This document provides guidance on developing an effective lead generation and closing strategy. It discusses analyzing lead audit results to identify viable leads, defining what constitutes a lead, and the importance of having a lead closing strategy to increase sales beyond the typical 10% close rate. It also covers types of leads, analyzing the buying cycle, why follow up is critical, and tips for email marketing, calling, time allocation, and properly moving leads through the closing process. The overall message is that a systematic strategy is needed to push more leads through the pipeline and close significantly more sales.
This document outlines a drip marketing automation system to help sales teams close more leads over time. Drip marketing involves sending a continuous series of marketing messages through different channels to remain relevant without being intrusive. The system proposed uses customized email, phone, and social media campaigns integrated with a CRM to systematically contact and score leads over several months. Setting close ratio targets and training the sales team are meant to improve closing rates from 10% to potentially 36% of all leads received through persistent, relevant contact over time.
This is a high level view of aspects of sales and marketing for hospitals. There would be variations and details based on the actual hospital, specialties, service area demographic etc.
The slide is all about Healthcare Marketing. How you can develop marketing strategies in healthcare market.
Healthcare is booming industry & in accordance with marketing concepts it is very necessary to do marketing of services.
The document provides tips on how to reduce leaks in a company's sales pipeline and increase conversions. It discusses defining the typical stages of a sales pipeline from initial contact to close, outlining the current sales process, and getting rid of unqualified opportunities. It emphasizes the importance of consistent follow-up, measuring progression through each stage, following up quickly, and differentiating between leads and qualified leads. The key recommendations are to storyboard the sales process, nurture prospects with content towards becoming customers, and measure leakage throughout the funnel.
Michael Farrington - Staying Relevant in MarketingAMASanDiego
Our objective as marketers hasn’t changed despite the world changing around us. We remain in the business of changing human behavior — helping customers choose our companies, our products, and our brands (and NOT our competitors). The challenge? Our customers are engaging us later and later in the sales process, our customers know MORE about us than we know about our customers, and our marketing mix continues to get more and more complex. As marketing leaders, we will quickly become irrelevant if we don’t act now and understand how our customers are making decisions, why they’ve made those decisions, and where to place our limited marketing investments. Mike will share how he’s driving this shift within a $1 billion publicly-traded, medical technology company, including the process, tools, and insights to make that change happen at your organization.
Eight ways to Improve sales and marketing's joint responsibility for revenue generation. Market identification, list services, segmentation, universal lead definition, all-bound approach, judicial branch, embedded nurturing, ABM special sauce.
Streamline your inbound sales efforts to maximize growth and scalability in your sales team. With the help of sales velocity you can increase your sales by over 140%.
Streamline your sales funnel - Syed Asad Hussain CallPage
Sales representatives quite often don’t focus on top of the pipeline, which leads to a “leaky bucket”. It results in good leads falling through the cracks.
- Learn how to improve your sales velocity.
- Learn how to build a strong lead qualification process.
- Understand the buyer's journey.
This document outlines a drip marketing automation system to help sales teams close more leads over time. Drip marketing involves sending a continuous series of marketing messages through different channels to remain relevant without being intrusive. The system proposed uses customized email, phone, and social media campaigns integrated with a CRM to systematically contact and score leads over several months. Setting close ratio targets and training the sales team are meant to improve closing rates from 10% to potentially 36% of all leads received through persistent, relevant contact over time.
This is a high level view of aspects of sales and marketing for hospitals. There would be variations and details based on the actual hospital, specialties, service area demographic etc.
The slide is all about Healthcare Marketing. How you can develop marketing strategies in healthcare market.
Healthcare is booming industry & in accordance with marketing concepts it is very necessary to do marketing of services.
The document provides tips on how to reduce leaks in a company's sales pipeline and increase conversions. It discusses defining the typical stages of a sales pipeline from initial contact to close, outlining the current sales process, and getting rid of unqualified opportunities. It emphasizes the importance of consistent follow-up, measuring progression through each stage, following up quickly, and differentiating between leads and qualified leads. The key recommendations are to storyboard the sales process, nurture prospects with content towards becoming customers, and measure leakage throughout the funnel.
