these audiences is getting
the right content at the right time.
By having a concrete understanding of your ideal
buyer, you can cater your content to their needs and
preferences and distribute it among the appropriate
channels. This ensures that your marketing messages
are always relevant. To make this a little bit easier,
we’ve created the buyer persona template at the
end of this chapter to help you identify concerns and
questions for each of your buyer personas — across
every stage of the sales cycle.
3. Start developing your content — with your goals
in mind. Before you dive into content creation, it’s
important to have an understanding of all of the
options at your fingertips. The types of content you
can create may seem limitless, but it’s likely that
some content will be better suited to your content
44 / Pardot

strategy than others. Keep in mind the goals
identified during step one, along with what you
know about your buyers from step two (including
their channel preferences), and decide which
content best aligns with your objectives.
Here are some popular types of content that might be
appropriate to work into your content strategy:
• A company blog: A blog is a great way to
position your business as a thought leader, and
it can be a helpful resource for those looking for
more information about your industry. Not only
does this give you an SEO boost, it also helps
build a community around your brand, bring in
new prospects, and cultivate a following of brand
evangelists.
See the checklist at the end of this chapter for
more details about optimizing your content for
SEO. We’ve also included a number of blogging
worksheets and checklists to help you get a
company blog off the ground. (Already heave a
company blog? No problem — we’ve included a
few blogging and optimization tips as well.)
• White papers and e-books: Creating long-form
pieces allows you to offer high-value content that
can be gated behind a form. This gives you the
opportunity to deliver a valuable resource to your
audience while also collecting lead data to support
your demand generation efforts.
• Video content: With video-hosting sites like Wistia and
Vidyard, it’s becoming easier than ever to collect lead
data from videos and integrate it directly into your
CRM. Not only is video good for lead generation, it’s
also a great way to connect with buyers and current
clients on a more personal level.
• Graphics, infographics, microsites, and interactive
content: Visual content has grown in popularity as the
marketplace becomes more saturated with content.
Buyers are looking for content that is easy to absorb
and doesn’t require a large time commitment to digest.
• Case studies: Case studies show potential buyers
exactly how others are using your product or service.
Since they’re conducted with client approval, they
carry much more weight than generic marketing
content, making them an extremely valuable piece of
collateral for your sales team.
• Webinars: If your goal is to position your company as
a thought leader, educational webinars are a great way
to demonstrate your knowledge of industry trends and
best practices. An added bonus: they’re also great for
lead generation.
• Podcasts: The New York Times has dubbed this “The
Great Podcast Renaissance.” Buyers are busy, and
podcasts are the perfect way for them to learn from
you while multitasking.
45 / Pardot

Customer testimonials and
case studies are considered
the most effective content
marketing tactics, identified by
89% and 88%, respectively, of
B2B marketers.
- B2B Content Marketing Trends Reports
4. Map your content to the sales cycle. Once you
have identified your different buyer personas — as
well as the concerns that your personas may have
at each stage — it’s time to map out the content
that’s most appropriate for each stage of the sales
cycle. Use the content mapping template included
in this chapter to determine which content will
be sent to each persona and when. This can help
you decide which content to incorporate into lead
nurturing campaigns while also helping to identify
areas where more content is needed.
A general rule of thumb is to provide more
generic, topical content at the top of the funnel
(think educational white papers, blog posts, and
infographics) and more product-specific content
toward the bottom of the funnel. Content like
case studies and video testimonials are great for
prospects in the middle of the funnel who are
beginning to dive deeper into the different vendors
that can meet their needs.
5. Distribute! Even if you’ve put in weeks of planning
to develop a content strategy targeted toward your
specific personas, that content will go to waste
without a proper distribution plan. Remember to keep
the channel preferences of your audience in mind and
to leverage your networks. Take a look at the editorial
calendar at the end of this chapter to get a head start
on the planning process.
6. Start measuring. Measuring your content efforts is
tricky. How do you take something qualitative like
an e-book or blog post and turn it into something
quantitative?
Only 21% of B2B marketers
say they are successful at
tracking ROI.
- Content Marketing Institute
There are actually a number of KPIs that you can
use to track your content depending on your goals.
Metrics range from unique page visits to cost per lead
and annual contract value. Take a look at this blog post
for a full list of 14 different KPIs that can be used to
track content success, or skip to the last chapter on
reporting for a helpful KPIs checklist.
Ready to start fine-tuning your content strategy? Check out
the worksheets and checklists on the following pages to
make sure you’re on the right track.
46 / Pardot

WORKSHEET ONE
Identify your goals by answering the questions below to make sure that your content goals are always aligned with
your overall business goals.
Goal Identification Worksheet
What is your overall goal/mission statement?
Describe your target customer(s) and their basic needs.
How does your product meet these needs?
Briefly describe your company culture and some of your greatest strengths.
What sets your product apart from competitors in your field?
QUESTION 1
QUESTION 2
QUESTION 3
QUESTION 4
QUESTION 5
47 / Pardot

