SlideShare a Scribd company logo
Lead Generation
Strategy
Neha Anand
LEAD
GENERATION
IS THE
PROCESS OF
INITIATION OF
CUSTOMER
INTEREST AND
INQUIRY
How do we generate leads?
LEAD
S
Inside Sales-Lead Generation
Techniques
LEAD
GENERATION
TECHNIQUES
EMAIL
CAMPAIGNS
BLOGGING
SOCIAL MEDIA
MARKETING
SEO
COLD CALLING
WEBINARS
AND EVENTS
NETWORKING
USE GATED
VIDEOS AND
POSTS
LinkedIn seems to be the Best
medium for Lead Generation from
the below Stats
Writing on linked In
Networking on Linked In
Direct Cold Calls from Linked In contacts
Posting related articles on specific groups like for
accounting product putting a blog or content and
posting it on relevant groups to receive
responses
0
5
10
15
FACEBOOK TWITTER LINKEDIN
Cold Calling vs. Email
COLD CALLING
Though
Cold
calling is
traditional
way but
very
important
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
without
appointme
nt for a
business
proposition
EMAIL CAMPAIGN
Process of
marketing
any
product or
service
directly
through
emails
Email marketing
includes content
marketing,
newsletter, mass
mailing
Email
Marketing
is again a
very
important
part of
sales
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
Effective Email Campaign for
High Open Rate
• Small subject
line
• Prime time to
send emails is 8
PM- mid night
• Give something
for free or for
trial
• Send emails on
weekends
• Re-engage
inactive group of
subscribers
Email Campaign Pros and
Cons
• Go Solo
• Go around the clock
• Go Ahead- 60 minutes
• Go Free before paid
tools like linkedin,
hootsuit, TimeTrade
StoryQuest etc.
• Go Direct , Go Viral
• Go Slow
• Go Back to
School
• Go Back to
Work
Cold Calling Pros and
Cons
• Go Solo, write
your own script
• Go Around the
clock
• Go Ahead
• Go Fast
• Go Away, Avoid
calling after 3
calls and 3 emails
• Go All in-
Diversify your
approach
• Go Home- Write
blogs or run a
webinar to get
more responses
Lead Generation Strategy-
Software Companies vs. Retail
Product Companies
• Cold Calling
• Email Marketing
• Channel Partners Meets
• Webinars
• Conferences, Events
• Content Writing and
publishing
• Blogging
• SEO
• Digital Marketing
• Promotional events
• Direct Marketing
• Face to Face Interaction
with customers
• Advertisement ( Offline
and online)
• Leads from distributors
and dealers
• Leads from customer
surveys
• Advertisement from
Media
• Development of loyalty
programs for customers
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
SOCIAL MEDIA IS A CONVERSATION &
INFORMATION EXCHANGE USING…....
ONLINE
TOOLS
Like These…..
Social Media Sales- Pros and
Cons
• It is usually free and always of Low
cost. Reduced marketing costs
increased sales
• Increased traffic to your website
improved ranking on search
engines
greater customer engagement
• 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 using
it as 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 media is immediate and
needs daily monitoring
• Risk of unwanted or inappropriate
behavior on your site, including
bullying and harassment
• Greater exposure online has the
potential to attract risks. Risks can
include negative feedback
Lead Generation Ideas for Cloud
Based Products or SaaS Products
E- Books
Free Trial
Request a Quote or More Info
Content Marketing
Link Building, SEO, Ad words
Unselfish Contents
SaaS
According to Gartner-
The market for SaaS (Software as a Service) applications
will grow from $20 billion in 2013 to $33 billion in 2016,
with a compound annual growth rate of 19.5%. A
Compass study shows that SaaS is growing nearly 3X as
fast as software as a whole, and that 72% of all SaaS
startups are at least partially funded.
Good news for SaaS startups and growing SaaS
ventures alike, but the space is getting crowded and
competition is fierce. What could be done for great
marketing for SaaS companies?
Digital Marketing Case Study of a
SaaS company
It is a cloud computing company best known for its on-demand
CRM solutions and its prime focus is on Cloud computing
The company was founded in the year 1999 as a company
specializing in software as a service(SaaS)
In June 2004, 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
Business Objectives of the
company
The core objective of this company was to:
Increase traffic and get more leads in the UK.
It saw a high potential and huge business opportunity in the
United Kingdom market segment.
They aspired to tap this market and extend their services.
They wanted to create more awareness about their services and
increase their sales
They wanted to increase their revenue in the United Kingdom
region and they had an objective of growing / increasing traffic
and getting more leads in this market
Digital Marketing Strategy adopted
by the company
They wanted to
leverage more
expertise in the
content and hit the
sweet spot in the
B2B purchase
journey
They did a market
research & found
the following facts
• About 78% of
Internet users
conduct
product
research
online
• 4% of adults
have posted
comments or
reviews online
about the
They developed a
microsite full of rich
&
relevant content. It
was targeted to
people who were
identified from the
market based
on the research. It
was focused towards
topics like – Sales,
customer service,
collaboration and
They used
collaboration
tool Chatter to
collaborate a team
consisting of 56
members in the
team
Role of this 56
members
team was to
generate
the required content
to
achieve the desired
objective
Launch & Promoting the
microsite
They launched the microsite in 12 weeks with 32 pieces of
contents in the microsite covered
They promoted the microsite via various channels like Facebook,
Twitter, Guest Blogger, emails, PR
They also adopted outbound marketing strategy via Sponsored
tweets, Linkedin banner adds / Google display network
Overall they covered 32 different topics for their microsite
And DO
YOU KNOW
THE
RESULT?
They achieved incredible results and achieved their desired objective with
higher success ratio
They achieved 80% more traffic on their website
Their social referral traffic was increased by 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
LEARNINGS
With the help of Digital marketing an enterprise could
achieve their objective of increasing their sales to a great
extent
How social media can play a vital role in the growth of 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 marketing any particular identified
segment can be taped for business opportunities
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

