The document describes PETE, a bespoke B2B lead generation model. PETE integrates marketing and lead generation to support B2B sales. It uses prospect engagement, tracking, and evaluation to nurture prospects into customers. PETE profiles prospects, engages them through various methods, tracks interactions, provides feedback, and evaluates results to improve future efforts.
Moving from NOW to NEXT in the Marketing of Insights FortuneCMO, LLC
Insights Marketing Day | #IMD15 | 9-21-15 | by Steven Cook
Every business vertical today is experiencing rapid disruption of business models, value propositions, products and services & customer expectations. The Market Research industry is similarly facing big changes. It is more important than ever for insights businesses to understand & use state-of-the-art marketing & brand building approaches to better engage with customers, prospects & strategic partners.
Lauren Moloney's Presentation at Mumbrella's B2B Marketing SummitJordanDervish
Lauren Moloney, GM of Growth & Customer Communication, News Corp Australia, Presented 'Building a Subscription Based B2B Business and the Value Infinity Loop'
Advertising, PR- Components of the client briefMamata Sampath
This presentation makes an attempt to describe the need for a brief from the client while executing a project ( PR)
It explains the necessary components of the brief.
Webinar - making customer retention your strategy for hyper-growthRanceTimiEbiwari
Consumer expectations have shifted. Digital-first brands are now the leaders in creating valuable experiences. Thoughtful, meaningful engagement is a more effective strategy than persistent, irrelevant campaigns.
Start-ups today rely on ‘maybe’ and ‘I-feel-so’ factors rather on validated data. If you have a ‘great’ product your greatest proof is number of sales. This presentation's objective is to ensure tha you are building your marketing plan in the right direction with the right elements.
Would be glad to hear your thoughts out!
Moving from NOW to NEXT in the Marketing of Insights FortuneCMO, LLC
Insights Marketing Day | #IMD15 | 9-21-15 | by Steven Cook
Every business vertical today is experiencing rapid disruption of business models, value propositions, products and services & customer expectations. The Market Research industry is similarly facing big changes. It is more important than ever for insights businesses to understand & use state-of-the-art marketing & brand building approaches to better engage with customers, prospects & strategic partners.
Lauren Moloney's Presentation at Mumbrella's B2B Marketing SummitJordanDervish
Lauren Moloney, GM of Growth & Customer Communication, News Corp Australia, Presented 'Building a Subscription Based B2B Business and the Value Infinity Loop'
Advertising, PR- Components of the client briefMamata Sampath
This presentation makes an attempt to describe the need for a brief from the client while executing a project ( PR)
It explains the necessary components of the brief.
Webinar - making customer retention your strategy for hyper-growthRanceTimiEbiwari
Consumer expectations have shifted. Digital-first brands are now the leaders in creating valuable experiences. Thoughtful, meaningful engagement is a more effective strategy than persistent, irrelevant campaigns.
Start-ups today rely on ‘maybe’ and ‘I-feel-so’ factors rather on validated data. If you have a ‘great’ product your greatest proof is number of sales. This presentation's objective is to ensure tha you are building your marketing plan in the right direction with the right elements.
Would be glad to hear your thoughts out!
Nurturing Best Practices for Demand GenAsad Haroon
Most companies have a database of leads that have been set aside after initial closing attempts failed to produce the desired results. These leads should not be ignored, as they can prove at least as valuable as fresh leads, and are worth working. The truth is, even the best leads will not produce the results you want if they are not managed and nurtured well.
How to properly brief your agency by JJ Nonis Hacking DigitalJude Jefferson Nonis
This is just a little basic deck on why Client's should write a proper brief to their Agency. A proper brief will help agencies understand and create better strategies & creative for brands.
Everyone in business – and in marketing especially – knows that you need to have a value proposition (aka, value prop). But yet, no one really seems to know why; it’s just one of those things that if you’re in business, you’re supposed to have.
This blog will explain what a value prop is and why you need one.
Regardless of size, all business owners need to understand that marketing is critical to the success of their business. This blog provides insights to help them do that.
