Lead Generation for B2B - LEADSExplorer

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For any B2B company leads are vital. Different kinds of leads exist, from different sources, but they all visit your website. Thus the activity on the website needs to be monitored on visiting company level. Combining Webdata with CRM as solution.

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Lead Generation for B2B - LEADSExplorer

  1. 1. Lead Generation By LEADSExplorer
  2. 2. Lead types <ul><li>Customers & Ex-Customers </li></ul><ul><ul><li>You know them </li></ul></ul><ul><li>Target leads </li></ul><ul><ul><li>You know them </li></ul></ul><ul><ul><li>But when to address ? </li></ul></ul><ul><li>New leads </li></ul><ul><ul><li>You don’t know much about them </li></ul></ul>
  3. 3. <ul><li>Customers </li></ul><ul><li>& </li></ul><ul><li>Ex-Customers </li></ul>
  4. 4. Customers & Ex-Customers <ul><li>You can </li></ul><ul><ul><li>Call </li></ul></ul><ul><ul><li>Email </li></ul></ul><ul><ul><li>send newsletter </li></ul></ul><ul><li>Questions: </li></ul><ul><ul><li>When ? </li></ul></ul><ul><ul><li>What message ? </li></ul></ul>
  5. 5. When & What <ul><li>What message: </li></ul><ul><ul><li>You should know </li></ul></ul><ul><ul><li>Products or Services bought before </li></ul></ul><ul><ul><li>Additional solutions </li></ul></ul><ul><li>When: </li></ul><ul><ul><li>More difficult </li></ul></ul><ul><ul><li>Timing has to be right – else waste </li></ul></ul>
  6. 6. Hint <ul><li>They used to visit tradeshows </li></ul><ul><ul><li>No longer popular, due to Internet </li></ul></ul><ul><li>If they have a need: </li></ul><ul><ul><li>They will visit your website </li></ul></ul><ul><ul><li>For gathering information </li></ul></ul><ul><ul><li>For preparing the “Internal Sales” </li></ul></ul>
  7. 7. Check your website <ul><li>Not by using a Web analytics tool </li></ul><ul><li>Business Visitor revealing solution </li></ul><ul><ul><li>Discover Companies </li></ul></ul><ul><ul><li>Reveal interests: </li></ul></ul><ul><ul><ul><li>By pages visited </li></ul></ul></ul><ul><ul><ul><li>By unique Visitor </li></ul></ul></ul><ul><li>Will inform: who what when ... </li></ul>
  8. 8. Activity on website <ul><li>Monitored by Company: </li></ul><ul><ul><li>Number, frequency of visits </li></ul></ul><ul><ul><li>Number, time of pages </li></ul></ul><ul><li>Will give: </li></ul><ul><ul><li>Clues </li></ul></ul><ul><ul><li>Indications of changes of interest </li></ul></ul><ul><li>Activity chart by Company </li></ul>
  9. 9. This will allow you <ul><li>To send email </li></ul><ul><li>Call </li></ul><ul><li>With a: </li></ul><ul><ul><li>Timely </li></ul></ul><ul><ul><li>Appropriate </li></ul></ul><ul><li>Message </li></ul>
  10. 10. <ul><li>Target Leads </li></ul><ul><li>& </li></ul><ul><li>New Leads </li></ul>
  11. 11. Target & New Leads <ul><li>Target Leads: </li></ul><ul><ul><li>Trigger interest </li></ul></ul><ul><li>New Leads: </li></ul><ul><ul><li>Need to be found - Discovered </li></ul></ul><ul><li>Questions: </li></ul><ul><ul><li>Who ? When ? </li></ul></ul><ul><ul><li>What message ? </li></ul></ul>
  12. 12. Where to get leads ? <ul><li>Used to be on trade shows </li></ul><ul><ul><li>Decreasing popularity </li></ul></ul><ul><li>Now people prefer: </li></ul><ul><ul><li>Comfort </li></ul></ul><ul><ul><li>Ease </li></ul></ul><ul><li>of the Internet from their desks </li></ul>
  13. 13. Check your website (again) <ul><li>Not by using a Web analytics tool </li></ul><ul><li>Business Visitor revealing solution </li></ul><ul><ul><li>Discover Companies </li></ul></ul><ul><ul><li>Reveal interests: </li></ul></ul><ul><ul><ul><li>By pages visited </li></ul></ul></ul><ul><ul><ul><li>By unique Visitor </li></ul></ul></ul><ul><li>Will inform: who what when ... </li></ul>
  14. 14. This will allow you <ul><li>To investigate on Companies </li></ul><ul><li>Requiring </li></ul><ul><ul><li>Data mining the Internet </li></ul></ul><ul><ul><li>For: </li></ul></ul><ul><ul><ul><li>Company information </li></ul></ul></ul><ul><ul><ul><li>Contacts: Directories, Social websites </li></ul></ul></ul>
  15. 15. Activity on website <ul><li>Monitored by Company: </li></ul><ul><ul><li>Number, frequency of visits </li></ul></ul><ul><ul><li>Number, time of pages </li></ul></ul><ul><li>Will give: </li></ul><ul><ul><li>Clues </li></ul></ul><ul><ul><li>Indications of changes of interest </li></ul></ul><ul><li>Activity chart by Company </li></ul>
  16. 16. Action <ul><li>Found contacts can be: </li></ul><ul><ul><li>Called </li></ul></ul><ul><ul><li>Emailed </li></ul></ul><ul><li>With </li></ul><ul><ul><li>Appropriate </li></ul></ul><ul><ul><li>Timely message </li></ul></ul>
  17. 17. Matching <ul><li>Visitors with Contacts </li></ul><ul><li>By plotting on Activity chart </li></ul><ul><ul><li>Visits </li></ul></ul><ul><ul><li>Communications or events </li></ul></ul><ul><li>Just requires to register all communications and events </li></ul>
  18. 18. Combining <ul><li>Website Visit Data Analytics </li></ul><ul><ul><li>Aggregated </li></ul></ul><ul><ul><ul><li>By Company and Company Visitor </li></ul></ul></ul><ul><li>CRM </li></ul><ul><ul><li>Contacts </li></ul></ul><ul><ul><li>Events, Communications </li></ul></ul><ul><li>Internet Data Mining </li></ul>
  19. 19. Interested ? <ul><li>www.LEADSExplorer.com </li></ul><ul><li>from </li></ul><ul><li>Engago Technologies </li></ul>

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