More Related Content

What's hot

Digital Marketing proposal
Digital Marketing proposalDigital Marketing proposal
Digital Marketing proposal
Vibes Communications Pvt Ltd
 
Creating a digital marketing strategy
Creating a digital marketing strategyCreating a digital marketing strategy
Creating a digital marketing strategy
Invest Northern Ireland
 
Digital Marketing Strategy Presentation (PDF)
Digital Marketing Strategy Presentation (PDF) Digital Marketing Strategy Presentation (PDF)
Digital Marketing Strategy Presentation (PDF)
Web Trainings Academy
 
How to Use Social Media for Lead Generation
How to Use Social Media for Lead GenerationHow to Use Social Media for Lead Generation
How to Use Social Media for Lead Generation
Vivek G Maudgalya
 
Digital Marketing for Lead Generation & Sales
Digital Marketing for Lead Generation & SalesDigital Marketing for Lead Generation & Sales
Digital Marketing for Lead Generation & Sales
Digital Vidya
 
Customer Retention
Customer RetentionCustomer Retention
Customer Retention
Yayvo.com
 
Lead Management
Lead ManagementLead Management
e-mail marketing
e-mail marketinge-mail marketing
e-mail marketing
Zeynep Çıkın
 
Digital Content Marketing Proposal PowerPoint Presentation Slides
Digital Content Marketing Proposal PowerPoint Presentation SlidesDigital Content Marketing Proposal PowerPoint Presentation Slides
Digital Content Marketing Proposal PowerPoint Presentation Slides
SlideTeam
 
Product Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleProduct Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_Sample
Paresh Baghel
 
Marketing Your SaaS Product
Marketing Your SaaS ProductMarketing Your SaaS Product
Marketing Your SaaS Product
Intelligent_ly
 
Digital Marketing Trends for 2023
Digital Marketing Trends for 2023Digital Marketing Trends for 2023
Digital Marketing Trends for 2023
Vbout.com
 
Go To Market Strategies
Go To Market StrategiesGo To Market Strategies
Go To Market Strategies
Shahab Farjampour
 
LinkedIn Marketing Strategies
LinkedIn Marketing StrategiesLinkedIn Marketing Strategies
LinkedIn Marketing Strategies
Cygnet Infotech Pvt. Ltd.
 
Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companies
Guillaume Lerouge
 
General digital marketing consulting proposal
General digital marketing consulting proposalGeneral digital marketing consulting proposal
General digital marketing consulting proposal
Shashikant Kashodhan
 
What Is Email Marketing?
What Is Email Marketing?What Is Email Marketing?
What Is Email Marketing?
Simplilearn
 
Digital Marketing for Business Growth
Digital Marketing for Business GrowthDigital Marketing for Business Growth
Digital Marketing for Business Growth
Nachiketa Soni
 
Overview of Sales Navigator
Overview of Sales NavigatorOverview of Sales Navigator
Overview of Sales Navigator
LinkedIn Sales Solutions
 
Online reputation management
Online reputation managementOnline reputation management
Online reputation management
Integrated Marketing Foundation
 

What's hot (20)

Digital Marketing proposal
Digital Marketing proposalDigital Marketing proposal
Digital Marketing proposal
 
Creating a digital marketing strategy
Creating a digital marketing strategyCreating a digital marketing strategy
Creating a digital marketing strategy
 
Digital Marketing Strategy Presentation (PDF)
Digital Marketing Strategy Presentation (PDF) Digital Marketing Strategy Presentation (PDF)
Digital Marketing Strategy Presentation (PDF)
 
How to Use Social Media for Lead Generation
How to Use Social Media for Lead GenerationHow to Use Social Media for Lead Generation
How to Use Social Media for Lead Generation
 
Digital Marketing for Lead Generation & Sales
Digital Marketing for Lead Generation & SalesDigital Marketing for Lead Generation & Sales
Digital Marketing for Lead Generation & Sales
 
Customer Retention
Customer RetentionCustomer Retention
Customer Retention
 
Lead Management
Lead ManagementLead Management
Lead Management
 
e-mail marketing
e-mail marketinge-mail marketing
e-mail marketing
 
Digital Content Marketing Proposal PowerPoint Presentation Slides
Digital Content Marketing Proposal PowerPoint Presentation SlidesDigital Content Marketing Proposal PowerPoint Presentation Slides
Digital Content Marketing Proposal PowerPoint Presentation Slides
 
Product Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_SampleProduct Strategy and Go to Market Model_Sample
Product Strategy and Go to Market Model_Sample
 
Marketing Your SaaS Product
Marketing Your SaaS ProductMarketing Your SaaS Product
Marketing Your SaaS Product
 
Digital Marketing Trends for 2023
Digital Marketing Trends for 2023Digital Marketing Trends for 2023
Digital Marketing Trends for 2023
 
Go To Market Strategies
Go To Market StrategiesGo To Market Strategies
Go To Market Strategies
 
LinkedIn Marketing Strategies
LinkedIn Marketing StrategiesLinkedIn Marketing Strategies
LinkedIn Marketing Strategies
 
Go to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companiesGo to-market strategy for B2B SaaS companies
Go to-market strategy for B2B SaaS companies
 
General digital marketing consulting proposal
General digital marketing consulting proposalGeneral digital marketing consulting proposal
General digital marketing consulting proposal
 
What Is Email Marketing?
What Is Email Marketing?What Is Email Marketing?
What Is Email Marketing?
 
Digital Marketing for Business Growth
Digital Marketing for Business GrowthDigital Marketing for Business Growth
Digital Marketing for Business Growth
 
Overview of Sales Navigator
Overview of Sales NavigatorOverview of Sales Navigator
Overview of Sales Navigator
 
Online reputation management
Online reputation managementOnline reputation management
Online reputation management
 

Viewers also liked

24 Quotes for the Email Marketer
24 Quotes for the Email Marketer24 Quotes for the Email Marketer
24 Quotes for the Email Marketer
Chad S. White
 
Content Marketing in the Machine Age: How to Make Your Content More Automated...
Content Marketing in the Machine Age: How to Make Your Content More Automated...Content Marketing in the Machine Age: How to Make Your Content More Automated...
Content Marketing in the Machine Age: How to Make Your Content More Automated...
PR 20/20
 
