"Put your Lead Nurturing on Steroids"

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Steer your Business to Profitability-

So you've been doing all the right things for active lead generation from creating exciting content and intuitive designs, to a solid database with C-level contacts. And yet, the leads are not pouring in.

Chances are you've not mapped your Lead Nurturing programs to individual stages in the sales cycle. When your leads are not rushed through the buying process, and receive content that is relevant to their level of interest, they are more likely to turn into customers.

Key Takeaways:

-Lead Nurturing necessities
-DROP: Organizing and setting up your campaign
-Creating and launching a Lead Nurturing workflow
-Best practices of building a Lead Nurturing program

About the Speaker:

Eric Albertson is the Founder and President of Albertson Performance Group Inc. (APG) and co-author of the book, “The Leader’s Guide to Marketing Automation” and “Marketing by the Numbers”. Eric has been a marketing and sales executive mentor for companies for over 30 years. He has consulted with companies like Dell, Microsoft, EMC, Compaq, HP, Intel, Toshiba and American Express. His company has also helped many small companies to achieve significant growth and profitability in both the short and long term.

Published in: Marketing, Business, Technology
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"Put your Lead Nurturing on Steroids"

  1. 1. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL • Option 0.2 Put Your Lead Nurturing on Steroids Hashtag: #LeadNurturing 1
  2. 2. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Housekeeping Unmute computer speakers Slides and recording distributed via email afterwards Submit questions via the Q&A panel through Go-to-Webinar Hashtag: #LeadNurturing 2
  3. 3. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL About the Presenter Founder & President of Albertson Performance Group Inc. (APG) Co-authored the book “The Leader’s Guide to Marketing Automation” and “Marketing by the Numbers” Marketing and Sales mentor for over 30 years Breakthrough: Buying Process & Easy Eric Albertson Author & President, APG Buying Process Consultants 3
  4. 4. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL About Regalix  An award-winning Global Co - Innovation company that leverages technology and marketing to help companies grow.  Forefront of Innovation o Digital Marketing Services o Technology Enabled Services o Regalix Labs  Multi-disciplinary Leadership Team & Strong Advisory Board, 175+ Team  Fortune 500 and Venture Backed Customers (B2B and B2C)  Global Operations: HQ in Silicon Valley, 2 Offices  Industry Recognition 4
  5. 5. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Free Downloads Eric Albertson Author & President, APG Buying Process Consultants http://www.buyingprocess.com/resources/ 5
  6. 6. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Lead Nurture Necessities Organizing Your Campaign Nurture Workflow Best Practices 6
  7. 7. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Overview 7
  8. 8. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Overview 8
  9. 9. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Overview 9
  10. 10. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL 10
  11. 11. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Necessity #1 11
  12. 12. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Necessity #2 12
  13. 13. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Rank Potential Claims of Value Appeal (1-5) Exclusivity (1-5) 1 2 3 4 5 6 Necessity #3 13
  14. 14. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Necessity #4 14
  15. 15. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Necessity #5 15
  16. 16. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Organizing Your Campaign • Content • Messages • Landing Pages 16
  17. 17. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Organizing Your Campaign • Hi cost • High risk • Slow payback and ROI • Complex • Many decision makers • Mission critical • Impacts standards • Significant change • Multiple vendors • No proof • Complexity 17
  18. 18. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Buying Process: • Content Sequence • Resource Center • Blog Organizing Your Campaign 18
  19. 19. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Outbound Email PPC Organizing Your Campaign 19
  20. 20. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL AutomatedNurturingSequenced Awareness Offer Consideration Offer Consideration Offer Day 11 No Email Opened within 3 days YES: Send After 3 Days Action Taken Within 10 Days Email Opened within 3 days YES: Send On Action Email Opened within 3 days YES: Send After 3 Days Consideration Offer No Action Taken Within 10 Days YES: Send On Action No Transaction Offer Email Opened within 3 days YES: Send After 3 Days No Action Taken Within 10 Days No No YES: Send On Action No Transaction Offer Day 31 Email Opened within 3 days Consideration Offer Day 21 No Second Offer will require Click through rather than just open to remain in the automated track Third offer will require Clicking Through to a Landing Page Fourth offer will require form submission to include Name, Email, Job Role, Job Level Creating a Nurture Workflow 20
  21. 21. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Name Email CLICK CLICK Name Email CLICK Name Email Name Email State Company Cur. Method Gal/Min Flush #Flush/day Products CLICK Name Email NO NO NO NO Creating a Nurture Workflow 21
  22. 22. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Reduce Product Waste? CLICK CLICK NO FILL FORMLP10 NO FILL FORMLP10 NO FILL FORMLP10 Name Email State Company Cur. Method Gal/Min Flush #Flush/day Products 22
  23. 23. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL How to Reduce CIP Expense CLICK CLICK NO FILL FORMLP10 CLICK NO FILL FORMLP10 NO FILL FORMLP10 Name Email State Company Cur. Method Gal/Min Flush #Flush/day Products 23
  24. 24. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL How to Minimize Waste Water Expense CLICK CLICK NO FILL FORMLP10 CLICK NO FILL FORMLP10 NO FILL FORMLP10 Name Email State Company Cur. Method Gal/Min Flush #Flush/day Products 24
  25. 25. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Is theITM-3 Right for Me? CLICK CLICK CLICK Name Email State Company Cur. Method Gal/Min Flush #Flush/day Products 25
  26. 26. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL 26
  27. 27. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Best Practice: Voice of Customer 27
  28. 28. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Rank Potential Claims of Value Appeal (1-5) Exclusivity (1-5) 1 2 3 4 5 6 Best Practice: Value Proposition 28
  29. 29. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL • Content • Messages • Landing Pages Best Practice: Buying Process Content/Messaging 29
  30. 30. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL QUESTIONS? WWW.BUYINGPROCESS.COM | ERIC@BUYINGPROCESS.COM |503-635-2319 30
  31. 31. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL APPENDIX 31
  32. 32. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Lead Nurture Necessities • Traffic from Ideal Prospects – Inbound – Outbound • Right Content – Buying Process Questions • Enough Content – Scrutiny Level • Alignment – Speed of Customer (what they want when) – Sales • Easy – Remove every roadblock possible 32
  33. 33. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Organizing Your Campaign • Buying Process – Content • Messages – Website • Sequence & Resource Center – Blog – Outbound Offers & Messages • Gradual Ramp - Testing 33
  34. 34. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Creating a Nurture Workflow • Prospect’s Buying Process Perspective • Scrutiny Level • Decision Making Team’s Perspective • Speed • Easy 34
  35. 35. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Best Practices • Research • Value Proposition • Buying Process 35
  36. 36. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL Get in Touch  If you have any questions about this webinar please feel free to get in touch with us at marketing@regalix-inc.com  For more information on Regalix visit: www.regalix.com  For more information on Eric Albertson visit: www.buyingprocess.com 36
  37. 37. © 2014 REGALIX | WWW.REGALIX.COM | CONFIDENTIAL  Do join us for our next webinar titled, “Marketing Analytics: How, Why and When” on Tuesday, July 29, 2014, 1:00PM ET/10:00AM PT  Speaker Stephan Sorger, Vice-President – On Demand Advisors, Author & Speaker  Visit our page http://bit.ly/1fFhmeb to read more on Marketing Automation 37

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