LeadLife provides lead management expertise and marketing automation technology to help companies maximize revenue. Their solution involves tracking, scoring, and nurturing leads through automated campaigns. When combined with a well-defined lead management process aligning sales and marketing, companies can experience a 107% better lead conversion rate, a 416% increase in closed deals, and $570,000 more in revenue on average. LeadLife customers report increased revenue, qualified leads, and conversion rates, along with decreased sales cycles and costs.
Our July 2018 speaker was Owen Scott, managing director of Concentrate. He presented a compelling case for changing the way we think about sales and marketing as New Zealand software companies. This is built on insights from the NZTE sponsored Market Measures survey, which benchmarks Kiwi tech sales and marketing against US figures. He also offered several case studies of local tech exporters who have rebooted their approach to selling their innovations.
Owen has extensive experience in the New Zealand technology industry, in technical, sales and marketing roles. He is on the board of the New Zealand Hi-Tech Trust (responsible for the NZ Hi-Tech Awards) and previously on the board of the New Zealand Software Association, Canterbury Tech and Enable Services, the company responsible for building an ultra-fast broadband (UFB) network for Christchurch. Owen is a member of the New Zealand Institute of Management and a Chartered Member of the New Zealand Institute of Directors. He is the managing director of Concentrate, a consulting firm that helps technology companies throughout New Zealand grow their leads and sales.
Need to make a BIG impact, in not a lot of time? Lucky for you, you can significantly improve your AdWords results in JUST 20 minutes per week and we'll show you how!
Join the webinar to learn:
-How just 20 minutes per week can positively affect your AdWords Performance
-Tips & Tricks perfect for even the busiest business owner
-5 actionable tips to turn "Oops," to "YES!" in AdWords
-Real examples so you can walk away and start implementing in your account today.
HighRoad U Webinar: Measuring: Using Digital Metrics to Gain Member InsightHighRoad Solution
Learn how to measure the success of Using Digital Metrics to Gain Member Insight. We'll find out what metrics are important, how to collect & interpret them so that your organization thrives.
Seven Steps to Getting Started with Sales EnablementJeff Day
Poor alignment between sales and marketing causes friction with significant impact on revenue. Effective sales enablement brings marketing and sales together to drive greater sales effectiveness. Use these 7 steps to improve Sales Enablement, and improve sales productivity.
Our July 2018 speaker was Owen Scott, managing director of Concentrate. He presented a compelling case for changing the way we think about sales and marketing as New Zealand software companies. This is built on insights from the NZTE sponsored Market Measures survey, which benchmarks Kiwi tech sales and marketing against US figures. He also offered several case studies of local tech exporters who have rebooted their approach to selling their innovations.
Owen has extensive experience in the New Zealand technology industry, in technical, sales and marketing roles. He is on the board of the New Zealand Hi-Tech Trust (responsible for the NZ Hi-Tech Awards) and previously on the board of the New Zealand Software Association, Canterbury Tech and Enable Services, the company responsible for building an ultra-fast broadband (UFB) network for Christchurch. Owen is a member of the New Zealand Institute of Management and a Chartered Member of the New Zealand Institute of Directors. He is the managing director of Concentrate, a consulting firm that helps technology companies throughout New Zealand grow their leads and sales.
Need to make a BIG impact, in not a lot of time? Lucky for you, you can significantly improve your AdWords results in JUST 20 minutes per week and we'll show you how!
Join the webinar to learn:
-How just 20 minutes per week can positively affect your AdWords Performance
-Tips & Tricks perfect for even the busiest business owner
-5 actionable tips to turn "Oops," to "YES!" in AdWords
-Real examples so you can walk away and start implementing in your account today.
HighRoad U Webinar: Measuring: Using Digital Metrics to Gain Member InsightHighRoad Solution
Learn how to measure the success of Using Digital Metrics to Gain Member Insight. We'll find out what metrics are important, how to collect & interpret them so that your organization thrives.
Seven Steps to Getting Started with Sales EnablementJeff Day
Poor alignment between sales and marketing causes friction with significant impact on revenue. Effective sales enablement brings marketing and sales together to drive greater sales effectiveness. Use these 7 steps to improve Sales Enablement, and improve sales productivity.