WORKSHEET TWO
When approaching a new content marketing initiative, use the questionnaire below to start mapping out your plan.
Basic Planning Worksheet
Describe your objective in one sentence.
Who is in charge of this initiative?
How will this objective meet your business goals?
Potential Costs: Anticipated Total Cost: Goal for Completion Date:
Delegation of Tasks:
Creation Launch Maintenance
48 / Pardot

WORKSHEET THREE
Use this worksheet to identify concerns and questions that you need to address for each of your buyer personas at
each stage of the sales cycle. Depending on how many buyer personas you will be working with (initiator, influencer,
decision maker, etc.), you may need to print off several copies.
Buyer Personas
PERSONA 1
PERSONA 2
STAGE
STAGE
QUESTIONS/CONCERNS
QUESTIONS/CONCERNS
EARLY
EARLY
MIDDLE
MIDDLE
LATE
LATE
49 / Pardot

WORKSHEET FOUR
Editorial Campaign Template
MONDAY
TUESDAY
WEDNESDAY
THURSDAY
SATURDAY/SUNDAY
FRIDAY
DAY OF THE WEEK CONTENT TITLE AUTHOR PLANS FOR PROMOTION
WEEK OF: THEME:
50 / Pardot

Optimize. No matter how the marketing landscape
evolves, SEO will always be a key tactic in making
your content and company visible. Always take time
to research and optimize for the right keywords.
Get your title right. With so many pieces of
content competing for consumers’ attention, the
importance of your title can’t be understated.
Spend some time perfecting your titles so they
pique a reader’s interest.
There are thousands of pieces of content published each day, which makes cutting through the clutter a challenge.
Provide takeaways. Writing for the sake of writing
just doesn’t cut it. Your blog posts need to excite,
inspire, and engage your audience. Provide real
takeaways that a reader can put to use in all of
your posts.
Do your research. A blog post’s topic may capture
your readers’ attention, but research and trustworthy
sources will add credibility to your writing.
Design for readers. The way we read content
has changed. Readers no longer want to read
your post from beginning to end. Provide short
paragraphs, bold headings, lists, and images
wherever possible.
Be passionate. Passion is contagious. If you
aren’t excited about a blog topic, your audience
won’t be either. Don’t be afraid to show your
enthusiasm in your writing. Your readers will
thank you for it.
WORKSHEET FIVE
The Better Blogging Checklist
51 / Pardot

Schedule posts. Schedule social posts over the next
two weeks to hit multiple audiences.
WORKSHEET SIX
Promoting your blog posts can be immensely time-consuming without a plan in place. Follow the checklist below to
get your posts the visibility they deserve without sacrificing your day!
The Blog Promotion Checklist
Share to social networks. Post to Twitter,
Facebook, Google+, LinkedIn, and your other
social media accounts.
Comment on relevant blogs. Find blog posts on a
similar subject and use your post to add value to the
conversation.
Share to visual sites. If your content has visual
elements, make sure you are sharing to visual sites
like Pinterest, Instagram, and Visually.
Monitor comments. Keep tabs on shares and blog
comments to keep the conversation going.
Submit to sites. Use additional sites like
StumbleUpon and Digg to spread your content.
Monitor keywords. Set up monitoring for keywords
related to your post to find other opportunities.
Share internally. Your content can be just as useful
within your organization.
52 / Pardot

Pick one to three keywords. Keep your keyword
or key phrase to three words or fewer. Keyword
phrases don’t always have to appear in order, but
it does help your cause.
Create quality content. Content creation has
been ranked as the most effective SEO tactic
by MarketingSherpa. Never underestimate the
value of quality content.
Keep it short. Keep the title of your post under
79 characters to prevent Google from cutting
off your title.
Go deeper. Covering topics in greater depth
can help you rank higher for long-tail, specific
keywords.
Use internal links. Once you write an article, link
to any other posts you have that are already
optimized for the same keyword(s).
Remember to promote. Promote repeatedly. This
ensures that your content has a longer shelf-life
than content that has only been promoted once.
WORKSHEET SEVEN
The SEO for Blogging Checklist
Promoting your blog posts can be immensely time consuming without a plan in place. Follow the checklist below to
get your posts the visibility they deserve without sacrificing your day!
53 / Pardot

Don’t forget the metadata. Include keyword(s)
in your meta description (the descriptive
sentence that search engines pull for their
results page).
Optimize file names. Similar to your image ALT
tag, you should also include your keyword(s)
in your image file name to reinforce your page
content.
Use the right title tag. Include your keyword(s)
in your title tag (the text that’s displayed in your
browser heading).
Populate your page content with keywords. Focus
on where the keyword falls on the page: the closer
to the beginning of your page content, the better.
Perfect the page URL. Make sure your URL
includes your keyword or key phrase as close to
the beginning of the URL as possible. Remember,
use hyphens — not spaces or underscores.
ALT tag images. Include keywords in your image
ALT tags so that search engines understand what
the image is displaying.
Curate quality content. Create helpful, relevant,
and high-quality content. The other steps on this
checklist will be worthless if the content isn’t
good enough to gain you inbound links.
WORKSHEET EIGHT
Ready to start optimizing your content for search? Take a look at the checklist below to make sure you’re not missing any
important steps.
The SEO Checklist
54 / Pardot

