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What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
What is a Lead?
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What is a Lead?

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  • One lucky attendee of today’s webinar will be receive two book prizes, both written by one of today’s speakers: Jill Konrath. The first book is Snap Selling – Speed Up Sales and Win More Business With Today’s Frazzled Customers, and the second, also highly acclaimed book titled, Selling to Big Companies. Incidentally, Jill has made the first two chapters of that book available through our B2B Sales and Marketing Book Club, on Marketo’s website. We’ll tweet that link now.
  • And 2010 isn’t getting much better. <Jon Miller to walk through this next section of slides, giving backdrop to the need for a solid Lead Definition.>
  • Not to mention the average tenure of a CMO continues to decline.
  • So we know there are problems. That’s why you are on this call. So how do we take something simple, like the definition of a lead and turn it into something productive?
  • Poll Question
  • Jon: By its very nature, lead definition is complex. Let’s take a look at some interesting funnel models and how they relate to lead definition. These are covered a “Focus.com Experts’ Guide” published recently, which examines Sales and Marketing Pipeline and Funnel Models. We will be sending a copy of this 20 page guide to all attendees of today’s webinar. Craig will talk over this slide. Jon and other speakers feel free to add their commentary. This funnel model is especially interesting because it extends past customer acquisition.
  • Craig will talk over this slide. Jon and other speakers feel free to add their commentary. Notes: see how marketing extends all the way through.
  • Craig will talk over this slide. Jon and other speakers feel free to add their commentary.
  • Jon will walk through Marketo’s funnel. Other speakers feel free to add their commentary.
  • <This is where Jon Miller will include the panelists, asking for their answers to these questions.>
  • <This is where Jon Miller will include the panelists, asking for their answers to these questions.>
  • Jon Miller will talk to this, citing Marketo’s funnel.
  • <This is where Jon Miller will include the panelists, asking for their answers to these questions.>
  • So it sounds like there are lots of different stages for leads? What does this look like When does a lead enter your funnel? When does a lead move from marketing to sales?
  • Jon to talk over this slide, make mention of how Marketo measures marketing value through Revenue Cycle Anlaytics.
  • Jon to talk over this slide, make mention of how Marketo measures marketing value through Revenue Cycle Anlaytics.
  • Ask panelists for their personal experience, how their companies – or clients – arrived at a common lead definition, and how they have built up towards sales and marketing alignment, etc.
  • Questions from the audience.
  • Announce the winner of the two-book prize. Jon, I’ll send the winner’s name to you via chat in ReadyTalk. Andrew
  • ×