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B2B Lead Generation - PPT


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B2B Lead Generation

Published in: Design

B2B Lead Generation - PPT

  1. 1. B2B Lead Generation : Empower Sales Reps & Avoid Deals Buster
  2. 2. Crunching Secrets – Hacking Lead Generation Generation refers to proactively creating, nurturing, and discovering interest among prospective B2B buyers in solutions that are offered, so that sales team can engage in a sales conversation .
  3. 3. Are you finding the Leads or the Leads Find You ?
  4. 4. o Tired of visitors leaving website without checking products or services ? o Feeling huge investments of time and effort on osite going to waste? o Struggling with low ROI and sinking patience? It’s a Lead Technique Problem !!
  5. 5. Sound Familiar...? CEO Asks : “How did the XYZ lead generation campaign go?” VP Marketing Responds : Great! We generated more than 200 leads at lower than our average cost per lead. And two sales people told me they had some really good prospects.”
  6. 6. VP Sales Responds: “Ugh. What a total waste of time. The leads are all a bunch of downloader. My team is wasting their time following up on hundreds of leads that aren’t ready to buy.”
  7. 7. Lead Gen Challenges :  Cut Costs.  Drive Sales  Cut Costs Again
  8. 8. Tougher than Sales Mapping Difficulties : 52% of Organization confirms that Lead generation is their #1 marketing challenges . (SOURCE: SIRIUS DECISIONS)
  9. 9. Crack the Process – Get More Leads for Less Buckle up your Marketing team and plan out: o Cold Calling o Live Seminars o Mass Mailing o Trade Shows o Advertising o Landing Pages o Call to Action o Internet Advertising o Email Publications
  10. 10. Off Track from Traditional ‘DEVELOP’ not just ‘GENERATE’ leads !! o Generate o Capture o Qualify / Score o Distribute o Nurture o Reports
  11. 11. Desire More Qualified Leads – Follow Steps: Lead Forms – Data Capture The basic completion of almost 80% of updates bought more than 40% of qualified leads .
  12. 12. Score & Position : Are they Suspect, Prospect or Lead ? Lead Scoring
  13. 13. Route to Road: Lead Routing o The likelihood of reaching a prospect on a follow-on call goes down by 90% within one week from the initial inquiry . o Over 7x improvement in sales if leads are responded to within 48 hours . o Automate lead routing decreases follow-up times .
  14. 14. Nurture to Prosper: Lead Nurturing o Leverage a rules-based marketing engine to set-up and deliver multi-track, multi-touch, multi-channel communications. o Well-executed multi-channel marketing campaigns generate a sales lift ranging from 7 - 34 %. o Understand your sales cycle and map your communications to your sales cycle.
  15. 15. Use Automation to : o Score o Route o Nurture o Measure o And focus on converting 70% long-term leads to near-term opportunities .
  16. 16. Lead Generation – Master the Trade, Conquer Sales : Sell the fire, not the fire extinguisher. In other words, use a soft sell approach. Just keep your leads engaged and your major battle is won!! RESOURCES • • • •
  17. 17. Thank You Website : E-mail : Toll free : 1-877-728-9624