Tips And Tricks To Accelerate Pipeline Growth Captora
Marketing is entering the renaissance years - marketing leaders are THE growth drivers in today's winning companies. But are you ready to show the best results and to fuel faster growth? Hear about breakthrough techniques, tips, and templates for increasing marketing growth & productivity, getting the most from today's marketing product stack (from the top-of-the-funnel through Marketing Automation and CRM). In this session you will learn: How to automate your marketing programs and campaigns, armed with content offered in context of your buyers so conversion rates are maximized - Modern technology that takes the guesswork out of prioritizing work and for keeping track of competitor and buyer behaviors in real-time - Best practices and benchmark data across modern marketing channels, content, and programs - 2015 Marketing Hierarchy of Metrics - Reporting templates to measure and report the right things to prove your results and justify more future funding (these will be provided for you to take with you)
The marketing choices available to you flow from your ability to deliver and capture value. Value is determined by how much satisfaction your product offers and much effort it requires. Positioning takes sacrifice. It means giving up the vast majority of the market, in exchange for a very small niche that your are best suited to dominate. The war may take place in the market, but each battle is fought in the mind. Social validation is the most powerful catalyst for action. Limit your efforts to 3 channels in parallel. The sooner you can start executing, the sooner you can find what channels will work for you. Check the math before taking on a new channel. Avoid getting lost in tactics and aimless execution, by defining what success looks like. Create the report you will use to measure success and build the infrastructure to support it. It is much easier to double your revenue by doubling your conversion rate than it is by doubling your traffic. Test copy over design, and drastic changes over subtle ones. Now that you’ve followed all the rules, it’s time to throw away the rulebook. Time to try some new ideas, and find unorthodox ways to multiply your customer base.
In this Aquent-sponsored AMA Webcast, Eric Waldinger, Aquent’s Online Marketing Practice Leader provides an overview of Aquent and the AMA’s recent Hiring Trends Survey, detail the benefits of bringing your digital marketing department in-house, specifies how this department should be structured and managed, and explains how all of this will save your company time and money.
Automating Adwords: Beating the Competition In Your SleepAffiliate Summit
This presentation is from Affiliate Summit West 2018 (January 7 - January 9, 2018 in Las Vegas).
Session description: How affiliates can build systems using up-to-date SEM automation tech. This will include a demo of affiliate-to-Adwords conversion tracking to create automated ROI-based keyword bidding SEM campaigns.
Fueling Growth by Connecting NetSuite with Marketing SystemsBedrock Data, Inc.
NetSuite is a great system for managing a business. Driving growth though requires integrated marketing systems. Learn about approach for connecting NetSuite to marketing to fuel growth with these best practices, tips & tricks.
A panel of 8 best-of-breed MarTech leaders share their thoughts on how B2B marketing operations professionals can best navigate the complex MarTech landscape.
Dan Tyre talking about Sales Enablement at our virtual Solent HUG (HubSpot User Group) recently. It was great to see so many enthusiastic and engaged attendees at the webinar.
The feedback so far has been fantastic.
We look forward to inviting you to the next one in due course and we plan to run them at least quarterly.
Please visit our chapter and keep an eye on upcoming events:
https://bit.ly/39DyZN6
#SolentHUG
Best wishes
Sam (Solent HUG team).
First Rule of Marketing Analytics: Forget the Customer - Digital Summit Phoenixmbedner
The customer decision journey is no longer linear – the method for measuring it shouldn’t be either. This session will challenge marketers to understand customer acquisition differently, how to construct a marketing measurement funnel, and how to demonstrate holistic results that drive performance and optimization.
Demand Activation – Going Beyond Lead GenerationNick Noble
Presentation from MnSearch's event - Advanced Search: Next Level Forecasting & Lead Generation Strategies on Wednesday, November 16th at Spyder Trap in Minneapolis, MN.
Tips And Tricks To Accelerate Pipeline Growth Captora
Marketing is entering the renaissance years - marketing leaders are THE growth drivers in today's winning companies. But are you ready to show the best results and to fuel faster growth? Hear about breakthrough techniques, tips, and templates for increasing marketing growth & productivity, getting the most from today's marketing product stack (from the top-of-the-funnel through Marketing Automation and CRM). In this session you will learn: How to automate your marketing programs and campaigns, armed with content offered in context of your buyers so conversion rates are maximized - Modern technology that takes the guesswork out of prioritizing work and for keeping track of competitor and buyer behaviors in real-time - Best practices and benchmark data across modern marketing channels, content, and programs - 2015 Marketing Hierarchy of Metrics - Reporting templates to measure and report the right things to prove your results and justify more future funding (these will be provided for you to take with you)
The marketing choices available to you flow from your ability to deliver and capture value. Value is determined by how much satisfaction your product offers and much effort it requires. Positioning takes sacrifice. It means giving up the vast majority of the market, in exchange for a very small niche that your are best suited to dominate. The war may take place in the market, but each battle is fought in the mind. Social validation is the most powerful catalyst for action. Limit your efforts to 3 channels in parallel. The sooner you can start executing, the sooner you can find what channels will work for you. Check the math before taking on a new channel. Avoid getting lost in tactics and aimless execution, by defining what success looks like. Create the report you will use to measure success and build the infrastructure to support it. It is much easier to double your revenue by doubling your conversion rate than it is by doubling your traffic. Test copy over design, and drastic changes over subtle ones. Now that you’ve followed all the rules, it’s time to throw away the rulebook. Time to try some new ideas, and find unorthodox ways to multiply your customer base.
