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5 Steps to Better Lead Management
Joe Lucas
Director of Lead Gen & Marketing Ops
What is
the problem?
Relying on demographics and
behavior alone is like shopping
for a house by only looking at
blueprints...
What is
the solution?
Adding Business Triggers fills in
the gaps in your database and
provides color and context to
your c...
Viewing
Leads in 3D
Broaden your vision of your
database to make your
marketing relevant to your
prospects and customers
A...
Viewing
Leads in 3D
Broaden your vision of your
database to make your
marketing relevant to your
prospects and customers
A...
The
1. Clean and Manage your database
2. Reduce form fields with enrichment
3. Identify business triggers to fuel campaign...
Step 1
Clean and manage
your database.
A clean database allows
for easy segmentation and
nurturing.
Step 2
Reduce form fields
with enrichment.
YOUR SIMPLE
WEB FORM
SUBMISSION
Streamline your forms for
higher conversion.
BE...
Step 2
Reduce form fields
with enrichment.
Complete firmographics
delivers more accurate
scoring and routing.
BEFOREAFTER
...
Step 3
Identify business
triggers to fuel
campaigns and
scoring.
Easily keep track of the
important events
happening with ...
Step 4
Use triggers to
pinpoint interesting
moments.
Prioritize follow up based
on these pivotal events.
Step 5
Help sales prepare
for calls.
Provide your SDR’s with
the right insight.
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5 Steps to Better Lead Management - Webinar 4/17/14

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  • Objective: Share InsideVIew’s value for marketing.Talk Track:Using InsideView, your marketing team can deliver a higher volume of qualified leads faster.Your team can:Increase form conversion to improve campaign performance.Automatically add missing information to leads generated from forms that have as little as one field—just require email! Complete all leads no matter their source. InsideView enriches leads with current, complete and validated company and contact information from InsideView’s CRM Intelligence Platform, which contains 50 million company records.  Eliminate manual lead enrichment processesReduce time and cost associated with manual lead enrichment. Deliver more sales-ready leads faster Automatically enrich sparse leads for faster lead scoring and routing to sales. Win trust from sales:Give sales what they want—actionable, high quality leads in their territory.
  • Objective: Share InsideVIew’s value for marketing.Talk Track:Using InsideView, your marketing team can deliver a higher volume of qualified leads faster.Your team can:Increase form conversion to improve campaign performance.Automatically add missing information to leads generated from forms that have as little as one field—just require email! Complete all leads no matter their source. InsideView enriches leads with current, complete and validated company and contact information from InsideView’s CRM Intelligence Platform, which contains 50 million company records.  Eliminate manual lead enrichment processesReduce time and cost associated with manual lead enrichment. Deliver more sales-ready leads faster Automatically enrich sparse leads for faster lead scoring and routing to sales. Win trust from sales:Give sales what they want—actionable, high quality leads in their territory.
  • Objective: Share InsideVIew’s value for marketing.Talk Track:Using InsideView, your marketing team can deliver a higher volume of qualified leads faster.Your team can:Increase form conversion to improve campaign performance.Automatically add missing information to leads generated from forms that have as little as one field—just require email! Complete all leads no matter their source. InsideView enriches leads with current, complete and validated company and contact information from InsideView’s CRM Intelligence Platform, which contains 50 million company records.  Eliminate manual lead enrichment processesReduce time and cost associated with manual lead enrichment. Deliver more sales-ready leads faster Automatically enrich sparse leads for faster lead scoring and routing to sales. Win trust from sales:Give sales what they want—actionable, high quality leads in their territory.
  • Objective: Share InsideVIew’s value for marketing.Talk Track:Using InsideView, your marketing team can deliver a higher volume of qualified leads faster.Your team can:Increase form conversion to improve campaign performance.Automatically add missing information to leads generated from forms that have as little as one field—just require email! Complete all leads no matter their source. InsideView enriches leads with current, complete and validated company and contact information from InsideView’s CRM Intelligence Platform, which contains 50 million company records.  Eliminate manual lead enrichment processesReduce time and cost associated with manual lead enrichment. Deliver more sales-ready leads faster Automatically enrich sparse leads for faster lead scoring and routing to sales. Win trust from sales:Give sales what they want—actionable, high quality leads in their territory.
  • Objective: Share InsideVIew’s value for marketing.Talk Track:Using InsideView, your marketing team can deliver a higher volume of qualified leads faster.Your team can:Increase form conversion to improve campaign performance.Automatically add missing information to leads generated from forms that have as little as one field—just require email! Complete all leads no matter their source. InsideView enriches leads with current, complete and validated company and contact information from InsideView’s CRM Intelligence Platform, which contains 50 million company records.  Eliminate manual lead enrichment processesReduce time and cost associated with manual lead enrichment. Deliver more sales-ready leads faster Automatically enrich sparse leads for faster lead scoring and routing to sales. Win trust from sales:Give sales what they want—actionable, high quality leads in their territory.
  • Objective: Share InsideVIew’s value for marketing.Talk Track:Using InsideView, your marketing team can deliver a higher volume of qualified leads faster.Your team can:Increase form conversion to improve campaign performance.Automatically add missing information to leads generated from forms that have as little as one field—just require email! Complete all leads no matter their source. InsideView enriches leads with current, complete and validated company and contact information from InsideView’s CRM Intelligence Platform, which contains 50 million company records.  Eliminate manual lead enrichment processesReduce time and cost associated with manual lead enrichment. Deliver more sales-ready leads faster Automatically enrich sparse leads for faster lead scoring and routing to sales. Win trust from sales:Give sales what they want—actionable, high quality leads in their territory.
  • Transcript of "5 Steps to Better Lead Management - Webinar 4/17/14"

    1. 1. 5 Steps to Better Lead Management Joe Lucas Director of Lead Gen & Marketing Ops
    2. 2. What is the problem? Relying on demographics and behavior alone is like shopping for a house by only looking at blueprints. Viewing leads in 2D
    3. 3. What is the solution? Adding Business Triggers fills in the gaps in your database and provides color and context to your customers and prospects. Viewing leads in 3D
    4. 4. Viewing Leads in 3D Broaden your vision of your database to make your marketing relevant to your prospects and customers Adding business triggers Demographic Information Behavioral Information Business Triggers
    5. 5. Viewing Leads in 3D Broaden your vision of your database to make your marketing relevant to your prospects and customers Adding business triggers Demographics • Based on past success and is driven by who sales wants to talk to Behavioral • Shows the level of interest based on implied behavior Business Triggers • Shows the motivation behind the behavior and uncover the desires of the prospect or customer Who are you really selling to?
    6. 6. The 1. Clean and Manage your database 2. Reduce form fields with enrichment 3. Identify business triggers to fuel campaigns 4. Use triggers to pinpoint interesting moments 5. Help sales prepare for calls 5 Steps
    7. 7. Step 1 Clean and manage your database. A clean database allows for easy segmentation and nurturing.
    8. 8. Step 2 Reduce form fields with enrichment. YOUR SIMPLE WEB FORM SUBMISSION Streamline your forms for higher conversion. BECOMES A COMPLETE RECORD IN
    9. 9. Step 2 Reduce form fields with enrichment. Complete firmographics delivers more accurate scoring and routing. BEFOREAFTER New lead rating New lead owner Eliminates manual research
    10. 10. Step 3 Identify business triggers to fuel campaigns and scoring. Easily keep track of the important events happening with your prospects and customers
    11. 11. Step 4 Use triggers to pinpoint interesting moments. Prioritize follow up based on these pivotal events.
    12. 12. Step 5 Help sales prepare for calls. Provide your SDR’s with the right insight.
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