Reviving Stagnant Sales Leads

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All companies spend significant resources acquiring qualified sales leads. However, what happens if your prospects aren’t ready to buy the first time they walk through your store, visit your website or talk to your sales representatives? Traditionally, you would have to spend more money on advertising to keep your brand top of mind, or have your sales team call on the prospect every few months. That’s inefficient and expensive. Thanks to data-driven marketing, there are now smarter ways to nurture prospects and win new business.

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Reviving Stagnant Sales Leads

  1. 1. REVIVING STAGNANT SALES LEADSPRESENTER: JAKE FINKELSTEIN (@TUNDRO)FOUNDER/PRESIDENT, METHOD SAVVYWWW.METHODSAVVY.COMMAY 9, 2012
  2. 2. THE PROBLEM METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  3. 3. METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  4. 4. WHAT HAPPENS TO THEREST OF YOUR LEADS? METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  5. 5. TRADITIONAL APPROACH METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  6. 6. TRADITIONAL APPROACH METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  7. 7. THAT’S EXPENSIVE& INEFFICIENT METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  8. 8. AN OPTIMIZED PROCESSFOR LEAD NURTURING METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  9. 9. INTEGRATED MARKETING- ... [a] customer centric, data driven method of communicating... that maximizesimpact... at minimal cost. [Wikipedia.org] METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  10. 10. CUSTOMER DECISION PROCESS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  11. 11. CUSTOMER DECISION PROCESS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  12. 12. CUSTOMER DECISION PROCESS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  13. 13. CUSTOMER DECISION PROCESS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  14. 14. CONTENT METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  15. 15. CONTENT: DISCOVERYRESEARCH PAPERS VIDEOS INFOGRAPHICS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  16. 16. CONTENT: CONSIDERATION COMPARISON TOOLS SOLUTION MATERIALS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  17. 17. CONTENT: DECISION TCO CALCULATOR FREE TRIAL / DEMO METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  18. 18. CONTENT: POST-DECISION SURVEY POST-PURCHASE INCENTIVE METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  19. 19. MARKETING COMMUNICATIONS MIX METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  20. 20. EMAIL: DRIP CAMPAIGN Series A Series B METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  21. 21. EMAIL: DRIP CAMPAIGN EMAIL #1 - Day 1 EMAIL #2 - Day 5 METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  22. 22. EMAIL: DRIP CAMPAIGN EMAIL #3 - Day 9 EMAIL #4 - Day 13 METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  23. 23. EMAIL: DRIP CAMPAIGN EMAIL #5 - Day 17 EMAIL #6 - Day 21 METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  24. 24. EMAIL: DRIP CAMPAIGN Webinar Announcement Reminder Last Chance Confirmation Offer METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  25. 25. EMAIL: SEGMENTATION IDEASOPEN OR CLICK BEHAVIORGEOGRAPHIC LOCATIONPAST CONVERSATIONS WITH SALES REPSPAST PURCHASE BEHAVIOR METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  26. 26. EMAIL: REMARKETING CAMPAIGN Upsell Offer (A)Announcement Alternative Offer Upsell Offer (B) METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  27. 27. EMAIL: REMARKETING CAMPAIGN ABANDONMENT REPETITIVE BEHAVIOR METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  28. 28. EMAIL: REMARKETING CAMPAIGN UPSELL LAST CHANCE METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  29. 29. RETARGETING ADVERTISEMENTS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  30. 30. RETARGETING ADVERTISEMENTS BRANDING ABANDONMENT METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  31. 31. RETARGETING ADVERTISEMENTS CAMPAIGN SUPPORT SPECIAL OCCASIONS / EVENTS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  32. 32. RETARGETING ADVERTISEMENTS PRODUCT / CAMPAIGN LAUNCH RECRUITMENT METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  33. 33. RETARGETING ADVERTISEMENTS REPUTATION MANAGEMENT THANK YOU / UPSELL METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  34. 34. METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  35. 35. SOCIAL MEDIA 70% - SHARE LINKS FROM OTHERS 20% - SHARE ORIGINAL CONTENT 5% - DRIVE TO LANDING PAGE METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  36. 36. SOCIAL MEDIA METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  37. 37. SOCIAL MEDIA 70% - SHARE LINKS FROM OTHERS 20% - SHARE ORIGINAL CONTENT 5% - DRIVE TO LANDING PAGE METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  38. 38. SOCIAL MEDIA METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  39. 39. SOCIAL MEDIA 70% - SHARE LINKS FROM OTHERS 20% - SHARE ORIGINAL CONTENT 5% - DRIVE TO LANDING PAGE METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  40. 40. SOCIAL MEDIA METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  41. 41. SOCIAL MEDIA 100% - MONITOR & RESPOND METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  42. 42. SOCIAL MEDIA SHARE CONVERSATION METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  43. 43. SOCIAL MEDIA REPUTATION REVIEWS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  44. 44. PUBLIC EMAIL RELATIONSORGANIC CONTENT SOCIAL ANALYTICSSEARCH MEDIA ADVERTISING METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305
  45. 45. REVIVING STAGNANT SALES LEADSJAKE FINKELSTEIN DEVIN KELLEY, DIR. CLIENT SERVICES919-627-1305 919-904-4018JAKE@METHODSAVVY.COM DEVIN@METHODSAVVY.COMWWW.METHODSAVVY.COM WWW.METHODSAVVY.COMTWITTER: @TUNDRO TWITTER: @DEVINPK10THANK YOU!!!

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