This document discusses strategies for effective B2B lead generation. It notes that lead generation involves proactively creating and nurturing prospective buyers so sales teams can engage them. It also highlights common challenges like low ROI and wasting time on unqualified leads. The document recommends developing leads rather than just generating them by capturing data, qualifying leads, routing them appropriately, and nurturing relationships over time. It emphasizes using automation to score, route, nurture and measure leads in order to focus on converting long-term leads into new business opportunities.

1. B2B Lead Generation :
Empower Sales Reps & Avoid Deals Buster

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. Are you finding the Leads or the Leads Find You ?

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. 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. 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. Lead Gen Challenges :
 Cut Costs.
 Drive Sales
 Cut Costs Again

8. Tougher than Sales
Mapping Difficulties :
52% of Organization
confirms that Lead
generation is their #1
marketing challenges .
(SOURCE: SIRIUS DECISIONS)

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. Off Track from Traditional
‘DEVELOP’ not just ‘GENERATE’ leads !!
o Generate
o Capture
o Qualify / Score
o Distribute
o Nurture
o Reports

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. Score & Position :
Are they Suspect,
Prospect or Lead ?
Lead Scoring

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. 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. 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. 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
• empowernetwork.com
• b2bleadblog.com
• hubspot.com
• slideboom.com

17. Thank You
Website :
www.esalesdata.com
E-mail :
sales@esalesdata.com
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1-877-728-9624