Your Organization’s
                                             Lead Management
                                         ...
WARNING
     This presentation is full of
distracting photographs of birds,
and silly bird puns to help people
      under...
Everyday, your
   salespeople
    fly around,
      trying to
bring deals back
   to your nest.


©2010 Allinio LLC – All ...
Some spend an
                                          inordinate amount of
                                             ...
Some depend too much upon
the kindness of others for referrals
     that are merely crumbs.




©2010 Allinio LLC – All ri...
Some spend all
    their time
 searching for
    “a big kill”
 that in reality,
   no one else
  really wants.

©2010 Alli...
Some salespeople will
                                            peck at anything.




©2010 Allinio LLC – All rights res...
And some strut around
                            but keep to themselves,
                          not sharing lead infor...
Very few sales people
                                           need no help at all -
                                   ...
Another rare thing
  is a “Bluebird”
 lead that closes
 the same day it
     comes in.
 Working leads is
actually hard, ti...
And Marketing has problems
  giving puffed up leads to sales
that really aren’t ready to engage.




©2010 Allinio LLC – A...
Even your best salespeople
                         can only make
                  so many phone calls per day.

        ...
Many salespeople
                                      just stand around
                                       and hope l...
And when
      the sales pipeline is slow,
   everyone seems to run around
like a chicken with its head cut off.


       ...
Or they go on a wild goose chase.




©2010 Allinio LLC – All rights reserved
                                          al...
They really can’t do it by
              themselves. Somebody has to
                feed them qualified leads.




©2010 ...
Free web analytics
tools are nice, but
 they don’t let you
see how leads are
 interacting online
with your company
     ov...
And when was the
     last time you
cleansed your data-
    deleted bogus
  leads, duplicates,
 and standardized
 your nam...
Shrink- wrapped,
    circa 2005
     contact
  management
software is just an
     albatross      “Leads, leads,
   around...
And face it,
                                          your trade show
                                           booth is...
Now is not the time to stick your
              head in the sand…




©2010 Allinio LLC – All rights reserved
            ...
… and you’re
                                                 cuckoo
                                              if you ...
If you don’t focus
                        on generating
                 qualified leads for sales,
              you’ll ...
If you don’t change the way you
   generate and manage leads,
    your goose will be cooked.




                         ...
We’re sorry
                                          if we keep
                                           repeating
    ...
And we
                       certainly
                     don’t mean
                     to ruffle your
              ...
But there’s a much wiser way
                         to manage your leads




©2010 Allinio LLC – All rights reserved
   ...
Sales & Marketing need
  to agree on strategy and tactics
  regarding protection of the nest
     and growing the company....
You do this
                                          by aligning
                                          Marketing
    ...
First, stop squabbling.
                                     You’re on the same team.
                                    ...
Get agreement between
           Sales and Marketing
       about standardized definitions
      such as what a qualified ...
Marketing
   must assume
  accountability
     and help
  influence the
  buying cycle.




©2010 Allinio LLC – All rights...
Emphasize quality,
        not quantity by “scoring” leads.




©2010 Allinio LLC – All rights reserved
                  ...
Integrate Sales & Marketing
                                     technologies.




©2010 Allinio LLC – All rights reserved...
Have regular meetings between
         Sales & Marketing.




©2010 Allinio LLC – All rights reserved
                    ...
Allow Sales to Pass Leads
                                              Back to Marketing.




©2010 Allinio LLC – All rig...
And measure
                                          what matters –

                                          Not everyt...
The transformation of your firm’s
              Lead Management
        will be a monumental change
         that Sales wo...
Yes, you’ll need to break
       a few eggs to make an omelet.




                                          This change i...
Your lead management can
actually be a very elegant process.




 ©2010 Allinio LLC – All rights reserved
                ...
Properly implementing
 lead management means that
Marketing & Sales are aligned and
 a sweet relationship will endure.



...
So quit
                                           banging your head
                                             against ...
Just say
                                           a little bird
                                          told you to.

