Buliding a Case for Lead Nurturing

  • 876 views
Uploaded on

Building a case for automated lead nurturing from the marketing and sales perspectives and implementing a lead nurturing campaign successfully Webinar slides

Building a case for automated lead nurturing from the marketing and sales perspectives and implementing a lead nurturing campaign successfully Webinar slides

More in: Business , Technology
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Be the first to comment
No Downloads

Views

Total Views
876
On Slideshare
0
From Embeds
0
Number of Embeds
1

Actions

Shares
Downloads
15
Comments
0
Likes
4

Embeds 0

No embeds

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
    No notes for slide

Transcript

  • 1. Building the case for automated lead nurturing A joint Arketi/Pardot webinar
  • 2. Webinar Participants
    • Adam Blitzer COO,Pardot
    Micky Long VP, Arketi Group Laurie Douglas Director of Marketing, A.D.A.M. Inc. Ted McDermott VP of Business Development, Datasync
  • 3. Automated lead nurturing – why it matters
    • 23%
    bought the product intended to buy 67%
  • 4. Automated lead nurturing – why it matters
    • Average sales cycle has become
    22% longer decision makers 3 more
  • 5. Automated lead nurturing – why it matters
    • Lead nurturing is in place in only
    10% - 20% of B2B firms.
  • 6. Automated lead nurturing – why it matters
    • Leading reason for not using lead management
    is difficulty building a business case.
  • 7. Automated lead nurturing – What to expect 50% more sales-ready leads 33% lower cost per lead
  • 8. Automated lead nurturing – What to expect
    • Nurtured leads produce a
    20% increase
  • 9. Automated lead nurturing – What to expect
    • Best in Class improved lead to sales conversion of
    23%
  • 10. Automated lead nurturing – Why we’re here 80% of users would better prepare by building proper processes and content
  • 11. Automated lead nurturing – Why we’re here
    • of Best in Class worked collaboratively between Marketing and Sales
    78%
  • 12.
    • Marketing Perspective
    • Laurie Douglas Director of Marketing
    • A.D.A.M. Inc.
  • 13. Automated Lead Nurturing Drivers - Marketing
    • Long sales cycles – 6-18 mos.
    Better management of leads Small marketing department – department of 1 Lean sales team
  • 14. How business case was built No brainer once Sales saw the tool Automated emails Web activity tracking Lead scoring Much more visibility into our leads
  • 15. Selection considerations
    • Matched Functionality
    Ease of use Cost
  • 16. Post-implementation thoughts/suggestions Clean up your database as much as possible upfront Make sure you have content Do the upfront work of setting up the scoring
  • 17.
    • Sales Perspective
    • Ted McDermott VP of Business Development
    • Datasync
  • 18. Automated Lead Nurturing – Sales Perspective
    • Quality Leads
    Creates Sales Efficiency Lead Knowledge Lead flow on your website What email messages work
  • 19. Questions? Micky Long [email_address] www.arketi.com Contact Information: Adam Blitzer [email_address] www.pardot.com