Generating leads can be a tricky process. Generating QUALITY leads can be down right daunting. With a bit of finesse, data and the right tools, your lead gen efforts can improve tenfold.

1. Sydney, AU
June 17th, 2015
Integrated Campaigns:
The Foundation of Quality Lead Generation

2. @mkgetler
MK
GETLER
inbound marketing consultant

4. MOFUMOFU
TOFU
BOFU

5. AGENDA:
What makes for effective MOFU & BOFU
nurturing?
How do you move a lead from one stage of the
funnel to the next?
Q&A with Andrew Quinn.

6. So ….
what makes for
effective MOFU and
BOFU nurturing?

7. Internal
Sales
procedur
es
MOF
U
&
BOFU
Buyer’s
Journey
Stage

8. THE BUYER’S
JOURNEYThe active research process a
potential buyer goes through
leading up to a purchase.

9. THE BUYER’S JOURNEY

11. Viewing Pricing Page
Using Free Tools
Self Assessment
Brochure Downloads
MOFU

12. Speak to a Consultant
Receive a Free
Assessment
Downloading Case Studies
Contacting References
BOF
U

13. MOFUMarketing Grader
Templates
Inbound Marketing Assessment

14. EVERYONE
IS
DIFFERENT.

16. The goal of Lead Nurturing is to prevent any
potential friction through the sales funnel.

17. HOW DO YOU
MOVE A LEAD FROM
TOFU TO MOFU,
THEN MOFU TO
BOFU?

18. Data
Context
Tools

19. #INBOUND14
43%
Of businesses said data-
driven marketing gave
them the competitive
advantage in gaining new
customers.
Forbes The Rise of the New Marketing
Organization

20. Leverage
implicit and
explicit data to
build stronger
relationships
with your
prospects and
leads.

21. Data-driven companies
are 3x more likely to
increase their revenue.

23. CAMPAIGNS
TOOL

25. Form fields
should serve
to qualify
leads, assign
Buyer
Personas and
ask direct
questions
relative to the
sales process.

26. Progressive
Profiling

29. CUSTOM
L E A D
SCORING

30. SMART
L I S T S

32. #INBOUND14
Having first name
personalization
increases your click-
through-rate (CTR)
from 5.8% to about
7%.

34. SMARTCONTEN
T
SMART CONTENT

35. Smart Calls-to-Action

37. ANNONYMOUS
personalization

42. Workflows are scary.

43. IF
THEN

44. D
A
T
A

45. experiment.
take risks.

46. @andrewtquinn
ANDREW
QUINN
director of training
and development

47. Q&A PANEL

48. THANK YOU