The document discusses strategies for optimizing lead acquisition, highlighting key areas such as content discovery, conversion rate optimization, progressive profiling, and MQL optimization. It emphasizes the importance of lead acceleration through smartforms, real-time scoring, and quality data to enhance sales productivity and reduce costs. The presented strategies aim to improve lead flow and shorten sales cycles at all stages of the marketing funnel.

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You Have Website Traffic.
Now What?
Considerations for Optimized Lead Acquisition
Chad Pollitt, VP of Audience, Relevance
Ross Weems, Product Manager, ReachForce

2. VP of Audience, Co-founder
@chadpollitt
CHAD
POLLITT

3. Product Manager
@Rossman
ROSS
WEEMS

4. 1 Accelerating Lead Acquisition
2 Content Discovery
3 Conversion Rate Optimization
4 Progressive Profiling
5 MQL Optimization
6 Wrap Up
AGENDA

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1 Accelerating Lead
Acquisition

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Lead Acceleration

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Increase Conversions by. . .

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Minimizing Barriers to Consumption

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Or by Increasing At-Bats. . .

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Through Content Promotion

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2 Content Discovery

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List Rental

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3 Conversion Optimization

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 Instant & Accurate Lead Routing = More Sales Faster
o Don't lose opportunities to competition
3 x Faster & 10x More Profiles
+36% Faster Lead Qualification
+34% Lead Conversions
+23% Sales Productivity
+10-20% Increase in Marketing ROI
Benefit Customer Impact
 Quality Data at Entry Point = Lower Data Costs
o Standardized and Accurate
 Real-time Scoring = More MQLs = More SQLs
o Qualify leads faster & shorten sales cycle
 Increased Conversions = Lower CPL
o 5-7% decrease in CPL per field removed
 Accelerated Progressive Profiling = More Complete Profiles
o 3 visits worth of data on 1st visit
Automation = more time to focus on content & messaging strategy!

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SmartForms
Adds data enrichment to landing page web forms that
enables marketers to substantially improve lead flow
and conversion

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SPECIAL OFFER
eBook: The Power and
Confidence to Let Data
Drive Marketing
bit.ly/reachforce-data-driven

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4 Progressive Profiling

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5 MQL Optimization

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Lead Nurturing
Lead Scoring
Lead Intelligence
Lead Management

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6 Wrap Up

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52. Accelerate Lead Acquisition at All
Stages of the Marketing Funnel
Through. . .

53. Accelerate Lead Acquisition at All
Stages of the Marketing Funnel
Through. . .
1. Content Discovery

54. Accelerate Lead Acquisition at All
Stages of the Marketing Funnel
Through. . .
1. Content Discovery
2. Conversion Rate Optimization

55. Accelerate Lead Acquisition at All
Stages of the Marketing Funnel
Through. . .
1. Content Discovery
2. Conversion Rate Optimization
3. Progressive Profiling

56. Accelerate Lead Acquisition at All
Stages of the Marketing Funnel
Through. . .
1. Content Discovery
2. Conversion Rate Optimization
3. Progressive Profiling
4. MQL Optimization

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SPECIAL OFFER
Get your copy for FREE
now before it hits
Amazon!
bit.ly/content-promotion-manifesto

58. #RELEVANCE
SPECIAL OFFER
eBook: The Power and
Confidence to Let Data
Drive Marketing
bit.ly/reachforce-data-driven