Marketing in the Machine Age: The Path to a More (Artificially) Intelligent F...
Marketing in the Machine Age: The Path to a More (Artificially) Intelligent F...Marketing in the Machine Age: The Path to a More (Artificially) Intelligent F...
Marketing in the Machine Age: The Path to a More (Artificially) Intelligent F...
PR 20/20
 
Hacking Inbound: 25+ Proven B2B Lead Generation Campaigns and Quick Wins
Hacking Inbound: 25+ Proven B2B Lead Generation Campaigns and Quick WinsHacking Inbound: 25+ Proven B2B Lead Generation Campaigns and Quick Wins
Hacking Inbound: 25+ Proven B2B Lead Generation Campaigns and Quick Wins
PR 20/20
 
B2B-Lead-Generation-Report
B2B-Lead-Generation-ReportB2B-Lead-Generation-Report
B2B-Lead-Generation-Report
Alexandre Pallota
 
Hacking Inbound: 25+ Proven B2B Lead Generation Quick Wins and Campaign Ideas
Hacking Inbound: 25+ Proven B2B Lead Generation Quick Wins and Campaign IdeasHacking Inbound: 25+ Proven B2B Lead Generation Quick Wins and Campaign Ideas
Hacking Inbound: 25+ Proven B2B Lead Generation Quick Wins and Campaign Ideas
PR 20/20
 
AI and Machine Learning Demystified by Carol Smith at Midwest UX 2017
AI and Machine Learning Demystified by Carol Smith at Midwest UX 2017AI and Machine Learning Demystified by Carol Smith at Midwest UX 2017
AI and Machine Learning Demystified by Carol Smith at Midwest UX 2017
Carol Smith
 

Viewers also liked (7)

24 Quotes for the Email Marketer
24 Quotes for the Email Marketer24 Quotes for the Email Marketer
24 Quotes for the Email Marketer
 
Content Marketing in the Machine Age: How to Make Your Content More Automated...
Content Marketing in the Machine Age: How to Make Your Content More Automated...Content Marketing in the Machine Age: How to Make Your Content More Automated...
Content Marketing in the Machine Age: How to Make Your Content More Automated...
 
Marketing in the Machine Age: The Path to a More (Artificially) Intelligent F...
Marketing in the Machine Age: The Path to a More (Artificially) Intelligent F...Marketing in the Machine Age: The Path to a More (Artificially) Intelligent F...
Marketing in the Machine Age: The Path to a More (Artificially) Intelligent F...
 
Hacking Inbound: 25+ Proven B2B Lead Generation Campaigns and Quick Wins
Hacking Inbound: 25+ Proven B2B Lead Generation Campaigns and Quick WinsHacking Inbound: 25+ Proven B2B Lead Generation Campaigns and Quick Wins
Hacking Inbound: 25+ Proven B2B Lead Generation Campaigns and Quick Wins
 
B2B-Lead-Generation-Report
B2B-Lead-Generation-ReportB2B-Lead-Generation-Report
B2B-Lead-Generation-Report
 
Hacking Inbound: 25+ Proven B2B Lead Generation Quick Wins and Campaign Ideas
Hacking Inbound: 25+ Proven B2B Lead Generation Quick Wins and Campaign IdeasHacking Inbound: 25+ Proven B2B Lead Generation Quick Wins and Campaign Ideas
Hacking Inbound: 25+ Proven B2B Lead Generation Quick Wins and Campaign Ideas
 
AI and Machine Learning Demystified by Carol Smith at Midwest UX 2017
AI and Machine Learning Demystified by Carol Smith at Midwest UX 2017AI and Machine Learning Demystified by Carol Smith at Midwest UX 2017
AI and Machine Learning Demystified by Carol Smith at Midwest UX 2017
 

Similar to Lead generation stragety ppt

Lead generation
Lead generationLead generation
Lead generation
ankuragnih
 
Social Selling: The Key to Business Success
Social Selling: The Key to Business SuccessSocial Selling: The Key to Business Success
Social Selling: The Key to Business Success
Whiteoaks International
 
Achieving your objectives via LinkedIn's Marketing Solutions
Achieving your objectives via LinkedIn's Marketing SolutionsAchieving your objectives via LinkedIn's Marketing Solutions
Achieving your objectives via LinkedIn's Marketing Solutions
LinkedIn Europe
 
