Lead nurturing v0.21

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An overview of lead nurturing, a process to address the conflict between maximizing lead quality and lead quantity in a sales process.

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Lead nurturing v0.21

  1. 1. lead nurturing - why - how - who - e.g.
  2. 2. lead nurturing - why
  3. 3. more goodleads leads sales sales funnel funnel sales output
  4. 4. good fewleads leads sales salesfunnel funnel sales output
  5. 5. conflict! maximize more number leads of leads maximizesales output maximize few quality leads of leads
  6. 6. resolvingthe conflict!
  7. 7. more leads lead nurturing funnelgood leads sales funnel
  8. 8. lead nurturing - how
  9. 9. process
  10. 10. lead nurturing unknown funnel individuals i identified leads qualified leads
  11. 11. activity
  12. 12. content unknown marketing individuals iconversation management identified leadsengagement tracking qualified leads
  13. 13. tools & analytics
  14. 14. content web site + blog public content search engine online events marketing ( cms ) sites marketingconversation social email blog online networking campaigns comments registrations managementengagement web site social crm lead analytics analytics management tracking
  15. 15. loop
  16. 16. lead nurturing funnel qualified leads sales funnel i lost leads won sales
  17. 17. lead nurturing - who
  18. 18. lead nurturing i qualified trackingcontent tech design leads reports team team team i sales won lost sales leads i business product sales managers experts persons product info
  19. 19. lead nurturing - e.g.
  20. 20. - new industry segment- high value product (9 month course @ 225,000)- complex sales pitch- wide market spread
  21. 21. contentmarketing unknown individuals - cms based web site - articles and blog - facebook, linkedin pages - youtube channel - google adwords
  22. 22. conversation i management identified leads- facebook –> likes, comments- twitter –> tweets, re-tweets- blog –> comments, registrations- via sales => leads from other sources
  23. 23. engagement tracking qualified leads- facebook => connections- twitter => followers- blog => registered users- via sales => signed up customers
  24. 24. lead nurturing funnel registered users sales funnel i not signed up signed up customers
  25. 25. results
  26. 26. contentmarketingweb sitemetrics
  27. 27. contentmarketingweb sitemetrics
  28. 28. contentmarketingweb sitemetrics
  29. 29. contentmarketingweb sitemetrics
  30. 30. conversation management facebook metrics
  31. 31. conversation management facebook metrics
  32. 32. conversation management facebook metrics
  33. 33. engagement tracking
  34. 34. lead nurturing funnel 3,500 unidentified visitors 1,000 identified leads 250 registrationsall average monthly figures
  35. 35. sales funnel 500 registrations 350 presentations 70 sign-upsall average monthly figures
  36. 36. what next?
  37. 37. contact us ! t. a. balasubramanian http://www.linkedin.com/in/tabbyindia tabbyindia@gmail.com 98200-06823 ashutosh bijoor http://www.linkedin.com/in/bijoor bijoor@reach1to1.com 98201-94408 lira priyadarsani http://www.linkedin.com/profile/view?id=15361895 lira.priyadarsani@webofcomms.com 99712-84441

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