Reviving Stagnant Sales Leads: Method savvy Webinar

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The document discusses reviving stagnant sales leads through an optimized lead nurturing process. It proposes using an integrated marketing approach involving targeted email campaigns, social media engagement, retargeted advertisements, and other tactics. The goal is to guide leads through the customer decision process using relevant content at each stage, with the overall aim of increasing discoverability, credibility, and driving leads to take action.

Business

REVIVING STAGNANT SALES LEADS
PRESENTER: JAKE FINKELSTEIN (@TUNDRO)
FOUNDER/PRESIDENT, METHOD SAVVY
WWW.METHODSAVVY.COM

NOVEMBER 13, 2012

THE PROBLEM

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

WHAT HAPPENS TO THE
REST OF YOUR LEADS?

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

TRADITIONAL APPROACH

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

THAT’S EXPENSIVE
& INEFFICIENT

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

AN OPTIMIZED PROCESS
FOR LEAD NURTURING

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

Discoverability Credibility

ACTION

Timeliness

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

INTEGRATED MARKETING
- ... [a] customer centric, data driven method of communicating... that maximizes
impact... at minimal cost. [Wikipedia.org]

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

CUSTOMER DECISION PROCESS

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

CONTENT

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

CONTENT: DISCOVERY
RESEARCH PAPERS VIDEOS INFOGRAPHICS

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

CONTENT: CONSIDERATION

COMPARISON TOOLS SOLUTION MATERIALS

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

CONTENT: DECISION
TCO CALCULATOR FREE TRIAL / DEMO

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

CONTENT: POST-DECISION
SURVEY POST-PURCHASE INCENTIVE

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

MARKETING COMMUNICATIONS MIX

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

EMAIL: DRIP CAMPAIGN

Series A

Series B

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

EMAIL: DRIP CAMPAIGN

EMAIL #1 - Day 1 EMAIL #2 - Day 5

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

EMAIL: DRIP CAMPAIGN

EMAIL #3 - Day 9 EMAIL #4 - Day 13

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

EMAIL: DRIP CAMPAIGN

EMAIL #5 - Day 17 EMAIL #6 - Day 21

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

EMAIL: DRIP CAMPAIGN

Webinar

Announcement Reminder Last Chance

Confirmation Offer

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

EMAIL: SEGMENTATION IDEAS

OPEN OR CLICK BEHAVIOR

GEOGRAPHIC LOCATION

PAST CONVERSATIONS WITH SALES REPS

PAST PURCHASE BEHAVIOR

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

EMAIL: REMARKETING CAMPAIGN

Upsell Offer (A)
Announcement

Alternative Offer Upsell Offer (B)

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

EMAIL: REMARKETING CAMPAIGN
ABANDONMENT REPETITIVE BEHAVIOR

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

EMAIL: REMARKETING CAMPAIGN
UPSELL LAST CHANCE

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

RETARGETING ADVERTISEMENTS

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

RETARGETING ADVERTISEMENTS

BRANDING ABANDONMENT

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

RETARGETING ADVERTISEMENTS

CAMPAIGN SUPPORT SPECIAL OCCASIONS / EVENTS

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

RETARGETING ADVERTISEMENTS

PRODUCT / CAMPAIGN LAUNCH RECRUITMENT

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

RETARGETING ADVERTISEMENTS

REPUTATION MANAGEMENT THANK YOU / UPSELL

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

SOCIAL MEDIA

70% - SHARE LINKS FROM OTHERS
20% - SHARE ORIGINAL CONTENT
10% - DRIVE TO LANDING PAGE
METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

SOCIAL MEDIA

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

SOCIAL MEDIA

100% - MONITOR & RESPOND

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

SOCIAL MEDIA

SHARE CONVERSATION

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

SOCIAL MEDIA

REPUTATION REVIEWS

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

PUBLIC EMAIL
RELATIONS

ORGANIC CONTENT
SOCIAL ANALYTICS
SEARCH MEDIA

ADVERTISING

METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

REVIVING STAGNANT SALES LEADS
JAKE FINKELSTEIN DEVIN KELLEY, DIR. CLIENT SERVICES
919-627-1305 919-904-4018
JAKE@METHODSAVVY.COM DEVIN@METHODSAVVY.COM
WWW.METHODSAVVY.COM WWW.METHODSAVVY.COM
TWITTER: @TUNDRO TWITTER: @DEVINPK10

THANK YOU!!!

All companies spend significant resources acquiring qualified sales leads. However, what happens if your prospects aren’t ready to buy the first time they walk through your store, visit your website or talk to your sales representatives? Traditionally, you would have to spend more money on advertising to keep your brand top of mind, or have your sales team call on the prospect every few months. That’s inefficient and expensive. Thanks to data-driven marketing, there are now smarter ways to nurture prospects and win new business.