Motarme NISP Digital Marketing for Startups - Coleraine-14 jan2016v2
Motarme NISP Digital Marketing for Startups - Coleraine-14 jan2016v2Motarme NISP Digital Marketing for Startups - Coleraine-14 jan2016v2
Motarme NISP Digital Marketing for Startups - Coleraine-14 jan2016v2
Motarme Marketing Technology
 
DIGITAL MARKETING
DIGITAL MARKETINGDIGITAL MARKETING
DIGITAL MARKETING
simrangupta720990
 
Live Webinar: Using LinkedIn for Brand Marketing
Live Webinar: Using LinkedIn for Brand MarketingLive Webinar: Using LinkedIn for Brand Marketing
Live Webinar: Using LinkedIn for Brand Marketing
LinkedIn
 
Social media pdf
Social media pdfSocial media pdf
Social media pdf
FCB Brandfirst Nigeria
 
Is social media eclipsing search?
Is social media eclipsing search?Is social media eclipsing search?
Is social media eclipsing search?
Regalix
 
Webinar: LinkedIn Lead Accelerator Demo Day
Webinar: LinkedIn Lead Accelerator Demo Day Webinar: LinkedIn Lead Accelerator Demo Day
Webinar: LinkedIn Lead Accelerator Demo Day
LinkedIn
 
Case study b2b lead generation then & now
Case study b2b lead generation then & nowCase study b2b lead generation then & now
Case study b2b lead generation then & now
DSIM
 
Live Webinar: Using LinkedIn for Brand Marketing
Live Webinar: Using LinkedIn for Brand MarketingLive Webinar: Using LinkedIn for Brand Marketing
Live Webinar: Using LinkedIn for Brand Marketing
LinkedIn
 
Live demo LinkedIn Lead Accelerator
Live demo LinkedIn Lead AcceleratorLive demo LinkedIn Lead Accelerator
Live demo LinkedIn Lead Accelerator
LinkedIn Europe
 
Demand Generation Best Practices for Professional Services Firms
Demand Generation Best Practices for Professional Services FirmsDemand Generation Best Practices for Professional Services Firms
Demand Generation Best Practices for Professional Services Firms
edynamic
 
Unit 4_DM.pptx
Unit 4_DM.pptxUnit 4_DM.pptx
Unit 4_DM.pptx
AADITYARAJSHARMA2
 
Channel Marketing Programs That Deliver ROI
Channel Marketing Programs That Deliver ROIChannel Marketing Programs That Deliver ROI
Channel Marketing Programs That Deliver ROI
eCoast
 
Channel Marketing Programs That Deliver ROI
Channel Marketing Programs That Deliver ROIChannel Marketing Programs That Deliver ROI
Channel Marketing Programs That Deliver ROI
Juliann Grant
 
Using LinkedIn for Lead Generation
Using LinkedIn for Lead GenerationUsing LinkedIn for Lead Generation
Using LinkedIn for Lead Generation
LinkedIn
 
Startup Marketing and Customer Acquisition for Athlone IT November 2014
Startup Marketing and Customer Acquisition for Athlone IT November 2014Startup Marketing and Customer Acquisition for Athlone IT November 2014
Startup Marketing and Customer Acquisition for Athlone IT November 2014
Motarme Marketing Technology
 
Fundamentals of Digital Marketing and Web Design.pdf
Fundamentals of Digital Marketing and Web Design.pdfFundamentals of Digital Marketing and Web Design.pdf
Fundamentals of Digital Marketing and Web Design.pdf
repallegiddaiah
 
Digital Marketing
Digital MarketingDigital Marketing
Digital Marketing
Sumeet Chadha
 

Similar to Lead generation stragety ppt (20)

Lead generation
Lead generationLead generation
Lead generation
 
Social Selling: The Key to Business Success
Social Selling: The Key to Business SuccessSocial Selling: The Key to Business Success
Social Selling: The Key to Business Success
 
Achieving your objectives via LinkedIn's Marketing Solutions
Achieving your objectives via LinkedIn's Marketing SolutionsAchieving your objectives via LinkedIn's Marketing Solutions
Achieving your objectives via LinkedIn's Marketing Solutions
 