Events have always been a crucial component of B2B
marketing, and that certainly hasn’t changed in the
Internet age. In fact, Regalix reports that 91% of B2B
marketers currently invest in event marketing. Instead
of eclipsing traditional events, digital marketing has
opened up new opportunities for marketers, such as
webinars, virtual trade shows, and unique avenues for
event promotion. Whether you’re hosting a webinar,
sponsoring a conference, or manning a booth at a
trade show, the following chapter will help you make
the most of your B2B marketing events.
Why Webinars and Events?
According to the same study by Regalix, 96% of
B2B marketers say that event marketing accelerates
lead generation and grows the sales pipeline. If
that’s not impressive enough, consider that events
and webinars are excellent avenues for showcasing
your thought leadership, nurturing relationships with
prospective and current customers, and enabling
customers to make the most out of your products
and services.
CHAPTER SIX
Be better at webinars
and events.
six
Executing Successful Webinars
and Events
1. Plan your strategy. The types of events your
company invests in will differ depending on your
goals. For example, a small business hoping to
establish a foothold in their industry may want to
operate booths at popular trade shows. A company
struggling with customer training, on the other hand,
may want to host a series of educational webinars.
While in-person events are ideal for face-to-face,
personalized interactions, webinars and virtual
events give you the ability to reach a large audience
right from your desk.
More than likely, your ideal strategy will include
a combination of in-person and virtual events
that focus on prospecting, training, and thought
leadership. Once you’ve determined which types of
events are right for you, take a look at the planning
worksheets at the end of this chapter to organize
your strategy and ensure that your events go
seamlessly.
55 / Pardot

Find out how marketing automation can help
you streamline your event marketing efforts in
nine straightforward steps.
Get the most out of your
event investment.
GET FREE E-BOOK
2. Promote your webinar or event. Even the most
highly organized and well-executed event will do
you no good if nobody shows up. The promotion
checklist at the end of this chapter will walk you
through the different channels you can use to create
buzz and drive attendance to your event, booth, or
webinar.
3. Deliver an exceptional experience. Don’t be
just one booth among many at a trade show, or
yet another webinar invitation in an inbox. Set
yourself apart from your competitors and leave
your audience wanting more by delivering an
unforgettable experience.
• Practice, practice, practice. Make sure your event
goes off without a hitch by running through any
speeches, pitches, and slides ahead of time. If you’re
hosting a webinar, familiarize yourself with your
webinar platform so you don’t have any technical
mix-ups.
• Stand out. If you know that your competitors
usually give out t-shirts at events, why not hand out
branded power banks instead? Try doing something
different, such as playing a game of cornhole near
your trade show booth or engaging your webinar
audience with an interactive game of trivia.
• Simplify lead tracking. CEIR found that a shocking
59% of companies are still using paper-based lead
forms and business cards to collect information

from trade show attendees. This system can
work, but it requires a lot of tedious, manual data
entry that just isn’t necessary — not to mention
the fact that it can make your company look
out-of-touch. Fortunately, marketing automation
makes it easy to set up a landing page to collect
information from leads who visit booth. You can
then tie your in-person interactions with those
leads to their online activities.
• Amplify the conversation. Live streaming
and posting on social media during an event
increases your reach and allows non-attendees
to join in the fun. At the end of this chapter,
we’ve provided worksheets to help you get the
most out of your live posting strategy.
• Get real-time feedback. Your attendees’
feedback is your best resource for improving
your event strategy — don’t miss this invaluable
opportunity! Survey attendees during and after
your event to see how you can improve in the
future.
4. Measure your success. Because prospects are
attached to campaigns within your marketing
automation system, it’s easy to attribute revenue
to its source. With this insight, you can see
how many event-generated leads convert to
customers and use this data to calculate the ROI
of your event presence. In addition, be sure to
record how well you performed against the goals
you set in the planning process.
5. Follow up with your leads. According to CEIR,
80% of businesses don’t follow up with leads
generated at trade shows. That’s an enormous
missed opportunity! It doesn’t matter how many
hands you shake if you’re not truly connecting
with anyone. Use your marketing automation
platform to assign leads to your sales reps
for follow-up, and begin nurturing them with
relevant post-event information using drip
campaigns.
6. Extend the impact of your event. “Events are
not just a moment in time; they are content that
can be used in lots of ways,” says Liz Bigham,
Senior Vice President and Director of Marketing
for Jack Morton Worldwide. Turn your event
into multiple pieces of content, like blog posts
and slide decks, that will continue to generate
engagement and leads for months to come.
Ready to start building buzz for your events, webinars,
and other marketing campaigns? Check out the next
chapter on social media to learn more about building
an effective social outreach program.
57 / Pardot

