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For sales and marketing directors struggling with the ever declining effectiveness of their prospecting efforts

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Company Presentation

  1. 1. Bring sales intelligence in your leadsto better turn them into deals<br />1<br />
  2. 2. Introduction<br />B2B Lead Generation Is Broken<br />WhatCapabilities Can Be Envisioned?<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />2<br />
  3. 3. For sales and marketing directors, strugglingwith the everdecliningeffectiveness of theirprospecting efforts, the use of Link4LEAD enablesthem to increase the lead to opportunity conversion rate by an order of magnitude. <br />Instead of whatAlec Baldwinisexhibiting in Glengarry Glen Ross, weprovideourcustomerswith the ability to generateleadstriggering smart conversations where prospects are prompted to unveiltheircritical business issues. And as everyoneknows, a customeracknowledging a business goal or pain is a stepping stone towards lucrative sales.<br />Introduction<br />B2B LeadGeneration Is Broken<br />WhatCapabilities Can Be Envisioned?<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />3<br />
  4. 4. * Typical conversion rate on a cold call<br />4<br />A databasewith 250 contacts willrequire on average 1.000 calls to get 100… conversations. These conversations willgenerate on average 5 opportunitiesthereofonly 1 will close.<br />Introduction<br />B2B LeadGeneration Is Broken<br />WhatCapabilities Can Be Envisioned?<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />0.1%*<br />
  5. 5. Most LeadsLead To… Nowhere!<br />Introduction<br />B2B LeadGeneration Is Broken<br />WhatCapabilities Can Be Envisioned?<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />According to sales directorswithhightechnologycompanies, 90% of leadsgenerated by marketing don’tbearany sales potential*.<br />* Source: surveysponsored by Link4LEAD - 2010<br />5<br />
  6. 6. Leads Are Not ‘‘Conversation-Ready’’<br />Once transfered to sales or telemarketing, leads happen to carry verylittlewhenitcomes to facilitating a business conversation.<br />6<br />Introduction<br />B2B LeadGeneration Is Broken<br />WhatCapabilities Can Be Envisioned?<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />
  7. 7. The WarBetween Sales And MarketingIs Not Close To End<br />Introduction<br />B2B LeadGeneration Is Broken<br />WhatCapabilities Can Be Envisioned?<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />Eventhoughtheycontribute to the verysame value chain, itisratheruncommon to see sales and marketing sharesimilar goals in terms of generating new opportunities. <br />7<br />
  8. 8. B2B LeadGeneration Is Broken<br />8<br />Introduction<br />B2B LeadGeneration Is Broken<br />WhatCapabilities Can Be Envisioned?<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />
  9. 9. DefiningWhat A Lead Is<br />Neither a business card, nor a project. First and foremost, a leadis a business situation matchingspecificcriteria. A leadentails (a) a targeted business function or job title, prompted to have (b) a business conversation (c) about a topicwhere the use of yourofferingislikely to provide value. <br />For eachleadyougenerate via Link4LEAD, the individualacknowledgesimplicitly one or many areas of improvementwhereyou have a say.<br />Introduction<br />B2B LeadGeneration Is Broken<br />WhatCapabilities Can Be Envisioned?<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />9<br />
  10. 10. Generatingconversation-readyLeads<br />Whenyouget in touchwith a leadgeneratedwith Link4LEAD, the factthat the person has implicitlyacknowledged room for improvementenablesyou to initiate a true business conversation. More. This conversation isnaturallybiasedtowardsyourownoffering. <br />10<br />Introduction<br />B2B LeadGeneration Is Broken<br />WhatCapabilities Can Be Envisioned?<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />
  11. 11. Turningleadsintoopportunities<br />Introduction<br />B2B LeadGeneration Is Broken<br />WhatCapabilities Can Be Envisioned?<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />During the conversation withyour prospective customer, itbecomesrathereasy to gether/himacknowledge and confirm a goal or a critical business isssue. Once you have that goal or pain on the table, youcancelebrate the factthatyou have added a new opportunity in your pipeline. <br />Indeed, you know you have a new opportunity in your pipeline when a targeted job titleshareswithyou a goal or a critical business issue in line with a potential use of youroffering. <br />11<br />
  12. 12. Introduction<br />B2B LeadGenerationisBroken<br />WhatCapabilities Can Be Envisioned<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />12<br />
  13. 13. Pay per Use<br />Introduction<br />B2B LeadGenerationisBroken<br />WhatCapabilities Can Be Envisioned<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />We design your SAI. We train youatusingit. You use it. No limit. You just have to pay a yearlysubscriptionfee.<br />Campaigns design and execution, on one hand, and lead management, on the other hand, are underyour sole responsibility.<br />13<br />
  14. 14. Pay per Lead<br />Introduction<br />B2B LeadGenerationisBroken<br />WhatCapabilities Can Be Envisioned<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />We design your SAI, but this time, wealsorunyourcampaigns. <br />We come to an agreement as to the number of leads to beshipped to yourinside sales organization. Weanalyze and validateyourlead management process.<br />You pay on a per generatedlead basis. This price tag depends on the threefollowingfactors: your business environment, yourtargetedfunction, and the volume that has to begenerated. <br />14<br />
  15. 15. Pay per Opportunity<br />Introduction<br />B2B LeadGenerationisBroken<br />WhatCapabilities Can Be Envisioned<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />We design your SAI, runyourcampaigns, and facilitate the initial conversation withyour prospects. This time, wedeliveractualopportunitiesdirectlytoyour sales people. Weagree on a number of opportunities to begenerated, and youpay on a per opportunity basis. <br />This price tag depends on the threefollowingfactors: your business environment, yourtargetedfunction, and the volume that has to begenerated. <br />15<br />
  16. 16. Customer List<br />16<br />Introduction<br />B2B LeadGenerationisBroken<br />WhatCapabilities Can Be Envisioned<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />
  17. 17. 10x effectivenesswith regard to traditionalprospecting techniques (cold calling, email blasts…)<br /><ul><li>Effort to reach the recipientdivided by 3
  18. 18. 4x lead to opportunity conversion rate</li></ul>A stiffreduction of costsderivedfrommanagingpoorqualityleads:<br /><ul><li>Reduction of number of calls to reach the right person
  19. 19. Lowernumber of brand-averse people
  20. 20. Number of useless sales calls divided by 2</li></ul>Betteralignementbetweensales and marketing<br /><ul><li>A single KPI for bothdepartments: number of new opportunitiesgenerated
  21. 21. Sales intelligence isloadedwithin marketing demandcreation efforts</li></ul>They have alreadyjumpedinto the wagon: <br /><ul><li>From large reputableblue-chip companies: Microsoft, CEGID, EMC…
  22. 22. To highgrowth start-ups such as Netwave, Nimble Apps, Bluekiwi…</li></ul>17<br />Introduction<br />B2B LeadGenerationisBroken<br />WhatCapabilities Can Be Envisioned<br />Our Approach<br />Business Model<br />Success Stories<br />Summary<br />
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