In this Aquent-sponsored AMA Webcast, Eric Waldinger, Aquent’s Online Marketing Practice Leader provides an overview of Aquent and the AMA’s recent Hiring Trends Survey, detail the benefits of bringing your digital marketing department in-house, specifies how this department should be structured and managed, and explains how all of this will save your company time and money.
Automating Adwords: Beating the Competition In Your SleepAffiliate Summit
This presentation is from Affiliate Summit West 2018 (January 7 - January 9, 2018 in Las Vegas).
Session description: How affiliates can build systems using up-to-date SEM automation tech. This will include a demo of affiliate-to-Adwords conversion tracking to create automated ROI-based keyword bidding SEM campaigns.
Fueling Growth by Connecting NetSuite with Marketing SystemsBedrock Data, Inc.
NetSuite is a great system for managing a business. Driving growth though requires integrated marketing systems. Learn about approach for connecting NetSuite to marketing to fuel growth with these best practices, tips & tricks.
A panel of 8 best-of-breed MarTech leaders share their thoughts on how B2B marketing operations professionals can best navigate the complex MarTech landscape.
Dan Tyre talking about Sales Enablement at our virtual Solent HUG (HubSpot User Group) recently. It was great to see so many enthusiastic and engaged attendees at the webinar.
The feedback so far has been fantastic.
We look forward to inviting you to the next one in due course and we plan to run them at least quarterly.
Please visit our chapter and keep an eye on upcoming events:
https://bit.ly/39DyZN6
#SolentHUG
Best wishes
Sam (Solent HUG team).
First Rule of Marketing Analytics: Forget the Customer - Digital Summit Phoenixmbedner
The customer decision journey is no longer linear – the method for measuring it shouldn’t be either. This session will challenge marketers to understand customer acquisition differently, how to construct a marketing measurement funnel, and how to demonstrate holistic results that drive performance and optimization.
Demand Activation – Going Beyond Lead GenerationNick Noble
Presentation from MnSearch's event - Advanced Search: Next Level Forecasting & Lead Generation Strategies on Wednesday, November 16th at Spyder Trap in Minneapolis, MN.
If you consider yourself a leader today then it is vitally important that you begin to understand just how "social" our world has become. This presentation explores why association leaders should engage in social media.
Marketing Automation: Nurturing, Prioritizing, and Recycling Leads to Convert...Demandum
Nurturing, Prioritizing, and Recycling Leads to Convert More Leads into Revenue
Improved lead management will create more demand for our products:
Leads get better follow-up through automated lead nurturing
Leads will better understand the benefits of our products
Our sales team can focus on selling to the highest quality leads
With the Help of Advanced Lead Management Software.pdfrahulkmm1997
In today's competitive business landscape, efficiently managing leads is paramount for sustained growth and success, whether you're a small start-up or a large enterprise. Lead management software steps in to offer powerful tools and features to streamline your sales pipeline and drive revenue. This vital tool facilitates the orchestration of lead-related activities throughout the customer acquisition journey, encompassing lead generation, qualification, and conversion through tailored strategies. It empowers marketing and sales teams to handle leads effectively within their pipeline, offering functionalities for lead generation, segmentation, nurturing, scoring, routing, and performance measurement. In this comprehensive guide, we'll explore everything you need to know about lead management software, its benefits, key features, and how to choose the right solution for your business.
B2B Sales & Marketing Trends for the Modern OrganizationSkaledConsultuing
Skaled sales & marketing consulting firm believes in reaching the buyer that exists today - not the one from ten years ago. Follow along as we explain how the landscape has changed in the B2B space and now to navigate it today through outreach, technology, people, and roles.
Get more from your marketing automation - Act-On & spotONvisionB2B Marketing Forum
Learn how to take your marketing automation to the next level: from basics to an advanced user. You’ll take away practical tools and strategies suitable for any marketing automation platform. This will help you prioritise your activities in your current work and help build your marketing automation in the future.
Learn how a LeadLife customer, designed a successful lead scoring and nurturing system within their organization that increased their qualified leads by 78% and decreased their buy cycle time from months to weeks.
See the blueprint they used and gain valuable insight on how your organization can increase "sales ready" leads and drive marketing ROI.
Product Marketing Content Curator: Why do you need one?NeuronLeaders
A proficient Content Curator can help increase sales, lower costs and improve results by auditing, evaluating, creating, managing, and optimizing your product marketing assets.
Do you know the average life expectancy of today's CMO is a little over a year and a half? Shocking? Not really when you consider the current economic climate. Marketing as a practice is evolving and so are the strategies and technologies available.
Changes over the last decade and the recent economic situations have led businesses to new directions. Marketers and Small Business Owners are being charged with doing more for less and generating greater results than ever before. The internet has forever changed the way we interact with and market to customers.