Michael Farrington - Staying Relevant in MarketingAMASanDiego
Our objective as marketers hasn’t changed despite the world changing around us. We remain in the business of changing human behavior — helping customers choose our companies, our products, and our brands (and NOT our competitors). The challenge? Our customers are engaging us later and later in the sales process, our customers know MORE about us than we know about our customers, and our marketing mix continues to get more and more complex. As marketing leaders, we will quickly become irrelevant if we don’t act now and understand how our customers are making decisions, why they’ve made those decisions, and where to place our limited marketing investments. Mike will share how he’s driving this shift within a $1 billion publicly-traded, medical technology company, including the process, tools, and insights to make that change happen at your organization.
Eight ways to Improve sales and marketing's joint responsibility for revenue generation. Market identification, list services, segmentation, universal lead definition, all-bound approach, judicial branch, embedded nurturing, ABM special sauce.
Streamline your inbound sales efforts to maximize growth and scalability in your sales team. With the help of sales velocity you can increase your sales by over 140%.
Streamline your sales funnel - Syed Asad Hussain CallPage
Sales representatives quite often don’t focus on top of the pipeline, which leads to a “leaky bucket”. It results in good leads falling through the cracks.
- Learn how to improve your sales velocity.
- Learn how to build a strong lead qualification process.
- Understand the buyer's journey.
Leads are drying up in the cloud and hosting industry. Hosting Providers are discovering that the old marketing strategies aren't working anymore. Lead gen requires a commitment to make marketing a part of your overall growth plan, understanding your buyers and their pains, and following out regimented 6 step process to producing useful content for your target buyers. Originally presented at HostingCon 2015 in San Diego. One of the most popular presentations in the Sales and Marketing track.
Customer centricity marketing masterclass in LisbonMichael Leander
These are slides from the Marketing Customer Centricity Masterclass in Lisbon, Portugal. Organized by Mediapost Portugal and presented by Michael Leander with Antoine Blanchys.
This document discusses how Infusionsoft helps small businesses succeed through lifecycle marketing. It begins by introducing Ramon Ray and Infusionsoft. It then discusses how many small businesses fail due to using disjointed, survival-based marketing tactics. In contrast, lifecycle marketing focuses on treating leads and customers like individuals through targeted, relationship-based communications. This approach helps small businesses attract more visitors, capture more leads, nurture prospects, increase sales and customer satisfaction.
How to engage, nurture and close more prospects with Full Funnel MarketingHeinz Marketing Inc
This document outlines an agenda and presentation for a full-funnel marketing workshop. The presentation will cover an overview of full-funnel marketing, introduce various tools like persona matrices and sales process maps, and provide instructions for participants to develop 1-2 of the tools. Participants will then present their draft tools, get feedback, and discuss next steps. The presentation emphasizes quantifying goals, understanding customers, mapping the sales process, having revenue responsibility, and measuring results.
• 3. We’ll cover...1 The metrics we like to track...2 The metrics we NEED to track3 Q&A
• 4. WHY DO METRICSMatter?
• 5. They tell us if we’re succeeding
• 6. Great metrics help us work on the right projects
• 7. THE METRICS WE LIKEToo Much
• 8. Total users
• 9. Pageviews and visitors
• 10. Vanity metrics are a distraction
• 11. We need metrics that track our business
• 12. Metric #1 MONTHLY RECURRING Revenue
• 13. What is monthly recurring revenue (MRR)?
• 14. SaaS depends heavily on recurring revenue All your costs are up front. And it takes a long time to turn a profit on a customer.
• 15. MRR best practices
• 16. Metric #2 USER AND REVENUE Churn
• 17. Churn is the percentage of people that bail
• 18. High churn = pain, low churn = win
• 19. Churn starts low but grows quickly If customer growth is constant, churn will eventually match it. You’ll stop growing.
• 20. 100 new customers per month at 10% churn 800 600 Customers 400 200 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar
• 21. High churn = improve your product
• 22. Once you have control of churn... To keep growing, you’ll need to acquire customers faster every month.
• 23. Churn best practices
• 24. Metric #3 AVERAGE REVENUE PER Customer
• 25. Average revenue per customer
• 26. Up-sells and cross-sells are the key
• 27. Up-selling = get them on a higher plan
• 28. Cross-selling = sell more stuff
• 29. Average revenue best practices
• 30. Metric #4 LIFETIME Value
• 31. There are many different ways to calculate LTV LTV combines current revenue with churn to predict how much you’ll earn in the future.
