This document discusses strategies for lead generation, with a focus on techniques for software and SaaS companies. It provides examples of digital marketing strategies that can be used, including content marketing, social media, email campaigns, and cold calling. One case study described the strategy of a CRM company that created an online microsite with educational content to generate leads in the UK. Their digital marketing approach, which included content promotion on social media and other channels, resulted in significant increases in website traffic, social referrals, new signups, and leads generated. The document emphasizes that digital marketing can help businesses achieve their sales and lead generation goals.

1. Lead generation stragety ppt
1. Lead Generation Strategy Neha Anand
2. LEAD GENERATION IS THE PROCESS OF INITIATION OF CUSTOMER INTEREST AND INQUIRY
3. How do we generate leads? LEAD S
4. Inside Sales-LeadGeneration TechniquesLEADGENERATION TECHNIQUESEMAILCAMPAIGNS
BLOGGING SOCIAL MEDIA MARKETING SEO COLD CALLING WEBINARS AND EVENTS
NETWORKING USE GATED VIDEOS AND POSTS
5. LinkedInseemstobe the Best mediumforLead Generationfromthe below Stats Writingon
linked In Networking on Linked In Direct Cold Calls from Linked In contacts Posting related
articlesonspecificgroupslike foraccountingproductputtingablogor contentand postingit
on relevant groups to receive responses 0 5 10 15 FACEBOOK TWITTER LINKEDIN
6. ColdCallingvs.Email COLDCALLINGThoughColdcallingistraditionalwaybutveryimportant
technique for lead generation.Cold Calls should not look like selling or pitching about the
product rather it should be more of connecting with customer Art of approachin g someone
withoutappointme ntfora businesspropositionEMAILCAMPAIGN Processof marketingany
product or service directly through emails Email marketing includes content marketing,
newsletter, mass mailing Email Marketing is again a very important part of sales
7. As Cold calling is an important stage of Sales, You should follow the following steps before
making the call: • Préparation • Introduction • Questioning • Object of the call • Listen and
interpret- Don’t sell • Inform and educate- Don’t sell • Involve and coordinate- Don’t sell •
Keep in Touch
8. Effective Email CampaignforHighOpenRate • Small subjectline •Prime time tosendemails
is 8 PM- mid night • Give something for free or for trial • Send emails on weekends • Re-
engage inactive group of subscribers
9. Email CampaignProsand Cons• Go Solo• Go aroundthe clock • Go Ahead- 60 minutes•Go
Free before paidtoolslike linkedin,hootsuit,TimeTradeStoryQuestetc.•Go Direct, Go Viral
• Go Slow • Go Back to School • Go Back to Work
10. ColdCallingProsandCons• Go Solo,write yourownscript•Go Aroundthe clock• Go Ahead
• Go Fast• GoAway,Avoidcallingafter3callsand3emails•GoAll in-Diversifyyourapproach
• Go Home- Write blogs or run a webinar to get more responses
11. Lead GenerationStrategy- Software Companiesvs.RetailProductCompanies•ColdCalling•
Email Marketing • Channel Partners Meets • Webinars • Conferences, Events • Content
Writing and publishing • Blogging • SEO • Digital Marketing • Promotional events • Direct
Marketing• Face to Face Interactionwithcustomers• Advertisement( Offline andonline)•
Leads from distributors and dealers • Leads from customer surveys • Advertisement from
Media • Development of loyalty programs for customers
12. Selling IT Products and Retail Products Software is intangible So Sales Cycle is long Retail
Products are tangible So Sales Cycle is not so long
13. SOCIAL MEDIA IS A CONVERSATION & INFORMATION EXCHANGE USING….... ONLINE TOOLS

