Lead nurturing v0.21
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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.

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 Presentation Transcript

  • 1. lead nurturing - why - how - who - e.g.
  • 2. lead nurturing - why
  • 3. more goodleads leads sales sales funnel funnel sales output
  • 4. good fewleads leads sales salesfunnel funnel sales output
  • 5. conflict! maximize more number leads of leads maximizesales output maximize few quality leads of leads
  • 6. resolvingthe conflict!
  • 7. more leads lead nurturing funnelgood leads sales funnel
  • 8. lead nurturing - how
  • 9. process
  • 10. lead nurturing unknown funnel individuals i identified leads qualified leads
  • 11. activity
  • 12. content unknown marketing individuals iconversation management identified leadsengagement tracking qualified leads
  • 13. tools & analytics
  • 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. loop
  • 16. lead nurturing funnel qualified leads sales funnel i lost leads won sales
  • 17. lead nurturing - who
  • 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. lead nurturing - e.g.
  • 20. - new industry segment- high value product (9 month course @ 225,000)- complex sales pitch- wide market spread
  • 21. contentmarketing unknown individuals - cms based web site - articles and blog - facebook, linkedin pages - youtube channel - google adwords
  • 22. conversation i management identified leads- facebook –> likes, comments- twitter –> tweets, re-tweets- blog –> comments, registrations- via sales => leads from other sources
  • 23. engagement tracking qualified leads- facebook => connections- twitter => followers- blog => registered users- via sales => signed up customers
  • 24. lead nurturing funnel registered users sales funnel i not signed up signed up customers
  • 25. results
  • 26. contentmarketingweb sitemetrics
  • 27. contentmarketingweb sitemetrics
  • 28. contentmarketingweb sitemetrics
  • 29. contentmarketingweb sitemetrics
  • 30. conversation management facebook metrics
  • 31. conversation management facebook metrics
  • 32. conversation management facebook metrics
  • 33. engagement tracking
  • 34. lead nurturing funnel 3,500 unidentified visitors 1,000 identified leads 250 registrationsall average monthly figures
  • 35. sales funnel 500 registrations 350 presentations 70 sign-upsall average monthly figures
  • 36. what next?
  • 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