Sales Hacker Dublin
Lesley Collins
Senior Sales Manager EMEA
SurveyMonkey Enterprise
@CollinsLesley
My Credentials
• Over 16 years sales experience
• Over 12 in Sales Management roles
• 1st Regional Vice President for sale...
My Biggest Worry
@CollinsLesley
Dual approach to Lead Generation
• Inbound Driven by company
• Outbound Driven by BDR and/or AE
Know your numbers!!!
@Coll...
Inbound Leads
• Marketing drives high quality leads
– Events, brand awareness, PR
• Website as a lead generation tool
– SE...
Outbound Leads
• People
• Planning
• Technology
• Methodology
@CollinsLesley
@CollinsLesley
People
Planning
• Where is your focus?
• Understand role are you focused on?
• What is your message?
• What is your execution pla...
Technology
• Inbound:
– Your website / Social
• Outbound
– LinkedIn Premium
– Google
– Google Alerts
• CRM
@CollinsLesley
Methodology
• Research, research, research
• Basho – email methodology
• Sandler – sales methodology
@CollinsLesley
Summary / Key Takeaways
• Hire the right people
• Help the team with Inbound leads if possible
• Have an outbound plan
• A...
Thank you!
@CollinsLesley
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Getting Back to the Basics of Lead Generation

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Lesley Collins - SurveyMonkey - Senior Sales Manager EMEA - Getting Back to the Basics of Lead Generation

http://www.saleshacker.com/saas/back-to-basics-of-lead-generation/

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Transcript of "Getting Back to the Basics of Lead Generation"

  1. 1. Sales Hacker Dublin Lesley Collins Senior Sales Manager EMEA SurveyMonkey Enterprise @CollinsLesley
  2. 2. My Credentials • Over 16 years sales experience • Over 12 in Sales Management roles • 1st Regional Vice President for salesforce.com in EMEA • Started up own business @CollinsLesley
  3. 3. My Biggest Worry @CollinsLesley
  4. 4. Dual approach to Lead Generation • Inbound Driven by company • Outbound Driven by BDR and/or AE Know your numbers!!! @CollinsLesley
  5. 5. Inbound Leads • Marketing drives high quality leads – Events, brand awareness, PR • Website as a lead generation tool – SEM – Keyword strategy – Blogs!! – Content / Offers @CollinsLesley
  6. 6. Outbound Leads • People • Planning • Technology • Methodology @CollinsLesley
  7. 7. @CollinsLesley People
  8. 8. Planning • Where is your focus? • Understand role are you focused on? • What is your message? • What is your execution plan? @CollinsLesley
  9. 9. Technology • Inbound: – Your website / Social • Outbound – LinkedIn Premium – Google – Google Alerts • CRM @CollinsLesley
  10. 10. Methodology • Research, research, research • Basho – email methodology • Sandler – sales methodology @CollinsLesley
  11. 11. Summary / Key Takeaways • Hire the right people • Help the team with Inbound leads if possible • Have an outbound plan • Arm the team with a methodology • Manage and monitor activity @CollinsLesley
  12. 12. Thank you! @CollinsLesley

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