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Lead Management and You
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Lead Management and You

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

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

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    Lead Management and You Lead Management and You Presentation Transcript

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