2. 14. Like These…..
15. Social Media Sales- Pros and Cons • It is usually free and always of Low cost. Reduced
marketingcostsincreasedsales•Increasedtraffictoyourwebsiteimprovedrankingonsearch
enginesgreatercustomerengagement• Greater access to international markets• Research
about your customers • Improved networking opportunities with customers and other
businesses • Social Media is one of the most Influencer platform in consumer buying and
purchase decisions• Get Professional advice before usingitas it is not your personal page •
Be Authentic, Be Yourself, Don’t try to copy someone else’s game plan • Not having a clear
marketing or social media strategy may result in reduced benefits for your business • Social
mediaisimmediateandneedsdailymonitoring•Riskof unwantedorinappropriate behavior
onyoursite,includingbullyingandharassment•Greaterexposure online hasthe potential to
attract risks. Risks can include negative feedback
16. LeadGenerationIdeasforCloudBasedProductsorSaaS ProductsE- BooksFree Trial Request
a Quote or More Info Content Marketing Link Building, SEO, Ad words Unselfish Contents
17. SaaS Accordingto Gartner- The marketfor SaaS (Software asa Service) applicationswill grow
from$20 billionin2013 to $33 billionin2016,witha compoundannual growthrate of 19.5%.
A CompassstudyshowsthatSaaSisgrowingnearly3Xasfastas software asawhole,andthat
72% of all SaaSstartupsare atleastpartiallyfunded.GoodnewsforSaaSstartupsandgrowing
SaaS ventures alike, but the space is getting crowded and competition is fierce. What could
be done for great marketing for SaaS companies?
18. Digital MarketingCase Studyof a SaaS companyIt isa cloudcomputingcompanybestknown
foritson-demandCRMsolutionsanditsprimefocusisonCloudcomputingThe companywas
foundedintheyear1999asa companyspecializinginsoftwareasaservice(SaaS) InJune2004,
the company went public on the New York Stock Exchange under the stock symbol CRM,
raising US$110 million As of 2015, it is one of the most highly valued American cloud
computing companies with a market capitalization of $50 billion
19. BusinessObjectivesof the companyThe core objectiveof thiscompanywasto:Increasetraffic
and get more leads in the UK. It saw a high potential and huge business opportunity in the
United Kingdom market segment. They aspiredto tap this market and extend their services.
They wanted to create more awareness about their services and increase their sales They
wantedto increase theirrevenue inthe UnitedKingdomregionand theyhad an objective of
growing / increasing traffic and getting more leads in this market
20. Digital MarketingStrategyadoptedbythe company Theywantedto leverage more expertise
inthe contentandhit the sweetspotinthe B2B purchase journeyTheydid amarketresearch
& foundthe followingfacts• About78% of Internetusersconductproductresearchonline •
4% of adultshave postedcommentsorreviewsonlineaboutthe Theydevelopedamicrosite
full of rich& relevantcontent.Itwastargetedtopeople whowereidentifiedfromthe market
based on the research. It was focused towards topics like – Sales, customer service,
collaborationandTheyusedcollaborationtool Chattertocollaborate ateamconsistingof 56
membersinthe teamRole of this56 membersteamwasto generate the requiredcontentto
achieve the desired objective

3. 21. Launch & Promotingthe microsite Theylaunchedthe microsite in12weekswith32 piecesof
contents in the microsite covered They promoted the microsite via various channels like
Facebook,Twitter,GuestBlogger,emails,PRTheyalsoadoptedoutboundmarketingstrategy
viaSponsoredtweets,Linkedinbanneradds/Google displaynetworkOveralltheycovered32
different topics for their microsite And DO YOU KNOW THE RESULT?
22. They achievedincredible resultsandachievedtheirdesiredobjectivewithhighersuccessratio
Theyachieved80% more trafficon theirwebsite Theirsocial referral trafficwasincreasedby
2500% and this was an outstanding result They had got 6500 new signups with the help of
their microsite They had received an amazing 10000 new leads
23. LEARNINGS With the help of Digital marketing an enterprise could achieve their objective of
increasingtheirsalestoa greatextentHow social mediacan playa vital role in the growthof
an enterprise Business revenue can be increased with adopting the right kind of digital
marketing strategy Digital marketing helps to create awareness in the market With the help
of Digital marketinganyparticularidentifiedsegmentcanbe tapedforbusinessopportunities
Digital marketing implementation is the key to success for an business enterprise Digital
marketing has a wide reach and can be utilized for the benefit of business enterprise to
achieve the desired