Motarme NISP Digital Marketing for Startups - Coleraine-14 jan2016v2
Motarme NISP Digital Marketing for Startups - Coleraine-14 jan2016v2Motarme NISP Digital Marketing for Startups - Coleraine-14 jan2016v2
Motarme NISP Digital Marketing for Startups - Coleraine-14 jan2016v2
 
DIGITAL MARKETING
DIGITAL MARKETINGDIGITAL MARKETING
DIGITAL MARKETING
 
Live Webinar: Using LinkedIn for Brand Marketing
Live Webinar: Using LinkedIn for Brand MarketingLive Webinar: Using LinkedIn for Brand Marketing
Live Webinar: Using LinkedIn for Brand Marketing
 
Social media pdf
Social media pdfSocial media pdf
Social media pdf
 
Is social media eclipsing search?
Is social media eclipsing search?Is social media eclipsing search?
Is social media eclipsing search?
 
Webinar: LinkedIn Lead Accelerator Demo Day
Webinar: LinkedIn Lead Accelerator Demo Day Webinar: LinkedIn Lead Accelerator Demo Day
Webinar: LinkedIn Lead Accelerator Demo Day
 
Case study b2b lead generation then & now
Case study b2b lead generation then & nowCase study b2b lead generation then & now
Case study b2b lead generation then & now
 
Live Webinar: Using LinkedIn for Brand Marketing
Live Webinar: Using LinkedIn for Brand MarketingLive Webinar: Using LinkedIn for Brand Marketing
Live Webinar: Using LinkedIn for Brand Marketing
 
Live demo LinkedIn Lead Accelerator
Live demo LinkedIn Lead AcceleratorLive demo LinkedIn Lead Accelerator
Live demo LinkedIn Lead Accelerator
 
Demand Generation Best Practices for Professional Services Firms
Demand Generation Best Practices for Professional Services FirmsDemand Generation Best Practices for Professional Services Firms
Demand Generation Best Practices for Professional Services Firms
 
Unit 4_DM.pptx
Unit 4_DM.pptxUnit 4_DM.pptx
Unit 4_DM.pptx
 
Channel Marketing Programs That Deliver ROI
Channel Marketing Programs That Deliver ROIChannel Marketing Programs That Deliver ROI
Channel Marketing Programs That Deliver ROI
 
Channel Marketing Programs That Deliver ROI
Channel Marketing Programs That Deliver ROIChannel Marketing Programs That Deliver ROI
Channel Marketing Programs That Deliver ROI
 
Using LinkedIn for Lead Generation
Using LinkedIn for Lead GenerationUsing LinkedIn for Lead Generation
Using LinkedIn for Lead Generation
 
Startup Marketing and Customer Acquisition for Athlone IT November 2014
Startup Marketing and Customer Acquisition for Athlone IT November 2014Startup Marketing and Customer Acquisition for Athlone IT November 2014
Startup Marketing and Customer Acquisition for Athlone IT November 2014
 
Fundamentals of Digital Marketing and Web Design.pdf
Fundamentals of Digital Marketing and Web Design.pdfFundamentals of Digital Marketing and Web Design.pdf
Fundamentals of Digital Marketing and Web Design.pdf
 