Sales and Marketing Alignment - The Secret to More RevenueRichard Hatheway
This article will explain what Sales and Marketing alignment is, explain the benefits of Sales and Marketing alignment, and provide best practices to help more fully align your Sales and Marketing departments.
Checklists for an Effective Lead Generation CampaignRichard Hatheway
Developing a lead generation campaign is a relatively simple process if you have the right checklists to help address all of the various components and inputs required. This article will provide you with a set of basic checklists to help ensure you have all your bases covered.
Retargeting doesn't just help companies bring back the whopping 90% of website visitors who leave without purchasing; it also provides personalized advertising experiences that increase ROI and improve conversion rates. Not sure where to start? Here are seven best practices that'll help you make the most of your retargeting strategy efforts.
Integrated Marketing: What It Is and Why You Should Embrace It (part 2 of 3)Richard Hatheway
This article will provide an overview and will attempt to explain what integrated marketing is and why the use of integrated marketing is more important now than ever before. This is not an in-depth treatise on the topic, but will provide you with a solid foundation on the topic of integrated marketing.
http://www.sickbrickscharacters.com/
SICK BRICKS – a new game features Lego-like figurines that you can scan the physical toys into the digital game, is available as free App on iOS / Android tablets and smartphones.
BE WARNED of these Irresistible Reasons That Can Suck You Into The Game!
Ready to check out the exciting Sick Bricks characters on this site and save Sick City?
Nurturing Best Practices for Demand GenAsad Haroon
Most companies have a database of leads that have been set aside after initial closing attempts failed to produce the desired results. These leads should not be ignored, as they can prove at least as valuable as fresh leads, and are worth working. The truth is, even the best leads will not produce the results you want if they are not managed and nurtured well.
How to properly brief your agency by JJ Nonis Hacking DigitalJude Jefferson Nonis
This is just a little basic deck on why Client's should write a proper brief to their Agency. A proper brief will help agencies understand and create better strategies & creative for brands.
Everyone in business – and in marketing especially – knows that you need to have a value proposition (aka, value prop). But yet, no one really seems to know why; it’s just one of those things that if you’re in business, you’re supposed to have.
This blog will explain what a value prop is and why you need one.
Regardless of size, all business owners need to understand that marketing is critical to the success of their business. This blog provides insights to help them do that.
Sales and Marketing Alignment - The Secret to More RevenueRichard Hatheway
This article will explain what Sales and Marketing alignment is, explain the benefits of Sales and Marketing alignment, and provide best practices to help more fully align your Sales and Marketing departments.
Checklists for an Effective Lead Generation CampaignRichard Hatheway
Developing a lead generation campaign is a relatively simple process if you have the right checklists to help address all of the various components and inputs required. This article will provide you with a set of basic checklists to help ensure you have all your bases covered.
Retargeting doesn't just help companies bring back the whopping 90% of website visitors who leave without purchasing; it also provides personalized advertising experiences that increase ROI and improve conversion rates. Not sure where to start? Here are seven best practices that'll help you make the most of your retargeting strategy efforts.
Integrated Marketing: What It Is and Why You Should Embrace It (part 2 of 3)Richard Hatheway
This article will provide an overview and will attempt to explain what integrated marketing is and why the use of integrated marketing is more important now than ever before. This is not an in-depth treatise on the topic, but will provide you with a solid foundation on the topic of integrated marketing.
http://www.sickbrickscharacters.com/
SICK BRICKS – a new game features Lego-like figurines that you can scan the physical toys into the digital game, is available as free App on iOS / Android tablets and smartphones.
BE WARNED of these Irresistible Reasons That Can Suck You Into The Game!
Ready to check out the exciting Sick Bricks characters on this site and save Sick City?
10 Reasons to Attend the Asia Pacific PE Conference21 CL
APPEC is the premier annual event for PE and Sports Science teachers in the Asia Pacific region to learn from leading global authorities in Physical Education, network with peers from and disseminate good practices.
