If you are a #Sales #Manager your wait is now over. You must have been wondering about #lockdown and the effect of the same on your profession of “Selling”. #LeadGeneration contributes 60% to the Sales process. Today as we #workfromhome, · How do we work proactively towards #LeadGeneration ? · How do I ensure the process of “Suspecting” is aligned to “Prospecting”? · What is the algorithm of converting contacts to sales leads? · What is the role of “Influencers” and “Aggregators” on Lead Generation? · Can I generate enough leads now so that when market opens up I can start my attack while others are still busy generating leads? · How do I generate new leads or business from existing customers? This webinar will help you #bounceback to business and always keep you ready for meeting serious buyers.

1. Lead
Generation
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#workfromhome
#saleskipathshala

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Sales Orders

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How are Leads
born?
Interface with the Prospect to give birth to a Lead!
Prospecting
Marketing Communications that will attract a suspect
to become a Prospect.
Lead Magnets
Create a data bank of contactable data where you
have a suspicion that your customer could be found.
Suspecting

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SUSPECTING
Linked In

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Story Telling in Inmail
Study Digital Footprint
Make Story which has
someone like "Suspect" as
your central character.
Story telling
The Suspect that you want to
engage to convert into
Prospect
Locate
Once connected, you can
start communicating.
Connect - Communicate -
Close
Connect

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SUSPECTING
Autoresponders: Email Marketing

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MILESTONES?
Suspecting
1.Connect
Lead Magnets
2.Communicate
Leads - Negotiation - Close
3.Close

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Customers
Influencers
Aggregators
Who is your
TG? Focus?

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#SME #MSME #<Name of county in
USA> #Healthcare
#Websupportforpatients
#mobileappforpatients
Customers
<Category> <Place> <Type>
<Problem that they want to solve

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This is done to convert infinite data to
finite data so that you know where to
start.
Build
Customer
Tree

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The Customer Tree Structure

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Influencers?
Vendors for Amazon Web Service (AWS)Microsoft
Azure.Google Cloud Platform.IBM Cloud Services.Adob
e Creative Cloud.Kamatera.VMware.
Cloud Storage Service Provider
e.g. SAP Vendor
High End Software Vendors
They empower SME and MSME on how to leverage
technology in their work.
Technology Consultants

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Influencer
Campaign
Automation to ensure that this happens.
Keep in touch with Influencers
Document your value approach
The Value approach
What do you have to offer to your influencers?
What is in it for me?

16. Hardware Maintenance Vendors
Computer Hardware Lease Finance
Agencies
Healthcare technicians (If we are taking
example of Healthcare segment)
Who is your
Aggregator?
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17. Build one to reach out to all those who
naturally aggregate at the point of
demand for IT software services
Aggregator
Campaign
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The Flowchart

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LEAD GENERATION METRICS
Poor ratio denotes poor quality of
Lead Magnet
Suspect : Prospect
01
Poor ratio denotes poor quality of call
opening on telephone or across the
table.
Prospect : Leads
02
This ratio must be 10: 5: 3: 1
LM1:LM2:LM3:LM4
03
This shows the alignment of CTA with
a given LM
LM(n) : CTA(n)
04

20. Budget, Authority, Need, Timeframe
BANT Lead
Willingness backed by Capability and Urgency to buy
Sales Qualified Lead (SQL)
Willingness to buy
Marketing Qualified Lead (MQL)
MARKETINGPLAN2020
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Types of Leads

21. Sales Funnel Mangement Process
How to convert BANT lead to order?
Process 2
How to make SQL a BANT Lead?
Process 1
How to make MQL and SQL lead?
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Lead
Engagement

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SUMMARISING
Suspecting
Lead Magnets
Prospecting - Customers , Influencers ,
Aggregators
Customer Tree
Influencer Campaign
Aggregator Campaign
The Flow chart of Lead Generation
Type of Leads
Lead Engagement