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Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
Learn How to Qualify More Sales Ready Leads
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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.

Published in: Technology, Business
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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

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