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LEAD GENERATION
A Journey Towards
More Meaningful
Pipeline
We are witnessing an industry reactive
to changing buyer behaviours and
undergoing major restructure.
We are moving and gr...
A successful offer is dependent on
knowing if the lead is ready
SOURCE: Bizible “The Step-by-step Guide to Measuring Marke...
75% of
decision makers have
taken an appointment or
attended an event
based on an
unexpected sales call or
email
SOURCE: D...
66–90% of the
buyer’s journey is
complete before
he even reaches out to
a sales person
SOURCE: Marketo, Lean Content Marke...
Companies focus on the
10-15% of leads that are
immediately sales ready,
Yet they ignore the
70% that aren’t
SOURCE: Annui...
At any given time, only
3% of your market is actively buying
56% are not ready
40% are poised to begin
SOURCE: Vorsight
93% of Asia Pacific
marketers believe digital
engagements can drive
competitive advantage for
their brands
SOURCE: CMO Cou...
As marketers we have
access to numerous
platforms and channels
SOURCE: Frye Lauren & Nguyen Andrew, 2015, State of pipelin...
Sales & Marketing professionals are
working amidst the rise of an
aggressive and competitive start up
community, born out ...
Source: Demand Gen Report
SDRs are the first point of
verbal interaction with
a customer
They mold the customer’s
introduc...
Inbound leads eventually dry up
Constantly invest in
new lead generation strategies to
prepare for the day when
your exist...
Sales leaders see
lead volume/quality as more important than
skills training & process
SOURCE: CSO Insights
If marketing hits its goals,
but sales isn’t hitting theirs,
then the company
as a whole is lacking
+ =
SOURCE: Bizible, “...
Pipeline marketers are
focused on understanding
where leads come from and
the path leads take through
the funnel
SOURCE: F...
Of marketers not familiar with
pipeline marketing, only
28% are tightly aligned with
their sales teams
SOURCE: Frye Lauren...
With the emergence of big data there
are big expectations.
There are constant demands to
provide insight into sales & Mark...
Companies that increased their
strategic speed improved their
top and bottom lines,
averaging
over a three-year period
SOU...
Pipeline marketing is a
mindset and set of
practices used by
marketers focused on
getting real results
from their marketin...
Over 50% of leads in the average B2B
contact database are obsolete
Source: IDC Report
Marketing Automation, Customer Relationship
Management, and Marketing Attribution Platform
make up the foundation for a
st...
Industry estimates show that
data decays at a rate of
25%-30% per year
SOURCE: Annuitas, “What’s Worth More?” Sept, 2010
Data-driven marketing is on the
rise
And no wonder - marketers would
be 6X as likely to report higher
profits if they use
...
Data integrity is just as important as lead generation,
especially if you want teams to successfully
work the leads you ge...
SOURCE: Marketing Profs, “Six Huge Lead-Generation Putfalls That Are Hurting Your Business” Dec 2015
Whether you attack da...
Sales ignore a much as 80% of marketing leads
When sales & marketing work well together,
businesses are 67% better at clos...
Consult with SalesPond for sales & marketing alignment
www.salespond.com
info@salespond.com
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Lead Generation: A Journey Towards More Meaningful Pipeline

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We are witnessing an industry reactive to changing buyer behaviours and undergoing major restructure.

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Lead Generation: A Journey Towards More Meaningful Pipeline

