2. ◼CEO & Founder of Seventh Sense
◼Prior Sales Leader & Individual Contributor
•Over $40 Million In Sales as a Rep
◼Primary Experience in Startup Companies
& New Territories
INTRODUCTION
4. What is a “Lead”?
LEAD CONFUSION
Marketing Qualified Lead
Sales Qualified Lead
Unqualified Lead
Lead
Inbound Lead
Tradeshow Lead
Sales Lead
Partner Generated Lead
Inside Sales Lead
Friend of a friend Lead
Board of Directors Lead Shitty Lead
5. ◼DEFINE “LEAD”, “PIPELINE” &
“OPPORTUNITY”
◼IDENTIFY YOUR AUDIENCE
◼MARKETING CHANNELS
IDENTIFY THE OPPORTUNITY
9. ◼THE BEST CHANNEL(S)
• Where does your audience live?
• For most, Email is critical
• Facebook?
• Google? (B2B & B2C)
• LinkedIn? (B2B)
CHANNEL EXAMPLES
10. CALL TO ACTION 1
DEFINE WHAT A “LEAD” MEANS TO YOUR ORGANIZATION!