Dear B2B startups, this workshop is a MUST. You learn key insight and learnings on smarter lead management that will help you increase those sales ;) EVERYTHING you do in your company should be either to increase growth and/or sales. That requires a lot of focus, but also a big part of that is getting good leads. But getting good leads isn't enough, you need to turn them into customers! In this workshop, Clarissa Steinhöfel from Teamleader CRM explains exactly how to structure your lead process, how to register your leads correctly and why it's essential to analyze your reporting. From good practices, to the biggest mistakes in lead management to concrete case studies - learn what you need to know to keep all those fish you catch from slipping out the net. Topics she coverS: - Case studies of lead management gone wrong - Examples of sales funnels - How to understand your business' needs - The biggest misconceptions - How to choose the right tool for you - Examples of good practices

1. MANAGE YOUR LEADS:
BEST PRACTICES & COMMON MISTAKES
#TFWORKSHOP
1

2. TheFamily
code: lamifasisi
WIFIWIFI

3. DISAGREE ON TWITTER!
#TFWORKSHOP

4. CLARISSA STEINHÖFEL
EVANGELIST AT TEAMLEADER CRM
@AKA_CALEESI
KEY INSIGHT AND LEARNINGS ON SMARTER ON
SMARTER LEAD MANAGEMENT
#TFWORKSHOP

5. Smarter Lead Management
Keeping your fish in the net

6. 6
All-in-one
✦ CRM
★ project management
★ invoicing
—> stay organized
—> build better relationships
—> collaborate

7. 7

8. 8
—> Increase growth
—> Increase sales
What are your goals for your
company or organization?

10. For most marketeers, between
5% and 10% of qualified leads
convert to customers.

11. What are the biggest mistakes
in lead management?

12. 1. NO PROCESS
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What are the biggest mistakes in
lead management?

13. 2. IMPROPER LEAD
REGISTRATION
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What are the biggest mistakes in
lead management?

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3. NO REPORTING
What are the biggest mistakes in
lead management?

16. SUMMARY
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1. No process
2. Improper lead registration
3. No actionable reporting

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• Does this lead have a problem that we can solve with our
products or services?
• Is this lead actually able to pay for our product or service?
• How is your lead currently (not) solving his problem?
• Is there a willingness to change?
• What can the lead offer us in terms of references, network,
word-of-mouth advertising, partnerships?
Setting up a process:
A - Qualification

18. Setting up a process:
B - Lead journey
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TIP CONSIDER SCALABILITY
FROM THE BEGINNING!
New Lead > Qualified > Negotiation > Offer > Won / Lost

19. Marketeer Inside sales Closer Customer Success Manager
Trial
Content
Adwords
Events
Referrals
Promotors
Marketing
automation
1. Connect 2. Qualify 3. Demo
4. Close
5. Train
0. Nurture
Short call Mail Virtual
Planned,
long call
B. Follow-up, advice
and illustrate
A. Virtual demo
in-depth
B. Face to face
A. Webinars B. Touchless C. Blog
D. Face
to face
Intuo
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20. Register your leads accurately
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TIP
LOWER THE
BARRIER FOR WEB
FORMS!
• Explicit data
• Implicit data
• Outbound leads
• Enrich your data

21. Analyse your lead management
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• How many leads came in?
• How many lost?
• How long did it take to close?
• Which phase of the pipeline is the lead in?
What is the value in euros?
• How many… leads / mails / conversions?
• What are the pending actions?
TIP
VISUALIZE YOUR
CUSTOMER
JOURNEY!

22. SUMMARY
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No matter how good you think your memory is,
it isn’t
Don’t be afraid to get your hands dirty
Reporting is annoying in the short term, but
essential in the long term

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29. clarissa@teamleader.eu
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30. SEE YOU SOON!
LOVE.
THEFAMILY.CO
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