  1. 1. LEAD GENERATION A Journey Towards More Meaningful Pipeline
  2. 2. We are witnessing an industry reactive to changing buyer behaviours and undergoing major restructure. We are moving and growing at a phenomenal pace, with unexpected competitors arriving on the scene daily. This in turn opens doors to new channels to deliver to market. The Disrupters INDUSTRY DRIVERS
  3. 3. A successful offer is dependent on knowing if the lead is ready SOURCE: Bizible “The Step-by-step Guide to Measuring Marketing ROI”, Dec 2015
  4. 4. 75% of decision makers have taken an appointment or attended an event based on an unexpected sales call or email SOURCE: DiscoverOrg survey of more than 1,000 senior executives
  5. 5. 66–90% of the buyer’s journey is complete before he even reaches out to a sales person SOURCE: Marketo, Lean Content Marketing Report
  6. 6. Companies focus on the 10-15% of leads that are immediately sales ready, Yet they ignore the 70% that aren’t SOURCE: Annuitas, “What’s Worth More?” Sept, 2010
  7. 7. At any given time, only 3% of your market is actively buying 56% are not ready 40% are poised to begin SOURCE: Vorsight
  8. 8. 93% of Asia Pacific marketers believe digital engagements can drive competitive advantage for their brands SOURCE: CMO Council, “APAC Digital Directions”, 18th June 2015.
  9. 9. As marketers we have access to numerous platforms and channels SOURCE: Frye Lauren & Nguyen Andrew, 2015, State of pipeline marketing, How B2B marketers drive growth, Bizible.
  10. 10. Sales & Marketing professionals are working amidst the rise of an aggressive and competitive start up community, born out of crowd funding initiatives and rapid innovation and technology growth. We need to stay open to new methodologies, with a combination of innovating and adapting to survive. New leaders are emerging. The Innovative Adaptors BECOMING THE LEADERS
  11. 11. Source: Demand Gen Report SDRs are the first point of verbal interaction with a customer They mold the customer’s introduction and perception of the company SOURCE: Bizible, “4 Marketing Strategies that turned Act-on Into One of the Top 5 Fastest Growing Marketing Companies”, Dec 2015
  12. 12. Inbound leads eventually dry up Constantly invest in new lead generation strategies to prepare for the day when your existing lead sources run out SOURCE: Ryan Denehy, Operations & Strategy at Groupon, Blog post 13th April 2015
  13. 13. Sales leaders see lead volume/quality as more important than skills training & process SOURCE: CSO Insights
  14. 14. If marketing hits its goals, but sales isn’t hitting theirs, then the company as a whole is lacking + = SOURCE: Bizible, “4 Marketing Strategies that turned Act-on Into One of the Top 5 Fastest Growing Marketing Companies”, Dec 2015
  15. 15. Pipeline marketers are focused on understanding where leads come from and the path leads take through the funnel SOURCE: Frye Lauren & Nguyen Andrew, 2015, State of pipeline marketing, How B2B marketers drive growth, Bizible.
  16. 16. Of marketers not familiar with pipeline marketing, only 28% are tightly aligned with their sales teams SOURCE: Frye Lauren & Nguyen Andrew, 2015, State of pipeline marketing, How B2B marketers drive growth, Bizible. 50% of marketers who are extremely familiar with pipeline marketing are tightly aligned with sales
  17. 17. With the emergence of big data there are big expectations. There are constant demands to provide insight into sales & Marketing activity and show measurable ROI across all channels and data is integral to creating team alignment. We need the truest data, best technology and processes to cohesively move forward. The Data Gurus of Growth DRIVING GROWTH
  18. 18. Companies that increased their strategic speed improved their top and bottom lines, averaging over a three-year period SOURCE: Harvard and Economist Intelligence Unit study, “How to Harness The Value of Strategic Speed With Alignment & Analytics”, June 2015 40% 52% higher sales higher operating profits
  19. 19. Pipeline marketing is a mindset and set of practices used by marketers focused on getting real results from their marketing SOURCE: Frye Lauren & Nguyen Andrew, 2015, State of pipeline marketing, How B2B marketers drive growth, Bizible.
  20. 20. Over 50% of leads in the average B2B contact database are obsolete Source: IDC Report
  21. 21. Marketing Automation, Customer Relationship Management, and Marketing Attribution Platform make up the foundation for a strong demand generation program SOURCE: Frye Lauren & Nguyen Andrew, 2015, State of pipeline marketing, How B2B marketers drive growth, Bizible.
  22. 22. Industry estimates show that data decays at a rate of 25%-30% per year SOURCE: Annuitas, “What’s Worth More?” Sept, 2010
  23. 23. Data-driven marketing is on the rise And no wonder - marketers would be 6X as likely to report higher profits if they use data-driven strategies, SOURCE: “Three ways it pays for marketers to be more data driven, Doug Campeljohn, Aug 2015
  24. 24. Data integrity is just as important as lead generation, especially if you want teams to successfully work the leads you generate SOURCE: MarketingProfs, “Six Huge Lead-generation Pitfalls That Are Hurting Your Business”, Dec 2015
  25. 25. SOURCE: Marketing Profs, “Six Huge Lead-Generation Putfalls That Are Hurting Your Business” Dec 2015 Whether you attack data integrity all at once or piece by piece, you provide your team with better quality contacts and a much higher chance at success
  26. 26. Sales ignore a much as 80% of marketing leads When sales & marketing work well together, businesses are 67% better at closing deals SOURCE: Marketo & Reachforce + =
  27. 27. Consult with SalesPond for sales & marketing alignment www.salespond.com info@salespond.com

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