Digital Marketing
Digital MarketingDigital Marketing
Digital Marketing
 

Lead generation stragety ppt

  • 2. LEAD GENERATION IS THE PROCESS OF INITIATION OF CUSTOMER INTEREST AND INQUIRY
  • 3. How do we generate leads? LEAD S
  • 4. Inside Sales-Lead Generation Techniques LEAD GENERATION TECHNIQUES EMAIL CAMPAIGNS BLOGGING SOCIAL MEDIA MARKETING SEO COLD CALLING WEBINARS AND EVENTS NETWORKING USE GATED VIDEOS AND POSTS
  • 5. LinkedIn seems to be the Best medium for Lead Generation from the below Stats Writing on linked In Networking on Linked In Direct Cold Calls from Linked In contacts Posting related articles on specific groups like for accounting product putting a blog or content and posting it on relevant groups to receive responses 0 5 10 15 FACEBOOK TWITTER LINKEDIN
  • 6. Cold Calling vs. Email COLD CALLING Though Cold calling is traditional way but very important 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 without appointme nt for a business proposition EMAIL CAMPAIGN Process of marketing any 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 Campaign for High Open Rate • Small subject line • Prime time to send emails is 8 PM- mid night • Give something for free or for trial • Send emails on weekends • Re-engage inactive group of subscribers
  • 9. Email Campaign Pros and Cons • Go Solo • Go around the clock • Go Ahead- 60 minutes • Go Free before paid tools like linkedin, hootsuit, TimeTrade StoryQuest etc. • Go Direct , Go Viral • Go Slow • Go Back to School • Go Back to Work
  • 10. Cold Calling Pros and Cons • Go Solo, write your own script • Go Around the clock • Go Ahead • Go Fast • Go Away, Avoid calling after 3 calls and 3 emails • Go All in- Diversify your approach • Go Home- Write blogs or run a webinar to get more responses
  • 11. Lead Generation Strategy- Software Companies vs. Retail Product Companies • Cold Calling • Email Marketing • Channel Partners Meets • Webinars • Conferences, Events • Content Writing and publishing • Blogging • SEO • Digital Marketing • Promotional events • Direct Marketing • Face to Face Interaction with customers • Advertisement ( Offline and online) • 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
  • 15. Social Media Sales- Pros and Cons • It is usually free and always of Low cost. Reduced marketing costs increased sales • Increased traffic to your website improved ranking on search engines greater customer engagement • 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 using it as 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 media is immediate and needs daily monitoring • Risk of unwanted or inappropriate behavior on your site, including bullying and harassment • Greater exposure online has the potential to attract risks. Risks can include negative feedback
  • 16. Lead Generation Ideas for Cloud Based Products or SaaS Products E- Books Free Trial Request a Quote or More Info Content Marketing Link Building, SEO, Ad words Unselfish Contents
  • 17. SaaS According to Gartner- The market for SaaS (Software as a Service) applications will grow from $20 billion in 2013 to $33 billion in 2016, with a compound annual growth rate of 19.5%. A Compass study shows that SaaS is growing nearly 3X as fast as software as a whole, and that 72% of all SaaS startups are at least partially funded. Good news for SaaS startups and growing 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 Marketing Case Study of a SaaS company It is a cloud computing company best known for its on-demand CRM solutions and its prime focus is on Cloud computing The company was founded in the year 1999 as a company specializing in software as a service(SaaS) In June 2004, 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. Business Objectives of the company The core objective of this company was to: Increase traffic and get more leads in the UK. It saw a high potential and huge business opportunity in the United Kingdom market segment. They aspired to tap this market and extend their services. They wanted to create more awareness about their services and increase their sales They wanted to increase their revenue in the United Kingdom region and they had an objective of growing / increasing traffic and getting more leads in this market
  • 20. Digital Marketing Strategy adopted by the company They wanted to leverage more expertise in the content and hit the sweet spot in the B2B purchase journey They did a market research & found the following facts • About 78% of Internet users conduct product research online • 4% of adults have posted comments or reviews online about the They developed a microsite full of rich & relevant content. It was targeted to people who were identified from the market based on the research. It was focused towards topics like – Sales, customer service, collaboration and They used collaboration tool Chatter to collaborate a team consisting of 56 members in the team Role of this 56 members team was to generate the required content to achieve the desired objective
  • 21. Launch & Promoting the microsite They launched the microsite in 12 weeks with 32 pieces of contents in the microsite covered They promoted the microsite via various channels like Facebook, Twitter, Guest Blogger, emails, PR They also adopted outbound marketing strategy via Sponsored tweets, Linkedin banner adds / Google display network Overall they covered 32 different topics for their microsite And DO YOU KNOW THE RESULT?
  • 22. They achieved incredible results and achieved their desired objective with higher success ratio They achieved 80% more traffic on their website Their social referral traffic was increased by 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 increasing their sales to a great extent How social media can play a vital role in the growth of 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 marketing any particular identified segment can be taped for business opportunities 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