A new approach to digital demand generation and dynamic interactive sales enablement for technology firms & channel partners

1. D e m a n d L a n e ™
D i g i t a l D e m a n d G e n e rat i o n
&
D y n a m i c S a l e s E n a b l e m e n t

2. #1 Challenge:
More & Better
Leads
Sources: IDC, Ascend2

3. #1 Concern:
4.4% Conversion
Rates

4. #1 Consequence:
70 to 351 leads
needed to gain
1 new customer

5. Conversion Costs
if you are 100%
Best Practice:
Description Typical $
Inquiry
Collateral download, 2 to 3
basic BANT questions
$56
MQL
Pre-qualified prospect list,
collateral download, 6+
survey BANT questions
$376
SAL
6+ BANT qualifying
questions, Profile analysis
& minimum score, agreed
to a sales call
$443
SQL (appt
done)
SAL prospect appointment
with sales is completed
$718
SQL PLUS
SAL appointment done
PLUS sales training coach
on each prospect call
$1,150

6. #1 Solution:
What if…
BEFORE AFTER

7. The Difference…
THEM US
BASIC BANT
NO ANALYSIS
BeyondBANT™

8. Interactive
Qualification
Video & Survey
Neuroscience-based
Interactive Video
Increases Response

9. LeadDriver
Automated system
extracts & analyzes
LinkedIn Profile data
Offers BeyondBANT
Profile Scoring

10. BeyondBANT™
Qualitative Survey
& Profile Scoring

11. Detailed
Prospect
Information
Portal

12. Sales
Enablement:
Prospect
Personality
Profiles
Neuron-Profiling™
Improves Sales Success

13. Unrecognized
Needs
Approach
Motivates
Prospects

14. Neuron
Sales
Coaching
&
Training
SQL to Close
Conversion
Rates
<25%
>33%

15. We do all the
work…
You save time &
money…
Description We do it… You do it…
Inquiry
Collateral download, 2 to 3
basic BANT questions
$39 $56
MQL
Pre-qualified prospect list,
collateral download, 6+
survey BANT questions
$125 $376
SAL
6+ BeyondBand qualifying
questions, LinkedIn &
Personality Profile analysis
& score, said YES to call
$195 $443
SQL (appt
done)
SAL prospect appointment
with sales is completed
$495 $718
SQL PLUS
SAL appointment done
PLUS sales training coach
on each prospect call
$795 $1,150
Training Neuron Sales Training $79 N/A
Workshops
Neuron Sales or Marketing
half-day workshops
$3,950 N/A

17.  15+ successful demand generation campaigns
funded by HP, IBM, VMware, others
 500+ qualified sales opportunities, tens of millions in
closed sales
 Delivered Interactive Video Surveys & Dynamic
Interactive Sales Playbooks
 Trained and coached 150+ Account Executives
Success
Story
“They offer a unique
combination of cutting-edge
digital marketing, neuroscience
messaging, and social media
profiling, as well as expert
sales coaches on prospect
calls. I highly recommend them
for demand generation.”
Lisa Dreher, VP Marketing

18. “[They] helped us build and implement a world-class lead nurturing
program. Beyond that, their expertise and experience helped ensure that
the program resonated with our specific target prospects to achieve the
best results possible.”
— Dave Martin, Director of Product Marketing
“We set very aggressive targets and timelines to improve the global
salesforce’s effectiveness and productivity. [They] provided us with
insights, guidance, and high quality solutions that enabled us to realize
significant gains in our sales team's ability to execute.”
— Matthew Weaver, Senior Director of Global Enablement
“…a unique, quality-driven approach to lead generation that stays focused
on the task at hand - generating great opportunities for our partners.”
— Nicole Boss, Product Manager
“Over the years we’ve worked with a ton of companies that are
supposed to help get us into accounts and they almost always
disappoint; they don’t find the right type of accounts, they’re the wrong
contacts and a lot of times the prospect never even answers the
phone. [Now] we have been introduced to a number of high quality
contacts at organizations that can actually use our products and
services. What is most surprising though is the professionalism and
expertise of the individuals that have been on the calls with us.”
— Terry Murray, Regional Sales Director

19. US THEM
$$$$$
Reed@NetLine.com, 408-771-7491