APPS FOR PE
Discover apps that will transform your PE classroom
ASSESSMENT IN PE
Pedagogical approaches and practical application
TGFU (TEACHING GAMES FOR UNDERSTANDING)
Transforming traditional games into new learning opportunities
HEALTH AND FITNESS IN PE
Going beyond exertion, how to make your fitness classroom a true learning environment.
We are a marketing agency that helps companies achieve key business goals such as development and expansion into new markets.
We measurably support the process of acquiring quality sales B2B Leads based on proven methods and best practice sales. Our campaigns are based on advanced algorithms and innovative technology that allows us to fully integrate and automate campaigns.
Marketing is an organizational function and a set of processes for creating, communicating and delivering value to customers and for managing customers’ relationships in ways that benefit the organization and its stakeholder.
B2B Lead Generation Agency in Pune and USA | Intellitech SolutionsSatyajit Shinde
Intellitech Solutions is a Total Business Solutions provider with services ranging from B2B Lead Generation, Telemarketing, Email Marketing, Account-Based Marketing, Marketing Qualified Lead, BANT, Sales Ready Lead, etc.
For more details, contact us @ https://www.intellitechsoln.com/contact-us
A Smarter Approach To Building And RemodelingWyatt Knight
For more information on how we can help you build and grow
a STRATEGICALLY DESIGNED BUSINESS that provides an experience your EMPLOYEES will embrace and your CUSTOMERS will love that you’ll be PROUD OF, every time.
Online Test, Target and Measurement
The pressure to deliver results and show ROI for all marketing spend is further complicated by market pace changes and economic climate. Learn how to find the optimal mix of ideas, and do it faster to increase ROI on marketing spend and provide relevant content and interactions to target audiences through the different channels including web, email, and mail.
* Nancy Shaver, Consulting Principal, Experian Marketing Services
Generating leads with Inbound MarketingAndrew Shaw
The world of marketing is changing fast. In this presentation, we describe the role of marketing in the Facilities Services sector and how the marketing team can make a real difference.
The Importance of Follow-up How to Turn Leads into Customers.pdfLeadzen.ai
In the world of sales and marketing, converting leads into customers is the ultimate goal. However, many businesses struggle with this crucial aspect, and that's where the power of effective follow-ups comes into play. The importance of follow-up in the sales process cannot be overstated. By nurturing your leads through consistent communication and timely engagement, you can significantly increase your conversion rate and drive business growth.
One of the key elements of successful follow-up is personalization. By tailoring your approach to each lead's specific needs and preferences, you demonstrate a genuine interest in their concerns and a commitment to helping them find the right solution. This personalized touch not only helps build trust and rapport but also positions you as an expert in your field who understands the unique challenges your potential customers face.
Another important aspect of effective follow-ups is timing. Research shows that leads are more likely to convert when contacted promptly after expressing interest. It's essential to develop a follow-up schedule that strikes the right balance between timely engagement and allowing leads the space to make informed decisions. This often involves a mix of phone calls, emails, and social media interactions, all aimed at providing the lead with valuable information and support.
Moreover, it's vital to track and measure the success of your follow-up efforts. By analyzing data and identifying patterns, you can refine your approach and focus on the strategies that yield the best results. This continuous improvement mindset ensures that you are always adapting and evolving your follow-up methods to maximize conversions.
However, managing follow-ups can be a time-consuming and challenging process, especially for small businesses with limited resources. That's where LeadZen.ai comes in. Our state-of-the-art AI-driven platform automates the follow-up process, ensuring that your leads receive personalized, timely communication that increases the likelihood of conversion. With LeadZen.ai, you can stay ahead of the competition and focus on what truly matters - growing your business.
Don't let potential customers slip through the cracks. Elevate your follow-up game and turn leads into customers with LeadZen.ai. Experience the power of AI-driven follow-up and take your business to new heights. Sign up for a free trial at LeadZen.ai and see the difference it can make for your business. Try LeadZen.ai now and unlock your true potential!
Learn how demand generation differs from lead generation, and how demand gen can help businesses build loyalty, reach new audiences and increase conversions.