...
About Allinio
 Allinio is a professional services firm
 specializing in marketing automation
 consulting and implementatio...
Data Driven Revenue               TM




                                          www.allinio.com
               Tweet th...
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Your Organization's Lead Management is Probably for the Birds - An Allinio Presentation

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Joseph Zuccaro (@joezuc), President of Marketing Automation professional services firm Allinio (http://allinio.com) (@allinio), explains Lead Management in this presentation to Sales and Marketing professionals in a humorous way to help them understand the futility of traditional lead generation, and how they should prepare to make the transformation to an aligned Sales and Marketing organization.

The diverse world of birds offers visual triggers that help emphasize these challenges, and offers hope to marketers who feel overwhelmed by an increasingly technological environment that threatens their role. Proper lead management is the cornerstone of an aligned Marketing and Sales organization, and must be adopted for survival.

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Your Organization's Lead Management is Probably for the Birds - An Allinio Presentation

  1. 1. Your Organization’s Lead Management Is Probably For The Birds ©2010 Allinio LLC – All rights reserved allinio
  2. 2. WARNING This presentation is full of distracting photographs of birds, and silly bird puns to help people understand the need for better lead management. View at your own risk of smiling… ©2010 Allinio LLC – All rights reserved allinio
  3. 3. Everyday, your salespeople fly around, trying to bring deals back to your nest. ©2010 Allinio LLC – All rights reserved allinio
  4. 4. Some spend an inordinate amount of energy flapping their wings for tiny rewards. ©2010 Allinio LLC – All rights reserved allinio
  5. 5. Some depend too much upon the kindness of others for referrals that are merely crumbs. ©2010 Allinio LLC – All rights reserved allinio
  6. 6. Some spend all their time searching for “a big kill” that in reality, no one else really wants. ©2010 Allinio LLC – All rights reserved allinio
  7. 7. Some salespeople will peck at anything. ©2010 Allinio LLC – All rights reserved allinio
  8. 8. And some strut around but keep to themselves, not sharing lead information with anyone else. ©2010 Allinio LLC – All rights reserved allinio
  9. 9. Very few sales people need no help at all - they spot opportunities, swoop in, and grab them. If you have one, you’re lucky. They’re rare. ©2010 Allinio LLC – All rights reserved allinio
  10. 10. Another rare thing is a “Bluebird” lead that closes the same day it comes in. Working leads is actually hard, time consuming work. ©2010 Allinio LLC – All rights reserved allinio
  11. 11. And Marketing has problems giving puffed up leads to sales that really aren’t ready to engage. ©2010 Allinio LLC – All rights reserved allinio
  12. 12. Even your best salespeople can only make so many phone calls per day. It really isn’t the best and only way to nurture and qualify leads. ©2010 Allinio LLC – All rights reserved allinio
  13. 13. Many salespeople just stand around and hope leads will appear out of the cold. ©2010 Allinio LLC – All rights reserved allinio
  14. 14. And when the sales pipeline is slow, everyone seems to run around like a chicken with its head cut off. (Sorry, we couldn’t resist, and don’t worry, it’s Photoshop…) ©2010 Allinio LLC – All rights reserved allinio
  15. 15. Or they go on a wild goose chase. ©2010 Allinio LLC – All rights reserved allinio
  16. 16. They really can’t do it by themselves. Somebody has to feed them qualified leads. ©2010 Allinio LLC – All rights reserved allinio
  17. 17. Free web analytics tools are nice, but they don’t let you see how leads are interacting online with your company over time. ©2010 Allinio LLC – All rights reserved allinio
  18. 18. And when was the last time you cleansed your data- deleted bogus leads, duplicates, and standardized your naming rules? ©2010 Allinio LLC – All rights reserved allinio
