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Generating Qualified Cloud Opportunities: Tips fom the Front Lines
 

Generating Qualified Cloud Opportunities: Tips fom the Front Lines

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Channie Gilbert, Assistant Vice President of Strategic Projects at eCoast Sales, presents best practices for sales lead generation in the Cloud market.

Channie Gilbert, Assistant Vice President of Strategic Projects at eCoast Sales, presents best practices for sales lead generation in the Cloud market.

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    Generating Qualified Cloud Opportunities: Tips fom the Front Lines Generating Qualified Cloud Opportunities: Tips fom the Front Lines Presentation Transcript

    • Generating Qualified Cloud Opportunities: Tips from the Front lines
    • About eCoast Demand generation agency focused on helping our clients drive new business. Relationships with leading organizations such as Cisco, HP, Avaya, Juniper, IBM, Microsoft, Brocade. Channie Gilbert Asst. VP, Strategic Projects www.ecoastsales.com eCoast executes over 200 campaigns per month on behalf of manufacturers. Website: www.ecoastsales.com © 2010 eCoast. All rights reserved.
    • eCoast Facts Years in Business 12 Employees 180+ Calling Agents 130+ Locations Rochester, NH & Phoenix, AZ Headquarters 20,000 square foot location Footprint Nationwide & global Approach Utilize best practices for sales and marketing www.ecoastsales.com © 2010 eCoast. All rights reserved.
    • What We’ll Cover Today Starting with the Right List 1 Feedback From the Front Lines 2 Reasons Campaigns Fail www.ecoastsales.com 3 Review of What’s Changed 4 5 Call to Action Ideas © 2010 eCoast. All rights reserved.
    • Data De-Mystified Webinar – Simple Truths Some Vendors May Not Want You To Know Inside look at the data business How to avoid data scams Comparison of B2B data vendors How to find great data Ways to create value from the data you already have www.ecoastsales.com © 2010 eCoast. All rights reserved.
    • Is the List Really that Important? Bad Data Costs You! • • • • Non working phone numbers Companies outside your target market Duplicates Non viable prospects  Bad Data Over 10% How Many Conversations Are You Having? • Right Party Connections (not every person counts)  Small & Medium Business: 12%  Enterprise: 6% - 8%  Existing Customer Warm List: 20% - 22%  Talk to“the Front Line” to get the real scoop on issues www.ecoastsales.com © 2010 eCoast. All rights reserved.
    • The Right Contact I.T. is In the Loop • • Contact Level: Directors / VP Level Contact Responsibilities: Analyst, Infrastructure, Operations, Logistics Add in Business Line Managers (Shadow IT) • Don’t push the same “Bits & Bytes” message to Business Line Managers  Tailor your message to each unique target audience. Focus on departmental business pain or risk a quickly closed door! www.ecoastsales.com © 2010 eCoast. All rights reserved.
    • AND The Right Message Know When to Talk Cloud  Highly Regulated Industry = Don’t lead with it!  Cloud resonates when…  multi-location, remote workers, international locations, high mobile device usage, cost conscious  Large Enterprise: Is Cloud right for me?  Hybrid Messaging o Public & Private o Existing Solution & New Solution www.ecoastsales.com © 2010 eCoast. All rights reserved.
    • Aligning Marketing and Sales Get Synchronized! Define “Qualified” Opportunity Criteria • Sales = Are they Ready to Buy Now? • Marketing = Are they the Type of Company that buys from us? What’s the chance they’ll buy from us eventually? Different Needs are OKAY • Design your campaign to support various outcomes Pilot with a Hungry Rep • • Use results to make adjustments Use rep to promote with peers Create Alternate Process Flow www.ecoastsales.com © 2010 eCoast. All rights reserved.
    • The Devil Is In the Details  Clearly Define Campaign Goals: Get Granular!  Program Components  Primary AND Secondary Outcomes  Marketing Intelligence / Data Capture  Lead and Nurture Flows  Communication Strategy: Internal & External  Handle Internally or Outsource? www.ecoastsales.com © 2010 eCoast. All rights reserved.
    • Feedback From the Front Lines  Say “Cloud” / Don’t say “Cloud”  Companies are Divided  Research Stage vs. Planning Stage  Determining Opportunity Size  Provide Education  Have a Nurture Strategy www.ecoastsales.com © 2010 eCoast. All rights reserved.
    • Marketing Intelligence: Data Capture Matters  Collect Data on Every Outreach  Standardize Data Collection  Identify Trends www.ecoastsales.com © 2010 eCoast. All rights reserved.
    • Your Call To Action is Critical • Show Me and Prove It • • Gap Analysis Try Before You Buy • But Stay on Top of it! • Proof Documents • • Case Study 3rd Party Validation • Secondary Offer: Best Case = Cloud & Non-Cloud • Webinars & Seminars…Hot Hot Hot www.ecoastsales.com © 2010 eCoast. All rights reserved.
    • Closing Thoughts  Be Aggressive In Your Outreach  Become the Trusted Advisor  Try New Things – Not Every Tactic Will Work  As the Market Changes – Demand Generation Tactics Will Change Too  We’ll Continue to Share What We Learn  Contact me: cgilbert@ecoastsales.com / 603.516.7471 www.ecoastsales.com © 2010 eCoast. All rights reserved.
    • Thank You Channie Gilbert Asst. VP, Strategic Projects cgilbert@ecoastsales.com 603.516.7471 Connect with eCoast Website ecoastsales.com Blog blog.ecoastsales.com LinkedIn linkedin.com/companies/ecoast Twitter twitter.com/ecoast Facebook facebook.com/ecoast YouTube youtube.com/user/ecoastsales www.ecoastsales.com © 2010 eCoast. All rights reserved.