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Learn How to Qualify More Sales Ready Leads

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In this webinar, Scott Armstrong, Co-Founder and Partner from Brainrider, will explain how to qualify more sales ready leads by optimizing your content, calls to action, forms, and rules.

In this webinar, Scott Armstrong, Co-Founder and Partner from Brainrider, will explain how to qualify more sales ready leads by optimizing your content, calls to action, forms, and rules.

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  • 1. How To Qualify MoreSales Ready LeadsA Better B2B Marketing Clinic@BrainriderScott Armstrong is your presenter today.He is a founding partner at Brainriderwhere he specializes inbetter B2B marketing.
  • 2. 261% of B2B MarketersSend Leads To SalesWithout AnyQualification!How to identify the4%-10% of your leadsthat are sales ready!
  • 3. Finding Sales Ready Leads• Targeting salesreadiness with theright content• Identifyingsales readiness:tiered calls-to-action• Tracking salesreadiness:MAP/CRM actions• Three real worldexamples3Sales Readiness Cheatsheetbrainrider.com/pardot
  • 4. Prospect Qualification•Contact us•Quote request•Trial/demonstrationrequest•Sales ready content4FitsTargetDefinitionSalesReadyActivity•Relationship status•Right role•Right industry•Right size
  • 5. Targeting Sales Readiness With Content5If yourcustomeris asking:What’s  my  problemHow do I fixmy problemAre youright for meTheywant:Education& ThoughtLeadershipSolutions& ProductSuitabilityDecisionSupport &CredentialsWhat tooffer:• Trends, benchmarks& statistics• What’s  new  & why it matters• Best-in-classexamples• Problem guides• Opportunity guides• Needs assessments• 101 Education• Solution guides• Solution comparisons• Pitfall analysis• Readiness & suitabilityassessments• Strategy & planningtemplates• How to find & select theright vendor• How to build the budget• Pricing• Trial/demonstrations• Access to subjectmatter experts• Implementation plans& requirements• Delivery examples• Vendor comparisons• Data sheets
  • 6. 3 Poll Questions6
  • 7. Identifying Sales Readiness:Tiered Calls-To-Action, Forms, Page Actions7
  • 8. Identifying Sales Readiness:Configuring Sales Readiness Tracking In Your MAP8
  • 9. Livingston International ExampleTiered Calls To Action9
  • 10. Empathica ExampleAsk An Expert/Request A Demo10
  • 11. Pitney Bowes and Rythmlink ExamplesPricing and No-Price Pages11
  • 12. Test A Pricing Page!12http://sherpablog.marketingsherpa.com/marketing/blog-30264/
  • 13. Summary1. Targeting salesreadiness with theright content2. Identifyingsales readiness:tiered calls-to-action3. Tracking salesreadiness:MAP/CRM actions13Download the presentation atBrainrider.com/pardot
  • 14. Resources For Better B2B MarketingFor more helpful B2B Marketing content, visit:Resources: brainrider.infoArticles: brainrider.com/blog@Brainriderwww.linkedin.com/company/brainriderScott@Brainrider.comGo to Brainrider.com/pardotEvaluate your Content, Website, & Programs with ourFree Better B2B Marketing ChecklistLet’s  review  your  sales  readiness  offersFree 20-minute consultation