  19. 19. Shrink- wrapped, circa 2005 contact management software is just an albatross “Leads, leads, around your everywhere, but not a organization’s qualified one neck. to sell to…” ©2010 Allinio LLC – All rights reserved allinio
  20. 20. And face it, your trade show booth is not the lead generation machine you thought it would be. ©2010 Allinio LLC – All rights reserved allinio
  21. 21. Now is not the time to stick your head in the sand… ©2010 Allinio LLC – All rights reserved allinio
  22. 22. … and you’re cuckoo if you think things will be fine when the economy gets better. ©2010 Allinio LLC – All rights reserved allinio
  23. 23. If you don’t focus on generating qualified leads for sales, you’ll go the way of the dodo. It couldn’t comprehend what was coming. In other words… ©2010 Allinio LLC – All rights reserved allinio
  24. 24. If you don’t change the way you generate and manage leads, your goose will be cooked. Ouch. ©2010 Allinio LLC – All rights reserved allinio
  25. 25. We’re sorry if we keep repeating ourselves. ©2010 Allinio LLC – All rights reserved allinio
  26. 26. And we certainly don’t mean to ruffle your feathers… ©2010 Allinio LLC – All rights reserved allinio
  27. 27. But there’s a much wiser way to manage your leads ©2010 Allinio LLC – All rights reserved allinio
  28. 28. Sales & Marketing need to agree on strategy and tactics regarding protection of the nest and growing the company. ©2010 Allinio LLC – All rights reserved allinio
  29. 29. You do this by aligning Marketing with Sales But how? ©2010 Allinio LLC – All rights reserved allinio
  30. 30. First, stop squabbling. You’re on the same team. Say “We,” not “They.” ©2010 Allinio LLC – All rights reserved allinio
  31. 31. Get agreement between Sales and Marketing about standardized definitions such as what a qualified lead is. ©2010 Allinio LLC – All rights reserved allinio
  32. 32. Marketing must assume accountability and help influence the buying cycle. ©2010 Allinio LLC – All rights reserved allinio
  33. 33. Emphasize quality, not quantity by “scoring” leads. ©2010 Allinio LLC – All rights reserved allinio
  34. 34. Integrate Sales & Marketing technologies. ©2010 Allinio LLC – All rights reserved allinio
  35. 35. Have regular meetings between Sales & Marketing. ©2010 Allinio LLC – All rights reserved allinio
  36. 36. Allow Sales to Pass Leads Back to Marketing. ©2010 Allinio LLC – All rights reserved allinio
  37. 37. And measure what matters – Not everything is worth crowing about. ©2010 Allinio LLC – All rights reserved allinio
  38. 38. The transformation of your firm’s Lead Management will be a monumental change that Sales won’t crap upon. ©2010 Allinio LLC – All rights reserved allinio
  39. 39. Yes, you’ll need to break a few eggs to make an omelet. This change is worth it. ©2010 Allinio LLC – All rights reserved allinio
  40. 40. Your lead management can actually be a very elegant process. ©2010 Allinio LLC – All rights reserved allinio
  41. 41. Properly implementing lead management means that Marketing & Sales are aligned and a sweet relationship will endure. We can help. ©2010 Allinio LLC – All rights reserved allinio
  42. 42. So quit banging your head against the wall and call Allinio so Marketing & Sales can align, automate, and grow! ©2010 Allinio LLC – All rights reserved allinio
  43. 43. Just say a little bird told you to. ©2010 Allinio LLC – All rights reserved allinio
  44. 44. About Allinio Allinio is a professional services firm specializing in marketing automation consulting and implementation. We help our clients align their marketing and sales department, and leverage web-based technologies to achieve higher ROI out of their marketing and sales efforts and ultimately drive more revenue for their organization. ©2010 Allinio LLC – All rights reserved allinio
  45. 45. Data Driven Revenue TM www.allinio.com Tweet this Presentation Subscribe to the Marketing Consigliere Blog Share this on LinkedIn Follow Joe Zuccaro on Twitter Share this on Facebook Follow Allinio on Twitter Share this via Email Follow the B2B Twitterer Awards on Twitter ©2010 Allinio LLC – All rights reserved allinio
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