• 32. Different from average revenue per customer?
• 33. LTV best practices
• 34. Metric #5 COST PER Acquisition
• 35. What’s the cost to acquire a new customer?
• 36. The importance of CPA
• 37. Get CPA for each marketing campaign
• 38. CPA best practices
• 39. Metric #6 THE SIGNUP Funnel
• 40. Track each step to becoming a customer
• 41. Don’t forget to track activation Activation = Someone uses a core part of your product for the first time
• 42. Funnel best practices
• 43. CAN WE TRACK THESE IN Analytics?
• 44. Google Analytics can’t track any of this.
• 45. You need to connect revenue to customers.
• 46. A customer analytics revenue report
• 47. We can also segment by traffic source
• 48. Where do we get customer analytics?
• 49. Two metrics you’ll need to pull by hand (for now)
• 50. KISSmetrics will track these metrics for you
How do VARs transitioning to become MSPs manage the changes in their sales teams? Sales is not evil. The right people need the right tools and the right management, then they can be wildly successful. Dominic Monkhouse shares his experience of building award winning high-performance sales teams in IT service firms.
Modern marketers aren’t content to just create leads. They play a critical role in driving sales. Not just in the top of the funnel, but the middle and below. Learn the 4 secrets that leading marketing teams — and KnowledgeTree customers — have learned to help drive revenue to close.
EDMs (Electronic Distributed Marketing) through eNewsletters is almost as old as the internet itself and shouldn’t be discounted by marketers with so many additional options now available to connect with your customer base. This seminar looks at how to improve your eMarketing, increase deliverability, understand the different platforms, improve open rates, implement A/B testing, encourage segmentation and personalisation, and drive higher engagement and click through, whilst understanding how to integrate this strategy holistically across the Integrated Digital Marketing approach and support it with cross pollination and linking. We’ll talk about responsive designs and different ESP (Email Service Providers), and how users integrate with their emails… and what you can do to increase sharing and virality.
Things you can learn include:
The evolution of email marketing
Different eMarketing Platforms
What affects deliverability
CAN-SPAM act and Double Opt-ins
White lists, black lists and DSNBL
How to improve Open Rates
Implementing A/B testing
Segmenting your email subscribers/CRM
Personalisation and Psychology in eMarketing
Increasing click through and engagement
Tracking & Reporting on your email marketing
An Integrated Digital Marketing approach
Good design for email templates
Responsive Design for emails
Mail Chimp platform
Social Sharing, Forwarding and View Online
Vorian Agency EDM & eNewsletter Marketing with MailChimp SeminarMatt Lynch
Join industry veteran Matt Lynch, the General Manager of Perth, WA based technical marketing company Vorian Agency, with a look at EDM - Email Direct Marketing. How to improve deliverability, open rates, click through rate, virality and social share. How to reduce
3 Ways to Find An Edge For Your B2B Ads with LinkedInsaastr
Derek Yueh, Partnership Lead, The B2B Institute @ LinkedIn
Brenda Fridman, Senior Director, LinkedIn Marketing Solutions @ LinkedIn
There is no advantage to going with the crowd. The competitive edge lies in being contrarian and right. In this session, LinkedIn’s B2B Institute will focus on three strategies that focus on how advertising actually works, what the goal of your advertising should really be, and why less is always more when it comes to B2B ads.
The document discusses why many small businesses fail due to using "survival marketing" tactics like chasing the next sale without systems in place, and how adopting a "lifecycle marketing" approach focusing on treating prospects as people and using systems to scale relationships can help small businesses thrive by increasing sales from current and prospective customers through each stage of the customer lifecycle from attraction to conversion. It also introduces the Infusionsoft Lifecycle Marketing Planner tool to help small businesses implement this approach.
Every startup faces a few key roadblocks that prevent you from moving forward. Not only will you learn how to grow past each roadblock, you'll also see the same process that KISSmetrics uses to increase conversions, discover new channels of growth, and accelerate acquisition at every step. You don’t need any data or traffic either, you can do it as early as day 1.
Poorly managed leads often go ignored, lost, or discarded, though studies show 70% of leads eventually buy. To improve lead management:
Ensure all marketing-generated leads are received by the appropriate salesperson in a timely manner, otherwise marketing efforts are wasted. Respond to prospects as quickly as possible since interest levels drop exponentially over time. Centralize all leads and contacts in one system to profit from nurturing strategies and qualify serious buyers from window shoppers. Make sales decisions based on visible pipeline performance metrics like lead tracking, channels, campaigns, and deal probability. Good lead management can increase revenue by over 10% while beating competitors to deals.
