Summary of "Consigue Más Leads con 16 Estrategias de Marketing B2B 🚀"
Executive summary
The video outlines a playbook of 16 marketing actions to increase lead volume, reduce cost-per-lead, and improve lead quality. It’s organized into 4 blocks:
- Content
- Live events
- Inbound/relationship distribution
- Outbound + paid media, plus remarketing
1) Content marketing (lead capture through usefulness)
Action 1 — Build and continuously feed a company blog
- Impact/KPIs (relative): companies with a blog tend to get more leads, lower cost per lead, and higher-quality leads.
- Operational guidance (example): for Kvitova, publish 3 posts/week = 12/month, aligned weekly to prospect-relevant topics.
Action 2 — Create lead magnets: ebooks / whitepapers / documentation
- Purpose: answer prospect questions to increase willingness to register and enter the database.
- Mechanism: use gated content in exchange for lead capture.
Action 3 — Launch a podcast
- Rationale: niche podcasting is growing; discussing sector-relevant topics attracts attention.
- Distribution: host across multiple platforms (examples mentioned: Apple Podcasts, Spreaker, and others).
Action 4 — Use client/prospect interviews
- Format: interview clients and potential clients.
- Outcomes: boosts engagement and improves understanding of prospect needs.
Action 5 — Create a YouTube channel with consistent video cadence
Use YouTube for:
- Top-of-funnel visibility (views)
- Conversion path via CTAs in descriptions/end cards to drive users to ebooks and gated lead capture
Also cross-promote podcast content on YouTube to gain views + listens.
Embedded growth loop (implied across Actions 1–5): Content assets (blog/podcast/YouTube) → drive traffic → CTAs to gated assets → database capture → retargeting/nurture (later remarketing actions).
2) Live events (convert attention into registrations)
Action 6 — Webinars
Two formats:
- Standard webinar: register to access
- “Open online” live session: after the live/webcast, offer downloadable content + registration
Recommendation: test both to find which performs best.
Action 7 — Virtual or in-person conferences/events
- Lead-gen and qualification via:
- Shared content distribution (attendees share with other companies)
- Physical events: enable 1:1 conversations
- Virtual events: attendees become leads “ready to work with” after the event
3) Inbound + relationship marketing
Action 8 — Inbound marketing (content + dedicated qualification time)
The video emphasizes that inbound is not just publishing—it also requires dedicated time to qualify inbound leads.
Action 9 — Account Days marketing (target-account personalization)
Framework:
- Start from a list (example given: 500 companies)
- Identify contacts/decision-makers and their details
- Deliver account-specific relationship-building content
Goal: build familiarity for companies who “don’t know you yet,” enabling later conversion.
Action 10 — Public relations (PR)
Promote assets (ebooks, whitepapers, events, webinars) through:
- websites
- industry magazines
- thematic blogs
Outcome: indirect audience reach → registrations → database leads.
Action 11 — Partnerships and referrals
- Setup:
- Partner with companies serving the same client set
- Implement a system where partners register shared leads
- Tool example: PartnerStack (for managing referral leads)
- Economic model: partner earns a percentage if the referred lead becomes an opportunity.
4) Outbound + paid acquisition
Action 12 — Outbound marketing (value-first, not “sell-first”)
- Positioning: outbound can work if it provides value (even if the team generally prefers inbound).
- Operating rule: outreach should offer useful content/invites (article, event, resource) and avoid hard selling on first contact.
Action 13 — LinkedIn “Sales Navigator” as a micro-CRM + engagement engine
Process:
- Subscribe to Sales Navigator
- Define target lead criteria (persona/segments)
- Engage via direct messages or comments
Goal: reach a specific lead type that’s “very specific and difficult to find.”
Action 14 — Google Ads (search + audience segmentation)
- Keyword strategy:
- Buy product/intent-related keywords
- In B2B, searches may be few/narrow → use carefully selected terms
- Segmentation examples:
- Target by search intent
- Target people researching competitors’ companies
- YouTube ads use-case: if a competitor has a strong organic YouTube channel, run campaigns targeting that channel for high-quality reach.
Action 15 — Facebook Ads (advanced professional targeting)
- Clarification: not only consumer audiences—Facebook supports professional segmentation.
- Example targeting interests:
- Human Resources
- Marketing
- Healthcare professionals
- Success metric: focus on lead quality and conversion rate; the video notes costs may be more competitive (often higher cost than other platforms).
Action 16 — LinkedIn Ads
- Rationale: strong segmentation enables very good lead qualification.
- Tradeoff: price is expensive.
- Value case: paying more can be justified for highly specific buyers (example: Finance Director, automotive sector, >1,000 employees, specific countries).
- Also, LinkedIn can promote top-of-funnel content (blog/webinar/ebooks) to generate leads efficiently for that audience.
Action 17 — Remarketing everywhere (conversion recovery)
- Platforms mentioned:
- Remarketing on LinkedIn
- Remarketing on Google
- Remarketing on Facebook
- plus display/programmatic advertising
- Mechanism: re-engage visitors/leads who didn’t convert
- Timing example: run remarketing periodically when new content drops so earlier visitors return with renewed relevance
- Extra recommendation: in programmatic campaigns, test prospecting in addition to remarketing to generate extra YouTube leads (harder, but possible).
Key metrics/KPIs and targets explicitly mentioned
- Relative KPIs (no exact numbers):
- Blog content marketing: more leads, lower cost per lead, higher-quality leads
- Operational target (clear number):
- Kvitova blog frequency: 3 posts/week (12/month)
- Example scaling variable:
- Account Days: 500 target companies
The video does not provide explicit CAC/LTV/churn/revenue targets or numeric benchmarks beyond the items above.
Actionable takeaways / “playbook” you can apply
- Build a content engine (blog + ebooks/whitepapers + podcast + YouTube) and connect it to a gated CTA path.
- Convert attention via registration gates (webinars and events), then follow up with assets (downloads + database capture).
- Don’t stop at inbound—allocate time to qualify inbound leads.
- Use account-based personalization starting from a defined target list (e.g., 500 accounts).
- Expand reach with PR and partnerships/referrals, using tracking/commission logic (e.g., PartnerStack).
- Use value-first outbound coverage gaps (Sales Navigator + value offers).
- Run paid acquisition with intent segmentation, then remarket to recover conversions.
Presenters / sources mentioned
- Cyberclick (referenced as the presenter/company perspective: “as we always advocate at Cyberclick…”)
- Kvitova (example client)
- PartnerStack (referral-partner management platform example)
- LinkedIn Sales Navigator (outbound/targeting tool example)
- Podcast platforms mentioned: Apple Podcasts, Spreaker (and “dozens of platforms” generally)
Category
Business
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