Effective VAR Sales Lead Generation<br /><ul><li>  Establishing Effective Communications between</li></ul>    Manufacturer...
  Launching the Effort – Making the Calls
  Utilizing a Multi-Touch Approach
  Event Optimization
  Nurturing the Prospect</li></li></ul><li>Establishing Effective Communications between Manufacturer, Distributor and VAR...
  Simultaneous communication with POC</li></ul>    from Manufacturer, Distributor and<br />    VAR group to explain progra...
Key Elements to VAR Sales Lead Generation <br /><ul><li>   Examine Qualifiers – What qualifies them as a</li></ul>     pro...
   What problems do they have – Can you</li></ul>     solve?<br /><ul><li>   What motivates them to act?
   Build the Target Database – Ideal Customer
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Var Sales Lead Generation

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Best Practices in Channel Lead generation and prospect development

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Var Sales Lead Generation

  1. 1. Effective VAR Sales Lead Generation<br /><ul><li> Establishing Effective Communications between</li></ul> Manufacturer, Distributor and VAR<br /><ul><li> Key Elements to Sales Lead Generation for channels
  2. 2. Launching the Effort – Making the Calls
  3. 3. Utilizing a Multi-Touch Approach
  4. 4. Event Optimization
  5. 5. Nurturing the Prospect</li></li></ul><li>Establishing Effective Communications between Manufacturer, Distributor and VAR<br /><ul><li> Pre-Launch: Set communication protocol
  6. 6. Simultaneous communication with POC</li></ul> from Manufacturer, Distributor and<br /> VAR group to explain program goals<br /> and processes<br /><ul><li> Consistent, ongoing presentation and</li></ul> discussion of results at scheduled times<br /><ul><li> Pro-active, non-scheduled discussions</li></ul> with all parties to alert/resolve issues <br /> immediately<br />
  7. 7. Key Elements to VAR Sales Lead Generation <br /><ul><li> Examine Qualifiers – What qualifies them as a</li></ul> prospect – gain agreement from all parties<br /><ul><li> Understand the Target Decision Maker
  8. 8. What problems do they have – Can you</li></ul> solve?<br /><ul><li> What motivates them to act?
  9. 9. Build the Target Database – Ideal Customer
  10. 10. Analyze where/why VAR has been</li></ul> successful<br /><ul><li> Populate database with organizations that</li></ul> mirror prospect profile<br /><ul><li> Additional data may come from</li></ul> Manufacturer, Distributor or VAR<br />
  11. 11. Launching the Effort – Making the Calls<br /><ul><li> Prepare Yourself – This effort will take multiple</li></ul> Calls – Contacts – Dedicated Time<br /><ul><li> Know what the target company does and how</li></ul> you have helped others in similar business<br /> areas<br /><ul><li> Call at the highest level – above your real target
  12. 12. You are looking for a referral
  13. 13. Secure as many qualifiers as possible</li></li></ul><li>Building /Implementing a Multimedia Approach to VAR Sales Lead Generation <br /><ul><li> VAR Sales Lead Generation programs run usually </li></ul> run for a minimum of four months<br /><ul><li> Prepare collateral relevant to solution
  14. 14. “2-sheeter” soft copy pdf’s
  15. 15. White papers
  16. 16. Case Studies
  17. 17. Plan to touch all prospects during the campaign –</li></ul> identify those that will need to be nurtured even<br /> after the program ends<br /><ul><li> At program conclusion these leads will be returned</li></ul> to the appropriate manager and flagged as pipeline<br /> leads that need consistent contact<br />
  18. 18. VAR Sales Lead GenerationEvent Optimization<br /><ul><li> Event Optimization requires intense</li></ul> phone activity centered around a <br /> short deadline<br /><ul><li> Events – such as Trade Shows, Seminars, Webinars, </li></ul> Conferences, Breakfast/Lunch gatherings – target <br /> specific persons in a geographic region on behalf of<br /> the VAR<br /><ul><li> Proven processes
  19. 19. Call and speak to prospect, or leave message, </li></ul> send email and collateral<br /><ul><li> Send email invitation – register prospect
  20. 20. 48 Hrs. before event call/email reminder to</li></ul> prospect<br /><ul><li> 48 hrs. after event call prospect to discuss event</li></ul> and next steps<br />
  21. 21. VAR Sales Lead GenerationNurturing<br /><ul><li>Distinctly different from appointment</li></ul> setting –<br /><ul><li> Goal is consistent “touch” over longer</li></ul> timeframe to stay in front of prospect who<br /> has initiatives further out in the year<br /><ul><li> Build a plan to touch prospect no less</li></ul> than seven times during the nurturing<br /> period<br /><ul><li> Provide: White papers, Case Studies,</li></ul> Press Releases, Industry Articles<br /><ul><li> Move prospect to meeting at or around</li></ul> specified timeframe<br />
  22. 22. VAR Sales Lead Generation Analytics<br /><ul><li> Analyze Results
  23. 23. Where are you getting traction?
  24. 24. Is the message resonating?
  25. 25. To what are people responding?
  26. 26. Are the qualifiers correct?
  27. 27. Adjust/modify focus – realign database
  28. 28. Continue to Prospect – You will find qualified</li></ul> prospects and set meetings with Decision Makers<br />
  29. 29. salesssal<br />VAR Sales Lead Generation<br />InteliTarget builds VAR (Channel) Sales Lead Generation programs for clients in a wide variety of selling environments<br />The InteliTarget team supports Fortune 500, Mid-size, e-Business, and Start-up organizations<br />For more information about how InteliTarget can help you build a successful Sales Lead generation to optimize performance for your channel click below<br />http://InteliTarget.com/services/sales-lead-generation.html<br />Providing Sales Lead Generation Services since 1996<br />

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