Gain more customer by Fix follow up failure - Co nhieu khach hang hon bang ch...Hapec Media
Co nhieu khach hang hon bang cham soc khach hang! "67% nguoi mua noi khong ngay hom nay se san sang de mua hang trong nam toi" - Gartner Research.
"80% dau moi khach hang bo di se mua hang trong 2 years". —Sirius Decisions.
Ban se can mot ke hoach cho viec cham soc khach hang neu ban co tu 3 cau tra loi yes cho nhung cau hoi duoi day:
1. They forget.
2. They focus on hot leads.
3. Unconverted leads fall through the cracks.
4. They think the people will call back.
5. They don’t want to be pushy.
6. They don’t realize the potential impact follow-up can have on their business
Sales Webinar | Your 2014 Plan - Close This Performance GapAltify
Sales managers are the linch-pin of the sales organization. When sales management fails, sales fails. The TAS Group's Matt Close, EVP Sales, shines the light on the challenges facing front line sales managers, what that's costing sales organizations, and the insights this critical role needs to optimize Sales Performance Management. Your 2014 Plan hinges on getting this right.
This document discusses various strategies for getting new customers, including advertising, referrals, cold calling, walk-ins, networking, targeted referrals on LinkedIn, becoming an expert in your field, using YouTube and direct marketing. It provides sales statistics showing that most sales are made after multiple contacts. Effective follow up is key. Referrals from existing customers should be obtained through asking questions and rewarding referrals. When losing a customer, the new company should be contacted to ensure promises were kept.
Today’s prospects don’t become customers overnight - you need to take them on a journey to build that all-important trust with your brand, but where do you start? Let us help you make the right steps to transform those cold engagements into sales-ready leads.
Predictable revenue guide to tripling your sales part 2 - marketing + netsVichitpong Sattawongsa
This document discusses inbound marketing and growth hacking strategies. It begins with an introduction to "Nets" lead generation, which refers to marketing leads generated through 1-to-many programs. It then provides an overview of an effective 4-step marketing framework focusing on management, market, messages, and methods. Common marketing fails are discussed, including unrealistic expectations and lack of focus. The importance of setting lead generation goals and quotas for marketing is emphasized. Finally, it introduces "lead velocity rate" as the most important growth metric for companies to track.
Predictable revenue guide to tripling your sales part 2 - marketing + netsAaron Ross
This document discusses inbound marketing and growth hacking strategies. It begins with an introduction to "Nets" lead generation, which refers to marketing leads generated through 1-to-many programs. It then provides an overview of an effective 4-step marketing framework focusing on management, market, messages, and methods. Common marketing fails are discussed, including unrealistic expectations and lack of focus. The importance of setting lead generation goals and quotas for marketing is emphasized. Finally, it introduces "lead velocity rate" as the most important growth metric for companies to track.
Fix Sales Lead Follow Up Failure with Ghost Chili PromotionsGhostChiliPromotions
This document provides strategies for improving lead follow-up and converting more prospects into customers. It finds that most companies stop following up after only a few contacts, missing out on substantial potential sales. Following up consistently with prospects through multiple communications over time is important, as many will not be ready to buy until later. The document outlines setting up an organized lead tracking system and follow-up process, including various automated follow-up methods. It presents a case study of a company that doubled their sales by fixing their follow-up failures through better lead segmentation, cross-sell opportunities, and an automated referral program.
More Related Content
Similar to Best Practice Guide To Closing Leads March 2012
Leads are drying up in the cloud and hosting industry. Hosting Providers are discovering that the old marketing strategies aren't working anymore. Lead gen requires a commitment to make marketing a part of your overall growth plan, understanding your buyers and their pains, and following out regimented 6 step process to producing useful content for your target buyers. Originally presented at HostingCon 2015 in San Diego. One of the most popular presentations in the Sales and Marketing track.
Customer centricity marketing masterclass in LisbonMichael Leander
These are slides from the Marketing Customer Centricity Masterclass in Lisbon, Portugal. Organized by Mediapost Portugal and presented by Michael Leander with Antoine Blanchys.
