Lead Management and You

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Making "Quota" in this economy - Working effectively and efficiently to Generate, Score and Nurture leads.

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Lead Management and You

  1. 1. Making Quota in “this” Economy - Do the Right Thing, Right Now! Working Effectively and Efficiently to Generate, Score, and Nurture Leads LeadLife Solutions
  2. 2. Internet Has Forever Changed The Sales Cycle <ul><li>THEN NOW </li></ul><ul><li>Attend Trade Show Search Web </li></ul><ul><li>1–6 Months Before 3–12 Months Before </li></ul><ul><li>Rep Brokers Info Web Provides Info </li></ul><ul><li>Take the Rep’s Call Ignore the Rep </li></ul>
  3. 3. Old Ways Don’t Work <ul><li>Common Situation Today: </li></ul><ul><ul><li>Only 20% of leads from marketing are worked </li></ul></ul><ul><ul><li>80% of un-worked leads buy within 24 months </li></ul></ul><ul><ul><li>48% of Sales teams try to nurture leads </li></ul></ul><ul><ul><li>50% of leads are generated from Sales </li></ul></ul>Sources: Sirius Decisions, CSO Insights Lead Life Cycle Optimization 2008 Analysis
  4. 4. Lots of Room for Improvement <ul><li>Marketing must evolve </li></ul><ul><ul><li>75% of marketers use spreadsheets and other manual tracking </li></ul></ul><ul><ul><li>1 in 5 marketers do NOT know ROI </li></ul></ul><ul><ul><li>Only 18% have formal lead nurturing process </li></ul></ul><ul><ul><li>62% of leads are NOT generated from marketing </li></ul></ul><ul><ul><li>51% of Sales Execs are not happy with the quality of leads </li></ul></ul>Sources: Sirius Decisions, CSO Insights Lead Life Cycle Optimization 2008 Analysis
  5. 5. Current Process Website Email Waste Lead or Waste Rep’s Time Generate & Qualify Leads?? Banner ads Events
  6. 6. Lead Process with Scoring & Nurturing Email campaigns Events AdWords Banner ads Website downloads <ul><li>Capture and score all leads </li></ul><ul><li>View all leads on one dashboard </li></ul><ul><li>Track ROI for each campaign </li></ul>Promote leads to Sales Nurture leads with e-newsletters, drip marketing
  7. 7. Marketing Lead to Sales Process Closed Sales Qualified Opportunities Sales Ready Leads Conversions Inquires/Suspects Nurture Sales Marketing Email, Adwords, Banners, Webinars, Offline Events
  8. 8. Contact Information <ul><li>Kara Hagood </li></ul><ul><li>LeadLife Solutions </li></ul><ul><li>770-670-6703 </li></ul><ul><li>khagood@leadlife.com </li></ul>

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