In this presentation I have defined the funnel elements and spoke more about lead scoring, Sales Qualified Leads (SQL) vs Marketing Qualified leads (MQL), Demand generation 2D view and top view, tools (free) for startups Know resources like this : https://bit.ly/3cw5V9C

1. Funnel Definition
and activities
Lemniscate Thoughts
Day : 9,10,11,12 - 23,24,25,26 April 2020

2. Agenda
Funnel
Activities in Funnel
TOFU

3. Funnel
- Contact
- Suspect
- Prospect
- Lead
- Client

4. Elements
We
discussed
Market Research Analysis
Defining Target Audience
Funnel Elements
Content

5. Contact
Suspect
Prospect
Lead
Marketing Campaigns
Content marketing, Events, Referrals,
SEO, Advertising, Social media, PR
Sale
Drip campaigns, newsletters, case studies, gated
content, webinars, content marketing
Free trial sign up, product demonstration,
meetings

6. We will
speak about
Lead Scoring
User/ Buyer's Journey
Tools

7. Demand
Generation
Strategy
Content Events
Interactive Direct
Response
Lead
Nurturing
Score
Nurture
Route
Report Automate
Measure
Sales
Engage
Qualify
Propose
Lost Negotiate
WIN
Unqualified Leads Qualified Opportunities
Delaye OpportunitiesMarketing Feedback

8. Implicit Explicit
Behaviour
Demographics
Online Body Language
Inferred geography, Data quality
factors, etc.
BANT data (Budget, Authority,
Need, Timeline)
Demographics, typically
captured from form data
or data appending
Lead Scoring - Lead Scoring is the bridge/ parameter
between Marketing and Sales to determine the Sales-
Readiness

9. Basics of Behavioural Scoring
Complete Form
Activity
+3Opens in Email
Link Clicks
Score
+3
+8
Activity
+3Click on email about industry
Click on the email for specific Product
Score
+3
Behavioural Scoring with importance
Importance Total
+2 +5
+2 +5
Active vs. Latent buying behavior

10. Tools

11. About Me
Individual Contributor
Enterprise Sales
Growth Guy