This document discusses how Infusionsoft helps small businesses succeed through lifecycle marketing. It begins by introducing Ramon Ray and Infusionsoft. It then discusses how many small businesses fail due to using disjointed, survival-based marketing tactics. In contrast, lifecycle marketing focuses on treating leads and customers like individuals through targeted, relationship-based communications. This approach helps small businesses attract more visitors, capture more leads, nurture prospects, increase sales and customer satisfaction.
How to engage, nurture and close more prospects with Full Funnel MarketingHeinz Marketing Inc
This document outlines an agenda and presentation for a full-funnel marketing workshop. The presentation will cover an overview of full-funnel marketing, introduce various tools like persona matrices and sales process maps, and provide instructions for participants to develop 1-2 of the tools. Participants will then present their draft tools, get feedback, and discuss next steps. The presentation emphasizes quantifying goals, understanding customers, mapping the sales process, having revenue responsibility, and measuring results.
• 3. We’ll cover...1 The metrics we like to track...2 The metrics we NEED to track3 Q&A
• 4. WHY DO METRICSMatter?
• 5. They tell us if we’re succeeding
• 6. Great metrics help us work on the right projects
• 7. THE METRICS WE LIKEToo Much
• 8. Total users
• 9. Pageviews and visitors
• 10. Vanity metrics are a distraction
• 11. We need metrics that track our business
• 12. Metric #1 MONTHLY RECURRING Revenue
• 13. What is monthly recurring revenue (MRR)?
• 14. SaaS depends heavily on recurring revenue All your costs are up front. And it takes a long time to turn a profit on a customer.
• 15. MRR best practices
• 16. Metric #2 USER AND REVENUE Churn
• 17. Churn is the percentage of people that bail
• 18. High churn = pain, low churn = win
• 19. Churn starts low but grows quickly If customer growth is constant, churn will eventually match it. You’ll stop growing.
• 20. 100 new customers per month at 10% churn 800 600 Customers 400 200 0 Jan Feb Mar Apr May Jun Jul Aug Sept Oct Nov Dec Jan Feb Mar
• 21. High churn = improve your product
• 22. Once you have control of churn... To keep growing, you’ll need to acquire customers faster every month.
• 23. Churn best practices
• 24. Metric #3 AVERAGE REVENUE PER Customer
• 25. Average revenue per customer
• 26. Up-sells and cross-sells are the key
• 27. Up-selling = get them on a higher plan
• 28. Cross-selling = sell more stuff
• 29. Average revenue best practices
• 30. Metric #4 LIFETIME Value
• 31. There are many different ways to calculate LTV LTV combines current revenue with churn to predict how much you’ll earn in the future.
• 32. Different from average revenue per customer?
• 33. LTV best practices
• 34. Metric #5 COST PER Acquisition
• 35. What’s the cost to acquire a new customer?
• 36. The importance of CPA
• 37. Get CPA for each marketing campaign
• 38. CPA best practices
• 39. Metric #6 THE SIGNUP Funnel
• 40. Track each step to becoming a customer
• 41. Don’t forget to track activation Activation = Someone uses a core part of your product for the first time
• 42. Funnel best practices
• 43. CAN WE TRACK THESE IN Analytics?
• 44. Google Analytics can’t track any of this.
• 45. You need to connect revenue to customers.
• 46. A customer analytics revenue report
• 47. We can also segment by traffic source
• 48. Where do we get customer analytics?
• 49. Two metrics you’ll need to pull by hand (for now)
• 50. KISSmetrics will track these metrics for you
How do VARs transitioning to become MSPs manage the changes in their sales teams? Sales is not evil. The right people need the right tools and the right management, then they can be wildly successful. Dominic Monkhouse shares his experience of building award winning high-performance sales teams in IT service firms.
Modern marketers aren’t content to just create leads. They play a critical role in driving sales. Not just in the top of the funnel, but the middle and below. Learn the 4 secrets that leading marketing teams — and KnowledgeTree customers — have learned to help drive revenue to close.
EDMs (Electronic Distributed Marketing) through eNewsletters is almost as old as the internet itself and shouldn’t be discounted by marketers with so many additional options now available to connect with your customer base. This seminar looks at how to improve your eMarketing, increase deliverability, understand the different platforms, improve open rates, implement A/B testing, encourage segmentation and personalisation, and drive higher engagement and click through, whilst understanding how to integrate this strategy holistically across the Integrated Digital Marketing approach and support it with cross pollination and linking. We’ll talk about responsive designs and different ESP (Email Service Providers), and how users integrate with their emails… and what you can do to increase sharing and virality.
