Lead generation success is highly correlated to your ability to effectively target your best prospects. Learn how one company defined their buying role personas and achieved much better results. A
Lead generation success is highly correlated to your ability to effectively target your best prospects. Learn how one company defined their buying role personas and achieved much better results. A presentation by Sales Benchmark Index.
Contact us if you would like to understand how you can leverage ideal customer profiles and personas for lead development.Email - firstname.lastname@example.orgPhone - 1-888-556-7338Web: http://www.salesbenchmarkindex.com
Lead Generation: Developing an Ideal Customer Profile How Does Benchmarking Help Me?
The Situation $550M software firm faces: Poor results from lead development efforts Poor leads wasting time in the sales force Vast amount of money wasted on search engine keywords LD team does not understand who to target or where the prospect is in the buying process VP Marketing unwilling to increase spending until issues resolved VP Marketing wants: Defined buying profiles New lead generation campaigns that work
Focus: Employee engagement/culture, productivity, accountability Responsibilities: Recruiting, Compensation, Performance management, payroll/benefits Role in purchase: Evaluates anything impacting employee engagement, staffing levels, and compliance. Always a key influencer. Chief Operating Officer
Focus: Productivity and efficiency. Seeking Qualitydelivery to ensure customer satisfaction. Cost sensitive and process driven. Responsibilities: Ensures quality delivery of product/service. Role in purchase:User Buyer must work with the CFO to fund and approve solution purchase. Finance CFO Focus: Financial performance and productivity. Always looking for ways to increase profitability. Responsibilities: Delivers bottom line numbers for the organization. Financial performance reporting, evaluates large purchases, forecasting revenue, budgeting and cost control Role in purchase: Economic Buyer