Entrepreneurial Selling is a new sales methodology aimed at helping sales people and entrepreneurs to identify and develop new business opportunities together with their customers. The methodology is based on a 10 year long research program on the future of sales.
The purpose of this deck is two-fold:
1. provide key insights on how to build a highly effective and predictable demand gen engine
2. provide a template for a monthly demand gen dashboard that tracks the value/ROI of your actions
There are numerous other key metrics that are essential for marketing to track but are not represented in this template such as customer experience [NPS, CSAT, etc.], brand recognition & affinity, website analytics, email analytics, PR share of voice, ad campaign effectiveness, and so on and so on.
Additionally, this dashboard is not intended to replace a full sales pipeline dashboard but rather to provide insights on how marketing is contributing to sales effectiveness and revenue.
Digital Marketing Approach by Adept Advertising Agency HyderabadAdept Advertising
Adept Advertising is a performance-driven digital marketing agency that offers effective online advertising services to businesses to meet their marketing objectives. Digital Marketing services include SEO Services, Google Ads campaigning, and Social Media Marketing services. We are focused on quality lead generation through PPC Advertising services, relevant organic traffic through search engines, and creating a social media buzz by engaging potential audiences. For more details contact us for a customized digital media plan.
2. We are now expanding
our offering...
Our bespoke model takes a direct approach to
marketing and lead generation, which integrates
with and supports the B2B sales activity
of our clients.
This introduction to PETE and its benefits will
explain how it works and how it can be applied
to improve the efficiency and output of your
existing sales team.
1
We are a long established
and successful marketing agency
with offices in London and Leeds.
Our multi-million pound
turnover company has clients
like Oxfam, Nestlé and Morrisons
to name just a few.
1
3. 2B2B Lead Generation is...
Using a variety of engagement methods,
a product or service can be introduced to
and understood by a decision maker enabling
your sales team to talk with the right people
at the right time.
As a result of engagement, lead generation
also raises brand awareness and increases
a company’s presence within a market place.
...
the identification and engagement
of potential new customers.
7. 6Data
Profiling
Taking blank company
records and turning them
into prospects with accurate
contact information.
Segmentation
Separating data
geographically, by industry,
or by business size.
Content Hierarchy
Identifying who does
what in which department?
Minimising Waste & Maximising Opportunity
8. A prospect can be
anything from a
decision makers name
to a fully profiled
record with detailed
company information
and contact details.
Prospects are all
treated as individuals
in order to fully
understand what,
why, when and how
they buy a product or
service and who they
buy it from.
PETE helps us
understand
the importance
of building strong
prospect relationships
to maximise sales.
Prospects are not created overnight
...they are nurtured over time
7Prospects
9. 8Prospects
Prospect
pros·pect/präs pekt/
NOUN: The possibility
or likelihood of some
future event occurring.
Customer
cus·tom·er/ ’k st m r/
NOUN: A person or
organization that buys
goods or services from a
store or other business.
However, PETE
believes that prospects
convert to customers
but equally customers
never stop being
prospects.
10. An intensive nurture programme using a variety of communication methods.
Pete takes a rigourous approach aimed at converting prospects
into customes within an existing sales channel.
Phone Direct Mail Email
@
9Engagement
11. 10A Good Lead Is...
High quality sales
opportunity for
you, resulting in an
increased chance
of conversion.
A prospect who understands
the product or service
Constructive interaction
with prospect
Feedback to the client of
the engagement process
Knowledge of what
we are offering
Understanding a prospects
requirements and when
they want to buy
12. 11Tracking
Tracking starts the moment
a prospect is created within
the database.
Using the database as a
tool we can track all future
engagements so contact
will always be made at the
correct point in time.
After contact between
yourselves and the prospect
has been made we then
gather findings from both
sales channel and customer
by way of feedback calls.
What’s Worked,
What’s Not Worked
and Why?
PETE includes
tracking within its
model as it provides
the client with full
visibility into the entire
sales process.
13. 12Feedback Calls Part 1
What
was your
impression
of the sales
person?
Was
everything
discussed?
Do you
require
additional
contact?
