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Leveraging Tele-Sales For Inbound Lead Management

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The document discusses best practices for managing inbound marketing leads. It recommends having a dedicated sales development function to qualify leads before passing them to sales. Key metrics to track include lead conversion rates and the pipeline to close rate. It also stresses the importance of executive commitment, using common terminology between marketing and sales, and leveraging CRM systems effectively.

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Leveraging Tele-Sales For Marketing Part I: Inbound Lead Management Best Practices Aaron Ross www,ColdCalling2.com [email_address] Never waste a lead
Experience
[object Object],[object Object],[object Object],[object Object],Here’s you right now
When we’re done.
The problem: 80% of the time, lead management (processing & qualifying leads coming inbound to your company) is the best place to quickly increase pipeline and marketing ROI
Three Too-Common Bottlenecks ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Waste of Energy GARBAGE
How Do You Stack Up? ,[object Object],[object Object],[object Object],[object Object],Lead-to-Oppty Conversion Rate Pipeline- to-Close Win Rate Of 1000 leads, # that close
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],3 Takeaways
Panning for gold
… With a colander?
[object Object],“ 80% of marketing efforts to generate leads are wasted and ignored by sales“ -Aberdeen "A majority of sales leads are wasted every day, and 69% of sales leads receive no follow-up at all” - Brain Carroll
How can you plug the holes?
Salespeople
Salespersons’ shoes ,[object Object],[object Object],[object Object],[object Object],[object Object]
Simplicity ,[object Object],[object Object],[object Object],[object Object],Sales: “Don’t Make Me Think”
What to do ,[object Object],[object Object],[object Object],[object Object]
Do “less”, Qualify more ,[object Object],[object Object],[object Object],[object Object]
Best practices
Taxonomy ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Start here ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Agree on a few, most important metrics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
CRM best practices (principles) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Executive commitment ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
 
 
The water’s fine. DIVE IN!
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],3 Takeaways
Next month: Part II ,[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],Design: David Stychno (david@c2llc.com) Thanks to Erythean Martin (erythean@gmail.com) Coming: ColdCalling2.com Thank You
Appendix
 
 
 
 
 
2. Separate the core functions OUT Account Management Bound Qualification Sales Sales Development Marketing Generated Leads Bound Prospecting IN Qualified Opportunities New Customers
 
 
 
 
 
 
 
 
 
 
 
 
[object Object],[object Object],[object Object],[object Object]

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