Things you can learn include:
The evolution of email marketing
Different eMarketing Platforms
What affects deliverability
CAN-SPAM act and Double Opt-ins
White lists, black lists and DSNBL
How to improve Open Rates
Implementing A/B testing
Segmenting your email subscribers/CRM
Personalisation and Psychology in eMarketing
Increasing click through and engagement
Tracking & Reporting on your email marketing
An Integrated Digital Marketing approach
Good design for email templates
Responsive Design for emails
Mail Chimp platform
Social Sharing, Forwarding and View Online
Vorian Agency EDM & eNewsletter Marketing with MailChimp SeminarMatt Lynch
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3 Ways to Find An Edge For Your B2B Ads with LinkedInsaastr
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Brenda Fridman, Senior Director, LinkedIn Marketing Solutions @ LinkedIn
There is no advantage to going with the crowd. The competitive edge lies in being contrarian and right. In this session, LinkedIn’s B2B Institute will focus on three strategies that focus on how advertising actually works, what the goal of your advertising should really be, and why less is always more when it comes to B2B ads.
The document discusses why many small businesses fail due to using "survival marketing" tactics like chasing the next sale without systems in place, and how adopting a "lifecycle marketing" approach focusing on treating prospects as people and using systems to scale relationships can help small businesses thrive by increasing sales from current and prospective customers through each stage of the customer lifecycle from attraction to conversion. It also introduces the Infusionsoft Lifecycle Marketing Planner tool to help small businesses implement this approach.
Every startup faces a few key roadblocks that prevent you from moving forward. Not only will you learn how to grow past each roadblock, you'll also see the same process that KISSmetrics uses to increase conversions, discover new channels of growth, and accelerate acquisition at every step. You don’t need any data or traffic either, you can do it as early as day 1.
Poorly managed leads often go ignored, lost, or discarded, though studies show 70% of leads eventually buy. To improve lead management:
Ensure all marketing-generated leads are received by the appropriate salesperson in a timely manner, otherwise marketing efforts are wasted. Respond to prospects as quickly as possible since interest levels drop exponentially over time. Centralize all leads and contacts in one system to profit from nurturing strategies and qualify serious buyers from window shoppers. Make sales decisions based on visible pipeline performance metrics like lead tracking, channels, campaigns, and deal probability. Good lead management can increase revenue by over 10% while beating competitors to deals.
Gain more customer by Fix follow up failure - Co nhieu khach hang hon bang ch...Hapec Media
Co nhieu khach hang hon bang cham soc khach hang! "67% nguoi mua noi khong ngay hom nay se san sang de mua hang trong nam toi" - Gartner Research.
"80% dau moi khach hang bo di se mua hang trong 2 years". —Sirius Decisions.
Ban se can mot ke hoach cho viec cham soc khach hang neu ban co tu 3 cau tra loi yes cho nhung cau hoi duoi day:
1. They forget.
2. They focus on hot leads.
3. Unconverted leads fall through the cracks.
4. They think the people will call back.
5. They don’t want to be pushy.
6. They don’t realize the potential impact follow-up can have on their business
Sales Webinar | Your 2014 Plan - Close This Performance GapAltify
Sales managers are the linch-pin of the sales organization. When sales management fails, sales fails. The TAS Group's Matt Close, EVP Sales, shines the light on the challenges facing front line sales managers, what that's costing sales organizations, and the insights this critical role needs to optimize Sales Performance Management. Your 2014 Plan hinges on getting this right.
This document discusses various strategies for getting new customers, including advertising, referrals, cold calling, walk-ins, networking, targeted referrals on LinkedIn, becoming an expert in your field, using YouTube and direct marketing. It provides sales statistics showing that most sales are made after multiple contacts. Effective follow up is key. Referrals from existing customers should be obtained through asking questions and rewarding referrals. When losing a customer, the new company should be contacted to ensure promises were kept.
Today’s prospects don’t become customers overnight - you need to take them on a journey to build that all-important trust with your brand, but where do you start? Let us help you make the right steps to transform those cold engagements into sales-ready leads.