Hire the right vendors. What kind of third-party
vendors will you need for your event? Consider
ticketing, event planners, your set-up and
breakdown crews, food and drink vendors, swag
suppliers, and other specialty vendors.
Choose the right speakers. If necessary, select
internal company speakers or hire external ones
to lead workshops and give presentations.
Choose a theme. Will your event have a
specific theme or topic?
Select sponsors. How will you secure sponsors
for your event, and how will sponsorships be
mutually beneficial?
Pick a date and time. Make sure you’re giving
your team (and your attendees) enough time
to plan for the event. Be sure to consider any
competing events that may be taking place at
the same time.
Find a location. Be sure it fits your budget and
has plenty of space. If you’re hosting a multi-day
conference, make sure the location is close to
enough hotels to accommodate your attendees.
Aim high. Set goals for registration,
attendee satisfaction, and pipeline generated
from your event.
WORKSHEET ONE
Hosting a live event is no small feat, but it will go much smoother if you plan all the details well in advance. Follow the
checklist below to map out your strategy.
Live Event Planning Checklist
58 / Pardot

Webinar Planning
LANDING
PAGE
FORM INVITATION
EMAIL
THANK YOU
EMAIL
REMINDER
EMAIL
TOPIC:
BLOG
POST:
PROMOTE TO EMAIL LISTS: PROMOTE WITHIN DRIP CAMPAIGNS: DATES OF REMINDER EMAILS:
DATE:SPEAKER:
MUST
HAVES:
INCLUDES
A CTA?
SENT
EMAIL?
SHARED
TO SOCIAL?
PREPARATION
PROMOTION
Create solid groundwork for your webinar.
(Day before webinar)
(Day of webinar)
Begin promoting 2-3 weeks before your event.
WORKSHEET TWO
59 / Pardot

Advertise online. Invest in social, search, and
display advertising targeted at your audience.
Blog about it. Publish a relevant blog post
with a call-to-action to register for the
upcoming event or webinar.
Create social buzz. Select a short,
memorable hashtag to promote your event,
and consider generating buzz with a social
media contest.
Advertise locally. If you’re hosting a local
event, consider buying outdoor ads or local
radio spots to draw in a crowd.
Send a reminder. Email registrants again
before your event to remind them to attend
and give them any last-minute details they
may need.
WORKSHEET THREE
There are dozens of promotional channels you can use to get the word out about your event or webinar. Use the
following tips to explore your options and determine which ones are right for your event.
Webinar and Events
Promotion Checklist
Create a landing page. Set up an online hub
where attendees can go to register and learn
all the details they need to know about your
event or webinar.
Issue a press release. A big event calls for
plenty of media coverage, so be sure to issue a
pre-event press release.
Send out email invitations. Invite clients,
prospects, partners, people who attended last
year, and industry influencers — just make sure
to follow all CAN-SPAM regulations.
Go old school with direct mail. If you
really want to stand out, send personalized
invitations via snail mail.
60 / Pardot

REALLY visual. You can also use Instagram
and Vine to film short clips (15 and 6 seconds,
respectively) of attendees giving their best industry
tips or sharing their favorite part of the event.
Hashtag and geotag. Make sure you’re reaching
all attendees, including ones who aren’t following
you online. Include the event’s hashtag in all your
social posts and geotag the venue.
WORKSHEET FOUR
Make sure you’re sticking to live posting best practices by following the advice listed below.
Live Posting Checklist
Alert your followers. Be sure to tell your
Twitter followers ahead of time to expect
a high volume of Tweets so they aren’t
unexpectedly bombarded.
Know where to post. Don’t overpost to Facebook,
Google+, or Linkedin. It’s okay to share one or two
standout photos or an update promoting your
company’s booth, but more than that is overkill.
Take notes. Keep track of any memorable
quotes and moments that you don’t post
live so you can use them later.
Be visual. Instagram and Vine are quick and
easy ways to show off an event, especially if
your company has an exciting booth.
61 / Pardot

WORKSHEET FIVE
Live Tweeting Events
EVENT NAME:
LOCATION: HASHTAGS:
SPONSOR:
SPEAKER: SPEAKER: SPEAKER:
SPONSOR: SPONSOR:
TWITTER
HANDLE:
TITLE &
COMPANY:
TITLE &
COMPANY:
TITLE &
COMPANY:
TWITTER
HANDLE:
TWITTER
HANDLE:
TWITTER
HANDLE:
TWITTER
HANDLE:
TWITTER
HANDLE:
DATES:
NUMBER OF
ATTENDEES:
EVENT SPECIFICS
SPONSORS
SPEAKERS
Fill out this worksheet before you attend an event so you’re prepared to live-tweet the best quotes and most
important moments.
You don’t have to know every event sponsor, but it may be helpful to jot down some of the big names.
If you know all about the keynotes ahead of time, you’ll be able to seamlessly live-tweet their insights without
scrambling to make sure you got their Twitter handles right.
62 / Pardot

Pass leads on to sales. Assign event leads to
your sales reps for follow-up. Note that leads
who spoke to specific sales reps at a live event
should be assigned to those same reps.
Set up drip campaigns. Add your leads to drip
programs that will nurture them with post-event
information and relevant content.
Calculate ROI. Use your marketing automation
tool to determine how many event-generated
leads were converted into customers and to
calculate the ROI of your event.
Advertise. Consider targeting attendees who
tweeted the event’s hashtag in your digital
advertising campaigns.
Your work isn’t over just because your event is. Follow these steps to wow your attendees and get the most out
of your event investment.
Post-Event Checklist
Stay in touch. Create Twitter lists of people and
businesses you connected with during the event
and through the event hashtag.
Follow up promptly. Send relevant materials, like
the recorded webinar or slide deck, within 24
hours after the event.
Recap. Recap the event highlights on your blog,
and promote the post on your social media
accounts.
Leverage video content. Post videos of speakers
or other event highlights on YouTube, Vine,
Instagram, and SlideShare. (Make sure you have
permission before posting.)
WORKSHEET SIX
63 / Pardot