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Reviving Stagnant Sales Leads: Method savvy Webinar

1. REVIVING STAGNANT SALES LEADS PRESENTER: JAKE FINKELSTEIN (@TUNDRO) FOUNDER/PRESIDENT, METHOD SAVVY WWW.METHODSAVVY.COM NOVEMBER 13, 2012

2. THE PROBLEM METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

3. METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

4. WHAT HAPPENS TO THE REST OF YOUR LEADS? METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

5. TRADITIONAL APPROACH METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

6. TRADITIONAL APPROACH METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

7. THAT’S EXPENSIVE & INEFFICIENT METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

8. AN OPTIMIZED PROCESS FOR LEAD NURTURING METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

9. Discoverability Credibility ACTION Timeliness METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

10. INTEGRATED MARKETING - ... [a] customer centric, data driven method of communicating... that maximizes impact... at minimal cost. [Wikipedia.org] METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

11. CUSTOMER DECISION PROCESS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

12. CUSTOMER DECISION PROCESS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

13. CUSTOMER DECISION PROCESS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

14. CUSTOMER DECISION PROCESS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

15. CONTENT METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

16. CONTENT: DISCOVERY RESEARCH PAPERS VIDEOS INFOGRAPHICS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

17. CONTENT: CONSIDERATION COMPARISON TOOLS SOLUTION MATERIALS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

18. CONTENT: DECISION TCO CALCULATOR FREE TRIAL / DEMO METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

19. CONTENT: POST-DECISION SURVEY POST-PURCHASE INCENTIVE METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

20. MARKETING COMMUNICATIONS MIX METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

21. EMAIL: DRIP CAMPAIGN Series A Series B METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

22. EMAIL: DRIP CAMPAIGN EMAIL #1 - Day 1 EMAIL #2 - Day 5 METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

23. EMAIL: DRIP CAMPAIGN EMAIL #3 - Day 9 EMAIL #4 - Day 13 METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

24. EMAIL: DRIP CAMPAIGN EMAIL #5 - Day 17 EMAIL #6 - Day 21 METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

25. EMAIL: DRIP CAMPAIGN Webinar Announcement Reminder Last Chance Confirmation Offer METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

26. EMAIL: SEGMENTATION IDEAS OPEN OR CLICK BEHAVIOR GEOGRAPHIC LOCATION PAST CONVERSATIONS WITH SALES REPS PAST PURCHASE BEHAVIOR METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

27. EMAIL: REMARKETING CAMPAIGN Upsell Offer (A) Announcement Alternative Offer Upsell Offer (B) METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

28. EMAIL: REMARKETING CAMPAIGN ABANDONMENT REPETITIVE BEHAVIOR METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

29. EMAIL: REMARKETING CAMPAIGN UPSELL LAST CHANCE METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

30. RETARGETING ADVERTISEMENTS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

31. RETARGETING ADVERTISEMENTS BRANDING ABANDONMENT METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

32. RETARGETING ADVERTISEMENTS CAMPAIGN SUPPORT SPECIAL OCCASIONS / EVENTS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

33. RETARGETING ADVERTISEMENTS PRODUCT / CAMPAIGN LAUNCH RECRUITMENT METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

34. RETARGETING ADVERTISEMENTS REPUTATION MANAGEMENT THANK YOU / UPSELL METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

35. METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

36. SOCIAL MEDIA 70% - SHARE LINKS FROM OTHERS 20% - SHARE ORIGINAL CONTENT 10% - DRIVE TO LANDING PAGE METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

37. SOCIAL MEDIA METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

38. SOCIAL MEDIA 70% - SHARE LINKS FROM OTHERS 20% - SHARE ORIGINAL CONTENT 10% - DRIVE TO LANDING PAGE METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

39. SOCIAL MEDIA METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

40. SOCIAL MEDIA 70% - SHARE LINKS FROM OTHERS 20% - SHARE ORIGINAL CONTENT 10% - DRIVE TO LANDING PAGE METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

41. SOCIAL MEDIA METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

42. SOCIAL MEDIA 100% - MONITOR & RESPOND METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

43. SOCIAL MEDIA SHARE CONVERSATION METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

44. SOCIAL MEDIA REPUTATION REVIEWS METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

45. PUBLIC EMAIL RELATIONS ORGANIC CONTENT SOCIAL ANALYTICS SEARCH MEDIA ADVERTISING METHODSAVVY.COM - TWITTER.COM/METHODSAVVY - FACEBOOK.COM/METHODSAVVY - 919.627.1305

46. REVIVING STAGNANT SALES LEADS JAKE FINKELSTEIN DEVIN KELLEY, DIR. CLIENT SERVICES 919-627-1305 919-904-4018 JAKE@METHODSAVVY.COM DEVIN@METHODSAVVY.COM WWW.METHODSAVVY.COM WWW.METHODSAVVY.COM TWITTER: @TUNDRO TWITTER: @DEVINPK10 THANK YOU!!!

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