[Demand Generation Webinar] Companies Hoping to Steadily Land New Clients Mus...McRae and Company
Originally recorded in June 2015. Speaker: Mark Woodbridge, SVP, Salesfusion.
Learn how to turn a cold sales call into a smart sales call. B2B businesses adopting marketing automation join marketing and sales into a single team through common business generation goals.
Aviva Walsh's demonstration revolved around Inbound Sales and how to implement it in your business. Watch her presentation to learn more about Inbound Sales and the alignment of Sales and Marketing.
Stan & Stacy Marketing Automation Training in 1 day
LeadLife Solutions
1. LeadLife Solutions
Combining Lead Management Expertise & Marketing
Automation Technology to Increase Sales Opportunities
Brawn + Brains
Marketing Automation Technology Powered by Experts
2. What is Lead Management?
Email, Adwords, Banners, Webinars, Offline Events
Inquires/Suspects
Conversions
Sales Ready Leads
Qualified
Opportunities
Closed
Sales
Sales
Nurture
Nurture
Marketing
Sales
Lead Management provides a
flow between marketing and
sales so that your company can
maximize revenue by
increasing the number of sales
ready leads.
Marketing Automation
Technology allows marketers to
automatically track, score,
prioritize and nurture leads.
Lead Nurturing is staying top of
mind with relevant email
content. Once prospects are
ready to buy, your company’s
expertise will be top of mind.
3. What is Lead Management?
› One component of a lead management program is the software.
Marketing Automation technology helps automate the tracking, scoring
and nurturing of prospects.
› Develop a lead management process to align your sales and marketing
teams. Define a common “sales ready lead” criteria for the best quality
leads.
› Segment your leads and/or set up lead scoring criteria to better qualify
sales opportunities. Send qualified lead data to sales teams in real time
using sales rep alerts.
› Build automated nurturing campaigns with targeted content that drives
your prospects through the sales cycle.
› Integrate with your CRM system to flow leads to sales and track
campaign performance/ROI.
4. Spreadsheets / CRM Database
Generate &
Qualify Leads??
Banner ads
Event
s
Website
Email
Existing Lists
Basic Lead Management Process
5. › Existing legacy lead management process
• For every 100 raw leads, only 4 to 7 are ready to buy.
• Sales teams are spending 20% of their time generating
leads, not selling.
• 80% of leads that are generated by marketing are not followed
up with.
› New lead management process combined with technology
• Best-in-class companies using marketing automation experience
a 107% better lead conversion rate.
• 44% of marketing automation users said that a lack of defined
lead management process was their main obstacle to success.
• 416% increase in closed deals
– $570,000 in more revenue (based on an average selling price of $150,000)
*Statistics provided by: Meclabs, CSO Insights, Marketingprofs, SiriusDecisions, Aberdeen
6. • Capture and score all leads
• View all leads on one
dashboard
• Track ROI for each campaign
Promote leads to
Sales
Nurture leads
with e-newsletters,
drip marketing
Banner ads
Event
s
Website
Email
Existing Lists
Lead Process with Scoring & Nurturing
7. Bottom Line Results
Increased revenue by 150%
Increase in qualified leads by 78%
Decrease in sales cycle from months to weeks
Increase first call contact success rate by 85%
Decrease in cost of sales by 10%
Improved conversion rates up to 3x
60 day ROI
LeadLife customers have found:
8. Contact LeadLife
Interested in learning more?
Contact us to Schedule a Demo
www.LeadLife.com
1.800.680.6292
Follow/Share:
Editor's Notes
Lead management provides the flow between marketing and sales so that a company can maximize revenue through increasing the number of sales ready leads. This comes from either new business and/or existing customers.
One component of a lead management program is the software. This helps automate the tracking, scoring and nurturing of leads. Its something that sits at the top of the funnel before a CRM system – where sales conversions happen. Instead of inquiries and suspects flooding your CRM for sales … a lead management system catches them, assesses them and decides if they are sales ready or not. If not, it will nurture them until they are sales ready. The majority of people/companies visiting your website will not be in the buying mode- they are just researching. However, they will buy from someone over the next 24 months. This is where nurturing comes in. Nurturing is about staying top of mind with relevant content to the prospect so that when they are ready to buy, your company’s name will be top of mind.
So what’s the big deal with the process – why change? Well as you can see, its very costly not to… and the revenue upside is substantial.
100 raw leads - meclabs
cso insights – 20%
Marketing profs 80%
Jonathan Block of Sirius Decisions – automation and process
A 366% increase in sales accepted leads
A 416% increase in closed deals
$570,000 in more revenue (based on an average selling price of $150,000)
If you increase the number of qualified leads sent to sales, revenue will increase – that’s the definition of lead management and its been proven by LeadLife customers.