A 2015 study from the Content Marketing Institute
and MarketingProfs found that 92% of B2B
companies are using social media — but most
struggle with measuring its value for their business.
Of course, there are plenty of qualitative benefits of
social media. For example, it enables companies to
receive instant feedback about their products and
services, source content ideas, gain competitive
insight, and, most importantly, show their customers
they care by quickly responding to their ideas and
concerns.
But how can you be sure you’re making the most
of social media and getting a measurable return on
your investment? In this chapter, we’ll give you the
resources you need to build a successful social media
strategy from the ground up, or to improve the
strategy you already have in place.
Pick your platforms
It’s important to understand who your audience
is and what they expect from each social media
channel. CMI found that the average B2B company
CHAPTER SEVEN
Be better at social
media.
uses six social media platforms — but keep in mind
that whichever platforms you choose to leverage, it’s
crucial to remain active. You’re better off using a couple
different channels very effectively than spreading your
resources too thin across every social media platform
out there.
Plan your strategy
Consider your capabilities. Do you have one (or more)
employees who can dedicate themselves full-time
to social media? If not, how will you delegate social
responsibilities? Consider your budget as well. Do you
plan on investing in paid social in addition to organic
posts? Would it benefit you to purchase a robust social
media tool, or will free tools get the job done?
Create a schedule. Test a few different posting cadences
to determine the optimal posting frequency for your
audience, and make sure you’re scheduling posts
(through a marketing automation platform, from within
the social platform itself, or using another social tool) to
go out even when you’re not in the office.
seven
64 / Pardot

Learn more about social media tactics
specifically for B2B businesses in our Best
Practices Guide to Social Media.
get more value out
of social.
GET FREE E-BOOK
Source your content. Decide what kind of content
you’ll be posting. You’ll likely want to post ungated
content (like infographics and blog posts) to drive
engagement as well as gated content (such as a
white paper behind a form) to generate leads. It’s
also important to post content from other sources
so you don’t come across as overly promotional.
Implement social listening. Social listening is
simply monitoring social media to stay up-to-date
with your industry and your client base. Choose a
social listening tool (like Salesforce Social Studio
or TweetDeck) and set up streams of Tweets
that mention specific keywords relevant to your
company, your competitors, and your industry. The
social listening worksheet at the end of this chapter
will help you brainstorm which keywords to monitor
so you can follow a steady, focused stream of
conversations that matter to you.
Stay on brand. Create a documented social media
policy that aligns with your branding and your
content strategy to maintain a consistent online
presence. An official policy gives you more control
over your company’s public image, and defining
what is and isn’t appropriate can make your
employees feel more confident about social sharing.
Build a following
Your audience is already using social media; it’s just
a matter of connecting with them. You can do this in
several different ways:

Use your website. Link to your social media profiles
in the header or footer of your website and on your
Contact Us page.
Activate your employees. Ask your employees to
link to your company’s social profiles in their email
signatures and Twitter bios, and encourage them to
join the conversation! Jay Baer, President of Convince
& Convert, sees employees as a valuable distribution
channel for content, especially for B2B: “Employees
have more engagement and trust than company
channels ever do. Get your employees to participate
in social media, and you’ll get a powerful distribution
channel in return.”
Cross-post. If you already have a large following on one
social network, use it as a platform to promote your
other profiles. Just be sure to do this sparingly; you
don’t want to spam your followers with too much self-
promotion.
Join communities. Join — or better yet, create — active
communities on social media that your ideal buyers
are likely to be part of. LinkedIn groups, Google+
communities, Facebook Groups, Pinterest group
boards, and online message boards are all great places
to connect with your audience. In fact, Oktopost found
that 86% of social media conversions occur within
social media communities rather than on company or
personal profiles.
Invest in ads. The extensive data gathered by social
media platforms allows marketers to run highly
targeted ad campaigns that can help you grow your
audience and generate leads.
Engage with influencers. By engaging industry
influencers on social media, you have the opportunity
to connect with their networks in addition to your
own. Not sure how to identify influencers? Try
monitoring relevant keywords on Twitter to see who’s
influential in those topics, searching Twitter lists for
industry experts, or browsing topic experts on Klout.
Once you’ve identified your influencers, it’s time
to engage them. Keep the first two weeks strictly
to passive engagement. Retweet them and share
their content so they recognize you as a consistent
follower. Then, make your pitch. Ask them to share
something of yours that their followers will enjoy,
and be sure to thank them when they do. Use the
influencer worksheets at the end of this chapter to
coordinate your strategy.
Set (and reach!) goals
Take the time to sit down and map out some social
media goals so you can prove that your strategy is
successful — or learn what isn’t successful and work
to improve it.
66 / Pardot

