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

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

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    Company Presentation Company Presentation Presentation Transcript

    • Bring sales intelligence in your leadsto better turn them into deals
      1
    • Introduction
      B2B Lead Generation Is Broken
      WhatCapabilities Can Be Envisioned?
      Our Approach
      Business Model
      Success Stories
      Summary
      2
    • 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.
      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.
      Introduction
      B2B LeadGeneration Is Broken
      WhatCapabilities Can Be Envisioned?
      Our Approach
      Business Model
      Success Stories
      Summary
      3
    • * Typical conversion rate on a cold call
      4
      A databasewith 250 contacts willrequire on average 1.000 calls to get 100… conversations. These conversations willgenerate on average 5 opportunitiesthereofonly 1 will close.
      Introduction
      B2B LeadGeneration Is Broken
      WhatCapabilities Can Be Envisioned?
      Our Approach
      Business Model
      Success Stories
      Summary
      0.1%*
    • Most LeadsLead To… Nowhere!
      Introduction
      B2B LeadGeneration Is Broken
      WhatCapabilities Can Be Envisioned?
      Our Approach
      Business Model
      Success Stories
      Summary
      According to sales directorswithhightechnologycompanies, 90% of leadsgenerated by marketing don’tbearany sales potential*.
      * Source: surveysponsored by Link4LEAD - 2010
      5
    • Leads Are Not ‘‘Conversation-Ready’’
      Once transfered to sales or telemarketing, leads happen to carry verylittlewhenitcomes to facilitating a business conversation.
      6
      Introduction
      B2B LeadGeneration Is Broken
      WhatCapabilities Can Be Envisioned?
      Our Approach
      Business Model
      Success Stories
      Summary
    • The WarBetween Sales And MarketingIs Not Close To End
      Introduction
      B2B LeadGeneration Is Broken
      WhatCapabilities Can Be Envisioned?
      Our Approach
      Business Model
      Success Stories
      Summary
      Eventhoughtheycontribute to the verysame value chain, itisratheruncommon to see sales and marketing sharesimilar goals in terms of generating new opportunities.
      7
    • B2B LeadGeneration Is Broken
      8
      Introduction
      B2B LeadGeneration Is Broken
      WhatCapabilities Can Be Envisioned?
      Our Approach
      Business Model
      Success Stories
      Summary
    • DefiningWhat A Lead Is
      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.
      For eachleadyougenerate via Link4LEAD, the individualacknowledgesimplicitly one or many areas of improvementwhereyou have a say.
      Introduction
      B2B LeadGeneration Is Broken
      WhatCapabilities Can Be Envisioned?
      Our Approach
      Business Model
      Success Stories
      Summary
      9
    • Generatingconversation-readyLeads
      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.
      10
      Introduction
      B2B LeadGeneration Is Broken
      WhatCapabilities Can Be Envisioned?
      Our Approach
      Business Model
      Success Stories
      Summary
    • Turningleadsintoopportunities
      Introduction
      B2B LeadGeneration Is Broken
      WhatCapabilities Can Be Envisioned?
      Our Approach
      Business Model
      Success Stories
      Summary
      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.
      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.
      11
    • Introduction
      B2B LeadGenerationisBroken
      WhatCapabilities Can Be Envisioned
      Our Approach
      Business Model
      Success Stories
      Summary
      12
    • Pay per Use
      Introduction
      B2B LeadGenerationisBroken
      WhatCapabilities Can Be Envisioned
      Our Approach
      Business Model
      Success Stories
      Summary
      We design your SAI. We train youatusingit. You use it. No limit. You just have to pay a yearlysubscriptionfee.
      Campaigns design and execution, on one hand, and lead management, on the other hand, are underyour sole responsibility.
      13
    • Pay per Lead
      Introduction
      B2B LeadGenerationisBroken
      WhatCapabilities Can Be Envisioned
      Our Approach
      Business Model
      Success Stories
      Summary
      We design your SAI, but this time, wealsorunyourcampaigns.
      We come to an agreement as to the number of leads to beshipped to yourinside sales organization. Weanalyze and validateyourlead management process.
      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.
      14
    • Pay per Opportunity
      Introduction
      B2B LeadGenerationisBroken
      WhatCapabilities Can Be Envisioned
      Our Approach
      Business Model
      Success Stories
      Summary
      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.
      This price tag depends on the threefollowingfactors: your business environment, yourtargetedfunction, and the volume that has to begenerated.
      15
    • Customer List
      16
      Introduction
      B2B LeadGenerationisBroken
      WhatCapabilities Can Be Envisioned
      Our Approach
      Business Model
      Success Stories
      Summary
    • 10x effectivenesswith regard to traditionalprospecting techniques (cold calling, email blasts…)
      • Effort to reach the recipientdivided by 3
      • 4x lead to opportunity conversion rate
      A stiffreduction of costsderivedfrommanagingpoorqualityleads:
      • Reduction of number of calls to reach the right person
      • Lowernumber of brand-averse people
      • Number of useless sales calls divided by 2
      Betteralignementbetweensales and marketing
      • A single KPI for bothdepartments: number of new opportunitiesgenerated
      • Sales intelligence isloadedwithin marketing demandcreation efforts
      They have alreadyjumpedinto the wagon:
      • From large reputableblue-chip companies: Microsoft, CEGID, EMC…
      • To highgrowth start-ups such as Netwave, Nimble Apps, Bluekiwi…
      17
      Introduction
      B2B LeadGenerationisBroken
      WhatCapabilities Can Be Envisioned
      Our Approach
      Business Model
      Success Stories
      Summary