This document discusses selecting the best lead generation process for a business. It outlines identifying needs, ensuring internal support, maximizing sales partnerships, learning insider secrets, and evaluating criteria. The selection process involves understanding business goals, communicating preferences, mapping the organization, and determining return on investment and costs. A demonstration by iSqft showed how their network of 500,000 users across various construction roles can help connect businesses to projects and boost sales through timely notifications and reliable content on over 90% of projects.

1. Project Lead Generation:
Finding The Best Selection Process For Your Business
iSqFt.

2. Agenda
Selection
Process
Who is iSqft? Demo
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3. Selection Process
3
Identify
Needs
Internal
Support
Maximize
Sales
Partnership
Insider
Secrets
Evaluation
Criteria

4. Identify Needs
4
Identify
Needs
Internal
Support
Maximize
Sales
Partnership
Insider
Secrets
Evaluation
Criteria
• General Contractors & Subcontractors
– Project Awareness vs. Prioritization
– Network Expansion vs. In-Market Awareness
– Supplement Current Bid Process
• Supplier
– Point-of-Sale Awareness
– Increase Margins
• Manufacturers
– Planning Stage vs. Bid Phase
– Architect Awareness
– Competitor Intelligence

5. Internal Support
5
Identify
Needs
Internal
Support
Maximize
Sales
Partnership
Insider
Secrets
Evaluation
Criteria
• Bid Administrator
– Degree of Construction Knowledge
– Organizer vs. Facilitator
– Communication Alignment
• CRM Integration
– Cloud Storage vs. Internal Storage
– Project Tracking vs. Bid Board
• Real Time Notification
– Addenda Frequency
– Mobile and Tablet Device

6. Maximize Sales Partnership
6
Identify
Needs
Internal
Support
Maximize
Sales
Partnership
Insider
Secrets
Evaluation
Criteria
• You Are The Experts!
– Understanding Your Go-to-Market Strategy
– Set Expectations First
– Ideal Projects
• Communicate User Preferences
– Business Needs vs. Application Preferences
– Request One-on-One Support
• Map Out Your Organization
– How Is Responsibility Shared?
– How Many Users?

7. Insider Secrets
7
Identify
Needs
Internal
Support
Maximize
Sales
Partnership
Insider
Secrets
Evaluation
Criteria
• Sales Representatives Follow A Process
– Schedule A Demonstration
– Standard Closed Probe Questions
• Trained To Deflect Price Questions
– May Not Know Exact Price Yet
– Ask What Factors Influence Price
– Ask If There Are Different Tiers
– Be Honest About Comparing Services
• Ask For More Information
– A Free Trial Should Be Available
– A Sales Rep Should Provide Historical Data

8. Evaluation Criteria
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Identify
Needs
Internal
Support
Maximize
Sales
Partnership
Insider
Secrets
Evaluation
Criteria
• What Determines A ROI?
– Increase In Monthly Bid Opportunities
– Increase In Net New Connections
– Increase Of Information On Existing Content
– Identification Of Higher Margin Opportunities
• Hard Costs
– Elimination of Plan Deposits
– Elimination of Printing Cost
• Soft Costs
– Increase Margins On Existing Volume
– Increase Volume By Reducing Qualification Time
– Increase Odds Of Winning With Accurate Bidders Lists
– Stop Using Multiple Sources For The Same Content

9. Selection
Process
Who is iSqft? Demo
9
Agenda

10. The Power to Sell More
Does the network connect
you with decision makers,
owners, and design firms to
help create more demand for
your products?
Does it provide the industry’s
largest, most reliable source
for timely and accurate
bidding project information,
including documents on over
91% of the projects we find.
Does it provide the tools to
simplify the sales process
and make your organization
more effective, leading to
increased brand awareness
and sales?
Will you receive customer
success team partners with
your membership to help
you work more effectively
and ensure your continued
success and return on
investment?
10

11. 11
The Network Scope
General Contractors
Project Owners
Architects &
Engineers
Suppliers &
Distributors
Manufacturers
Subcontractors
500,000 Registered Users
60,000 Visitors Daily
125 Million Notifications Annually
196,184 Projects in 2013
90.3% With Documents

12. Our Application for GC’s automatically
promotes our users, by trade at the time the
project is announced
Exclusive Content
Our GC Partners
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51,116 Projects – 2013
Private Projects Leader

13. 200+ Market Reporters. Specific
geography. Builds and sustains our
source relationships.
Continuous project touches:
documents, partners, events, tabs
and award updates
145,068 projects in 2013.
Funded and qualified
opportunities to sell your product
More than double the next leading
competitor regarding GC bid stage
projects. 90+% with documents.
The Team The Process
The Result The Position
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Accurate. Timely. Actionable.

14. It can be easy to miss on a demonstration but
often basic contact information is duplicated.
Content Example A
You will want to see samples of complete
contact information in your evaluation.
Content Example B
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Content Comparison
VS

15. Selection
Process
Who is iSqft? Demo
15
Agenda

16. Let’s Take a Closer Look
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17. ENDPLEASE FEEL FREETO DROPUS A LINE
THANK YOU
For Coming Today
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