Determine what matters. It may be nice to know
how many favorites your Tweets receive each month,
but that’s not a very useful metric when it comes to
proving that social media is valuable for your company.
While it’s fine to look at vanity metrics to make sure
you’re on track, they aren’t enough to show your CMO
that social marketing is having a tangible impact.
Take a look at metrics like your follower growth rate,
how many leads you’re generating, and levels of
engagement. Need help deciding what really matters?
Check out our beginner’s guide to making social
media measurable.
Audit your social accounts and past performance.
Use an analytics tool to see how you’ve performed in
the past. This can give you insight into which areas
need improvement and help you set a benchmark for
future performance.
Analyze your competitors. Take some time to peruse
your competitors’ social profiles. Note what they’re
doing well or poorly, and take a look at how their
metrics compare to yours.
Set goals. Based on your past performance and
your competitors’ performance, it’s time to set some
reasonable — but still ambitious — goals for your
brand. Be sure to set both short-term and long-term
goals for the metrics you choose to measure.
Outline actionable steps. What steps will you take to
reach your goals? Mapping out specific, actionable
stepping stones to success will help you avoid the
dreaded procrastination bug.
Implement change. Now that you’ve set your goals
and outlined the steps you’ll take to achieve them, it’s
time to put them into action.
Track your success. Use the goal tracking worksheet
at the end of this chapter to track your success and
prove the results of your social media efforts.
Modify your goals if necessary. Now, we’re not
suggesting that you drastically alter your goals
so it looks like you met them when you didn’t.
But if you’re consistently falling short, you might
consider modifying your long-term goals to be more
reasonable — and rethinking the steps you can take
to meet them. Maybe you realize that growing your
followers isn’t as important as engaging the followers
you already have. That’s fine; just modify your goals
to reflect that.
Get more specific with goal-tracking and reporting
in the next chapter in our guide, which focuses on
overall KPI reporting.
67 / Pardot

A successful social media strategy is just as much about listening to relevant conversations as it is about posting
content. Use this worksheet to brainstorm keywords to monitor in your social listening feeds.
WORKSHEET ONE
Social Listening
Social handles
& usernames
company names
RELEVANT HASHTAGS
PRODUCTS
social handles
& usernames
REQUESTS FOR ADVICE
Name variations
& common typos
Name variations
& common typos
WORDS TO EXCLUDE
WORDS TO EXCLUDE
WORDS TO EXCLUDE
COMPANY KEYWORDS
competitor KEYWORDS
INDUSTRY KEYWORDS
68 / Pardot

WORKSHEET TWO
Influencer Tracking
NAME:
TWITTER: WHAT DO THEY
TWEET ABOUT?
HOW MANY FOLLOWERS
DO THEY HAVE?
EMAIL:
INFLUENCER INFORMATION
BUILD THE RELATIONSHIP
Let’s capture some basic information for your records.
Time to start engaging. Try to share or comment on their content at least six times over two weeks.
@
ENGAGEMENT DATE: ENGAGEMENT DATE:
RECIPROCATED? RECIPROCATED?
YES YES
YES YES
YES YES
NO NO
NO NO
NO NO
69 / Pardot

WORKSHEET THREE
Pitching Influencers Checklist
If your pitch was successful, how will you nurture the relationship moving forward?
DATE: CONTENT PITCHED: SUCCESSFUL?
YES NO
Personalize. Everyone enjoys hearing their
own name! Start off your message with a
personal address.
Subject line. Your subject line should be
clear and concise. Make sure it doesn’t
sound spammy!
Demonstrate value. Use a phrase like
“Thought you might be interested” to show
you’ve tailored your link.
Personalize. Your message should sound
personal and reference some of their recent
posts.
Link to your content. Don’t forget to
include a link to the content you want them
to share!
Be concise. Provide a simple request in
order to show you’ve thought this contact
through.
End on a high note. End your message
with “Would love to get your thoughts!” or
simply “Thanks!” to end positively.
Have a CTA. Don’t forget to tell the
influencer what you would like them to do
after they read your email.
After you’ve spent some time engaging with your influencers, it’s time to make the pitch and ask them to share some
of your content. Use these best practices when you make your request.
70 / Pardot

DATE RANGE
NOTES:
DATE RANGE DATE RANGE DATE RANGE
WORKSHEET FOUR
Social Media Goals
Use this worksheet to track your goal progress. We recommend filling out at least two versions of this worksheet: one for
long-term goals and one for short-term goals.
GOAL PROGRESS
GOAL:
GOAL:
GOAL:
GOAL:
71 / Pardot