What
was your
impression
of the product
or service?
Did you buy?
What did
you buy?
How would
you rate the
meeting out
of 10?
Prospect Feedback Calls
We believe that tracking a customer’s impression
of a sales meeting increases visibility into what
was effective and what wasn’t. It gives a client
valuable insight into how their product/service
is perceived within the market and how their
sales team have performed.
Most sales teams do
not have the time to get
direct feedback from their
sales meetings, especially
in instances where a sale
hasn’t been made.
This is where
we come in
...
Following each and every
appointment we have
generated we will always
ensure that we complete
a ‘Feedback Call’ with
all individuals involved
in the meeting to gather
unbiased information
from both sides.
14. 13Feedback Calls Part 2
How would
you approach
this prospect
in the future?
Did we fairly
represent
your business?
Was the
lead detailed
enough?
Do we need
to re-contact
the prospect?
Did they buy?
What did
they buy?
Client Feedback Calls
It gives us chance to get feedback from the
client and to gather their impressions on how
the meeting went. It gives us scope to then map
future approaches and make suggestions about
how things can be improved throughout each
stage of the process.
15. 14Evaluation
PETE evaluates the entire
sales process from start
to finish.
Evaluating results and
findings helps us to
understand customer
response and what
is most effective.
The evaluation process also
helps to reduce potential
wastage and adapt future
approaches to best
suit prospects needs
and requirements.
Analysing the
Past to Map
the Future
Evaluation enables
us to take fact based
knowledge and turn it
into successful future
marketing initiatives
16. 15What We Track and Evaluate
Track Evaluate
Quality ControlCampaign activity
Client ReportsCustomer response
Market MappingE-mail follow-ups
Process EfficiencyCustomer feedback calls
Tracking and evaluation are vital to our
PETE model. They are essential tools
in our lead generation process and they
effectively provide us with important
information to be able to formulate
future approaches...
17. Prospect
Recycling
e.g. Mr X re-enters
pipeline for future
opportunity
16What We Track and Evaluate
Profiled Prospects
e.g. Mr X - MD at
eXample Ltd.
Data
e.g. List of
1000 companies
Evaluation
e.g. Analysis of Mr X’s
overall impression
of his experience.
Engagement
e.g. Phone; e-mail; direct
mail contact with Mr X
Sale
e.g. Meeting with sales
channel has led to Mr X
buying product/service
Tracking
e.g. Gathering Mr X’s
overall impression
of his experience
Customer
e.g. Mr X becomes
customer and enters
existing sales database
18. 17Working With You
We will sit down with you prior to
the start of any campaign and get a
detailed understanding of your aims
and objectives, the target market,
competitor activity, exactly what you
want to achieve and exactly what
it’s going to take to get there.
We will be completely flexible in our
approach; if you feel changes need
to be made to suit your needs we
will always accommodate them.
We will help plan future marketing
initiatives with you; if you need
any advice or guidance on how to
approach new campaigns or how
to maximise customer response
we will be more than happy to offer
our expertise if required.
We will provide you with visibility of
how we are operating and constantly
feedback the responses we are getting
from the marketplace.
We will have a complete open door
policy; meaning you can come and
see how we are operating first hand
at anytime that suits you.
We aim to create a strong ‘working partnership’
between PETE and our clients; your message
is our message and your goals are our goals.”
19. 18Creative Campaigns
Email
and
Direct
Mail
Raise brand
awareness
Increased
inbound
response
Communicates
with the
right people
Creatively
engages a
prospect
Ability to
track a
campaign
Multiple
Formats
A cost effective
way of passing the
message to more
prospects
At Live and Breathe we are
experts in creative marketing
and PETE is a natural extension
of our service offering.
Whilst most traditional Lead
Generation companies will
also run campaigns to increase
market activity on a product, our
credentials make us best suited
to offer such a service.
20. 19Creative Campaigns
With our expertise on key touch points,
our knowledge of what makes certain
markets tick and with the influence from
our design team, we are able to run
smooth and successful campaigns that
show a market’s true potential and allows
you to stay ahead of the competition.