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This document discusses inbound marketing and growth hacking strategies. It begins with an introduction to "Nets" lead generation, which refers to marketing leads generated through 1-to-many programs. It then provides an overview of an effective 4-step marketing framework focusing on management, market, messages, and methods. Common marketing fails are discussed, including unrealistic expectations and lack of focus. The importance of setting lead generation goals and quotas for marketing is emphasized. Finally, it introduces "lead velocity rate" as the most important growth metric for companies to track.
Predictable revenue guide to tripling your sales part 2 - marketing + netsAaron Ross
This document discusses inbound marketing and growth hacking strategies. It begins with an introduction to "Nets" lead generation, which refers to marketing leads generated through 1-to-many programs. It then provides an overview of an effective 4-step marketing framework focusing on management, market, messages, and methods. Common marketing fails are discussed, including unrealistic expectations and lack of focus. The importance of setting lead generation goals and quotas for marketing is emphasized. Finally, it introduces "lead velocity rate" as the most important growth metric for companies to track.
Fix Sales Lead Follow Up Failure with Ghost Chili PromotionsGhostChiliPromotions
This document provides strategies for improving lead follow-up and converting more prospects into customers. It finds that most companies stop following up after only a few contacts, missing out on substantial potential sales. Following up consistently with prospects through multiple communications over time is important, as many will not be ready to buy until later. The document outlines setting up an organized lead tracking system and follow-up process, including various automated follow-up methods. It presents a case study of a company that doubled their sales by fixing their follow-up failures through better lead segmentation, cross-sell opportunities, and an automated referral program.
Similar to Best Practice Guide To Closing Leads March 2012 (20)
Fix Sales Lead Follow Up Failure with Ghost Chili Promotions
Best Practice Guide To Closing Leads March 2012
1. Best Practice Guide to Closing Leads
A guide to creating a top lead
generation strategy to increase sales
2. Lead Audit Results
Lead Audit
Leads 50
Leads Closed 5 10%
Not Interested in offer/Signed with Competitor 13 26%
Interested, but never received follow up 8 16%
Interested, but received sporadic follow up 19 38%
Contact in 3 months 5 10%
Total 50
Viable Leads 32 64%
4. “A merchant, who is in the market to buy a product or a
service and is somewhere along the buying cycle
and is willing to discuss with vendor(s).”
Blindbid
5. “A Lead = Future Customer” – Brian Carroll
Lead Generation Consultant and author of Lead
Generation for the Complex Sale
10. Types Of Leads
1. Hot Lead – Quick Close – Immediate action.
3. Pending Close Leads – Leads that tend to close within a
month.
5. Short Term lead – Leads that close within 3 to 6 months.
7. Long Term Leads – Leads that close within six months to a
year.
9. Dormant Leads – Leads where the merchants have gone with
a competitor or have said they are not interested.
11. Dead Leads – leads where the merchant went out of business
or requested not to be contacted any longer.
12. Everyone wants the 9-12 O'clock lead. Those are the
ones that close the quickest with the least effort.
These type of leads make up only a small
fraction of the leads out there.
14. Without a lead closing strategy, you’ll only close 10% of the
leads. You will be like95% of all the other sales
organizations, chasing after the
low hanging fruit.
15. A lead closing strategy moves the merchant along
the business cycle to close. You can increase
your sales by 200% or more.
16. Systemic Follow Up is Critical
99% of all sales people stop calling or sending information to a prospect after the 3rd
unsuccessful attempt at getting the sales process started or moving forward.
75% of all first time appointments or events with prospective buyers happen after
the 4th call, email or face to face contact.
17. Leadpipeline Part 1
Leads Per
Lead Pile Up Month Closes Sales
Leads Per month 30 Tip: The only way to avoid
lead pile up is to use a CRM
Agent 1 efficiently.