Many marketing leaders still feel like they’re under
the microscope when it comes to proving the worth
of their entire department — and unfortunately,
they probably are. You may remember the following
statistic from 2012: 80% of CEOs don’t trust the work
done by their marketers (to put this in perspective,
90% of those same CEOs trust and value their CIOs
and CFOs).
Although it’s been three years since that statistic
went mainstream, marketers are still having a difficult
time demonstrating their ROI. In fact, Omobono
conducted a recent study that found that almost half
of respondents (48%) feel they lack the analytics and
reporting skills to measure their return on investment.
Fortunately, with the widening adoption of closed-
loop reporting systems like marketing automation, it’s
getting easier to track and provide the numbers that
the C-suite actually cares about. This chapter will walk
through a quick overview of closed-loop reporting
and provide B2B marketers with a list of valuable ROI
metrics to track.
CHAPTER EIGHT
Be better at ROI
reporting.
The Benefits of Closed-Loop
Reporting
If you have a marketing automation system with closed-
loop reporting capabilities, you can solve a common
issue among B2B organizations: revenue attribution.
Closed-loop reporting allows you to tie closed deals
back to the campaigns that originally sourced them,
giving you the ability to attribute revenue to specific
marketing campaigns, prioritize your marketing
programs, see where your best leads are coming from,
and forecast for future initiatives.
Here’s how it works:
1. A prospect visits your site for the first time.
2. The prospect is assigned a unique identifying
tracking cookie.
3. The anonymous visitors takes various actions on
your website.
4. The activity is tracked and recorded.
eight
72 / Pardot

5. The visitor eventually converts and provides
their information, typically via a form
submission.
6. The visitor’s previous activity is retroactively
assigned to their new lead profile.
7. When that visitor becomes a customer, the
original point of contact is credited.
70% of B2B marketers cite a
lack of resources to execute as
the biggest obstacle to investing
in analytics.
- Regalix 2015
This type of reporting makes it possible to distinguish
marketing-sourced deals from sales-sourced deals,
helping marketers prove their accountability to the
rest of the organization.
5 Important ROI Metrics
Access to powerful closed-loop reporting technologies
has left one question on many marketers’ minds: which
metrics should be prioritized to showcase success?
Start by reviewing the Better B2B Metrics chart linked
to on the following page to see which vanity metrics
you can trade for more meaningful ROI metrics. Then,
take a look at the list below for an overview of a few
metrics that the C-suite actually wants to see — and
how to calculate them. Keep in mind that some of these
metrics may be better suited to your business and
marketing program structure than others.
For a look at more specific email and content marketing
metrics, refer to the checklists at the end of this
chapter.
86% of B2B marketers feel that
marketing analytics are very
important to the success of their
marketing programs.
- Regalix 2015
73 / Pardot

See some common vanity metrics (and some
better alternatives) in our Marketing Metrics
That Matter infographic.
follow the marketing
metrics that matter.
VIEW INFOGRAPHIC
1. Your Revenue or Annual Contract Value
How much in revenue or annual contract value
(ACV) resulted from direct marketing sources?
Your revenue is a great measure of how
marketing is contributing to the business. To get
this number, you’ll want to look at the contract
value or total dollar amount of all opportunities
generated by marketing within a given time
period. For example, for the month of January,
monthly pipeline would show that marketing
sourced X number of new opportunities, worth
$X. Multiply this number by 12 to see the yearly
amount. This dollar amount can prove to
upper management that marketing is directly
responsible for that amount of revenue.
2. The Percent of Customers Directly Sourced by
Marketing
What percentage of new customers were
sourced by marketing initiatives?
If you would rather look at things as a
percentage, this metric will show what
percentage of new business was sourced by
marketing in a given time period. Take all of the
new customers acquired in a month/quarter/

year, and see what percentage of them started as
a marketing-sourced lead. This is a great indicator
of how marketing is impacting overall customer
acquisition.
3. The Ratio of Pipeline to Spend
For every dollar spent by marketing, how much
pipe was created?
The pipeline-to-spend ratio compares the cost
of each campaign to the opportunities that were
sourced by that campaign. To get this metric, sum
up the ACV of all of the opportunities sourced by a
specific campaign and compare that number with
the total spend. In order to say that the campaign
was a success, you’ll want at least a one-to-one
ratio.
4. Customer Acquisition Cost
How much does it cost you to acquire a customer?
While you typically want all of the metrics on this
list to trend upward, the same doesn’t apply to
your customer acquisition cost — which means
this metric is definitely worth monitoring. A rise in
the cost to acquire customers should be a red flag.
To calculate your customer acquisition cost for a
certain time period, add up all of the campaign
spending, advertising costs, sales and marketing
salaries (or commissions) — anything that
contributes to your overall sales and marketing
costs. Then, divide that by the number of new
customers in that time period.
5. The Percent of Customers Influenced by
Marketing
What percentage of acquired customers interacted
with your marketing programs?
The percentage of customers directly sourced
by marketing is a great metric to have, but some
people are equally or more interested in marketing
influence. The percentage of customers influenced
by marketing instead looks at how many
customers were touched by marketing at any
point during the sales process. These leads don’t
need to be sourced by marketing, just influenced
by a marketing program at some point during the
customer acquisition process.
Each of these five metrics will give your CEO a much
more accurate (and meaningful) picture of marketing
performance. Take a look at the KPI calculations
worksheets at the end of this chapter for help calculating
these metrics, and refer to the reporting checklists on the
following pages to get some ideas for additional metrics
to track for your various marketing efforts. Good luck!
75 / Pardot

WORKSHEET ONE
Calculating Five KPIs, Part I
REVENUE/annual contract value
Percent of Customers Directly Sourced by Marketing
How much revenue resulted from direct marketing sources?
What percentage of new customers were sourced by marketing initiatives?
Number of marketing-
sourced closed deals in
a (month/quarter/year)
12 MONTHS
Number of net new
customers acquired in
a (month/quarter/year)
Total dollar amount
of all opportunities
generated per month
PERCENT OF CUSTOMERS
DIRECTLY SOURCED BY
MARKETING
revenue directly from
direct marketing
sources
Prove to upper management that your marketing efforts are impacting the bottom line. Use this worksheet to calculate
five important KPIs.
=
X
=
=
%
$
76 / Pardot

WORKSHEET TWO
Calculating Five KPIs, Part II
CUSTOMER ACQUISITION COST
How much does it cost you to acquire a customer?
Marketing and sales
costs per
(month/quarter/year)
Marketing and sales
costs per
Marketing and sales
costs per
Number of new
customers per
CAMPAIGN
SPEND
ADVERTISING
COSTS
SALARIES COMMISSIONS OTHER
=+ + + +
= =
$
$
pipeline to spend ratio
For every dollar spent by marketing, how much pipe was created?
Total campaign
spend
REVENUE sourced
by campaign
= = %
77 / Pardot

WORKSHEET THREE
Google AdWords KPIs Checklist
If you’re company is using Google AdWords to run targeted paid search campaigns, use the checklist below to make
sure you’re measuring metrics beyond clicks and impressions.
Cost Per Acquisition (CPA): Understand
how much it costs you to acquire a net
new customer.
Total Spend: Your total spend is the
cumulative amount spend on your ads.
Return on Ad Spend: For every dollar spent
on paid advertising, what is the return after
all expenses?
Quality Score: Google uses this score to
determine the relevance, quality, and user
satisfaction of your ads and landing pages.
Cost Per Lead: This is the cost to get a
qualified lead from a paid search campaign.
Conversion Rate: This is measured by
dividing the number of leads generated by
your offer by the total number of visitors.
Click-Through Rate: The ratio of ad clicks to
overall ad impressions is an indication of your
ad’s effectiveness.
78 / Pardot

WORKSHEET FOUR
Content Marketing KPIs Checklist
Turn qualitative content items like white papers and blog posts into quantitative measurements using the metrics
on this list.
Comments and Interactions: Is your content
sparking conversations and making an impact on
your readers?
Cost Per Lead (CPL) and Cost Per Acquisition
(CPA): See the Pay Per Click KPIs Checklist to
see how you can measure content promotions via
online advertising.
Influence: Understand the number of leads,
opportunities, or closed deals that have been
“influenced” by your content
Conversion Rates: Track the percentage of users
that take a desired action; i.e downloading your
content via a form submission.
Followers and/or Subscribers: Keep an eye on the
number of followers and subscribers you have on
your various channels (social media, blog, etc); a
good indication of brand awareness.
Growth: Follow the percentage of change over time;
by what percent is your subscriber base increasing?
Have you seen a spike in content downloads?
Lead Generation: This is the number of leads
sourced by a piece of marketing content.
Inbound Links: This is the number of other sites
linking back to your content; the greater your
inbound links, the greater your credibility.
Unique Page Visit: This is the traffic your content
is receiving on a daily, weekly, or monthly basis.
Shares: This shows how often your content is being
shared across networks. It is worth tracking to see
which channels your content is resonating on.
Time on Page: This is the amount of time a visitor
is spending viewing your content; time on page is a
good measurement of visitor engagement.
Downloads: The number of people downloading
a piece of your content is a good indication of
your content’s popularity.
79 / Pardot

WORKSHEET FIVE
Email Marketing KPIs Checklist
Go beyond email opens. Use the KPIs described below to measure the effectiveness of your email efforts.
Read Percentage: How many people opened
your email for longer than ten seconds?
Bounces: These can be either hard (permanent) or
soft (transient). In the case of a hard bounce, you
likely have a bad or invalid email address that needs
to be scrubbed from your lists. A soft bounce, on
the other hand, may indicate that a mailbox is full
or that you’re sending a file that’s too large.
Delivery Rate: The amount of emails sent
versus the amount of emails delivered is a good
indication of the quality of your lists.
List Growth: Is your number of email
subscribers growing?
Forward and Print Count: How many of your
emails are being printed or forwarded?
Skimmed Percentage: How many people
opened your email for between two and ten
seconds?
Click-through Rate (CTR): This is calculated by
dividing the total number of clicks by the total
number of impressions; if an email offer was
delivered 100 times, but the included link was
clicked only once, this would result in a 1% CTR.
Glanced or Unread Percentage: This tracks the
percentage of people who did not open your
email or had it open for less than two seconds.
Email Clients and Devices: Understand which
email clients, browsers, and devices your
recipients are using to open your emails; use this
information to optimize your emails based on
your audience’s preferences.
80 / Pardot

Your customers are smarter, more capable, and better-
informed than ever before. This new breed of consumer
demands a better breed of marketing, and the Pardot
platform has the capabilities to get you there.
Pardot is B2B
marketing automation
by Salesforce.
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