Month 1 30 10% 3
Carry Over 0
Month 2 30 15% 5
Carry Over 0
Month 3 30 15% 5
Carry Over 0
Month 4 30 15% 5
Carry Over 0
Month 5 30 15% 5
Carry Over 0
Month 6 30 15% 5
Carry Over 0
Leads in Pipeline 0 26
Total Leads 180 14%
18. Lead Pipeline Part 2
Deals in Carryover Carryover Carryover Carryover Carryover
Total Closed
Lead Pile Up Leads Per Deal 1st Close Close Close Close Close
Leads
Month Closes Month Month 2 Month 3 Month 4 Month 5 Month 6
Leads Per month 30 12% 6.0% 3.00% 1.50% 1% 0.5%
4 2 1 0 0 0 7
Agent 1
Month 1 30 4
Carry Over 26
Month 2 56 5
Carry Over 51
Month 3 81 7
Carry Over 74
Month 4 104 10
Carry Over 94
Month 5 124 12
Carry Over 111
Month 6 141 15
Carry Over 126
Leads in Pipeline 126
Total Leads 180 54 30%
Tip: The only way to avoid
lead pile up is to use a CRM
efficiently.
20. came out with its Tablet PC in 2000 and sold
a few hundred thousand in 12 years and has
discontinued its models.
came out with its Tablet PC in 2009, the
Ipad, and has sold 55 million to date.
22. had a 9 year headstart in the market
and was not able to capitalize.
23. came up with the right technology and strategy to
move the consumer along the buying cycle, because the
need was always there. Apple met that need.
DID NOT
25. Drip Marketing:
Remain Relevant but not intrusive
A marketing strategy comprised of sending a
D – Disciplined continuous series of well articulated
marketing campaigns via phone, email,
R – Repeatable
letters, newsletters, and press releases.
I – Interrelated
P – Process
Drip Marketing by Glenn Fallavollita
26. 10 Keys
To
A Successful Lead Generation Campaign
27. 10 Keys to a successful lead generation
campaign
• Sustain Calling - It may take 8 to 19 calls to reach a
decision-maker.
• Make every call count by building relationship and
credibility. Three types of contacts. Sales,
Educational, informational.
• Be persistent – it may take 15 to 30 contacts (phone,
email, fax, letter etc.) to close a lead.
• Throw out the scripts. You want to position yourself as
an expert in the industry and build trust.
• Always be relevant- Valid reason for calling and desire
to help.
28. 10 Keys to a successful lead generation
campaign continued
• Gain Opt-in for email and even faxes.
• Always follow up. Keep follow up calls brief. A
minute or less.
• Be prepared with a unique selling position. Make
your offer stand out.
• Superior Value vs. Perceived value
• Update your CRM after every contact. Track your
progress.
29. Lead Closing Tips: Email Topics
• Sales – why the prospect needs to buy from you and
why now. Add Urgency: Free offer or 50% offer
until a specified date.
• Informational – Your company newsletter. New
product or service your company is offering now.
Ask your prospect to “like” your facebook page.
• Educational – Industry news. How new technology
affects small merchants. How new legislation
impacts your prospect. The Durbin Amendment.
The Goal: All the emails should move the prospect towards the close
by building the relationship through credibility and trust.
30. Lead Closing Tips: Email Frequency
Neiman Marcus sent 500 emails to their customers last year. That is 1.37
emails per day. That is way too much. Do not over saturate your prospects.
Be relevant but not intrusive.
32. Lead Closing Tips: Calling Tips
Three Topic Rule:
Sales: I’m calling to follow up on the application I sent you yesterday and to
answer any questions?
Informational: I wanted to let you know about our facebook page? Can I
send you a copy of our newsletter, it is full of great small business tips.
Educational: I’m just calling to let you know about how the new federal
legislation will impact your business. As a courtesy, I’d like to send you our
whitepaper about it.
33. Lead Closing Tips: Calling Tips 2
Keep Follow Up calls brief. 1 minute or less. If the calls
go on longer it should be because the prospect is
continuing the discussion.
Best Times to Call: 8-9 AM, 12PM – 1PM, 4-6 PM during
the prospect’s time zone. Not yours.
35. Time Allocation
Most sales organizations allocate 90% of their time on hot leads
and 10% on everything else. More time should be
allocated to other categories of leads to push
them along the buying cycle. Remember
that hot leads are only about
10% of your leads.
37. Proper Steps to Close
1. Persistence – Drip Marketing
2. Organization
3. Using labor saving Technology – CRM –
Email Robots
38. Perceived Value and Credibility
You may have the best product in the world, but if no one
believes it, you won’t sell.
The buyer’s view - Make him see what you see. It’s a matter of
perspective.
Credibility is the way to gain buyer’s buy in. You establish
credibility through trust and knowledge.
Be an expert in your field.