3. Market Research, Database Generation & Management, Lead
Generation & Management, MQL & SQL
Identify potential Sales Enablers from CoEs.
Identify & Train CoEs on Sales Presentaitons, PoC, Solution Building
(RFP,RFQ), Consultative Selling, Cross-sell, Up-Sell.
Discovery, Appointments Scheduling, Presentations & Product
Demonstrations
Campaigns would involve Email Marketing, Linked-in Sales,
Inside Sales, Networking, Google Ads, Website, Blogging, SEO,
webnair, Whitepapers etc..
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02
03
04
4. Resources Needed:
The following Resources and Team are needed:
> Data Research Team: Primary data research & List Building
> Content Developer: Development of call scripts and email templates
> Email & Social Media Specialist: Managing Email & Social Media engagements & keeping track of
warm leads
> Sales Development Representatives: Trained to communicate with Prospects effectively and are
experienced enough to adapt to GAIAN style of working
> Senior Campaign Manager: Working with and managing the Sales associates
> All infrastructure and services such as Separate Email domain, PCs, Phone/VoIP lines, Internet access,
Databases viz.. Hoovers etc, High end- data research tools, CRM, call-back numbers etc. would be
needed.
5. CoE’s
> Marketing and Sales Collateral, Case Studies, Data Points
> Previously successful email templates and call scripts (If Any)
> Email Address for the associates (Different Domain)
> Help in developing, de-duping and segmenting the database
> Inputs in developing the 'Call Guidance Scripts' & 'Email Templates'
> Help in training the Sales associates
The Sales Ops
> Target/ prospect list and database development
> 'Pre-Calling' training of the associates
> Development of 'Call Guidance Scripts' & 'Email Templates'
> Call flow development and implementation
> Sales process implementation and quality assurance
> Weekly MIS reports
6. Activities:
• Database Generation and Management
List building
Database audit
De-cluttering
Condensation
Verification
Appending
• Lead Generation
Contact discovery
White paper syndication
Email Marketing
Event Marketing
Website Lead Generation
Social Media Network building
PPC and paid campaign
• Lead Management
Email programs
Newsletter Management
Blogging
Content Management
Online reputation Management
Conversion Optimization
Engagement Enhancements with Key accounts on SM Account Relationship
7. Activities:
• B2B Appointment Setting
BANT qualified leads, Marketing Qualified leads/ Sales qualified lead/ Highly Qualified
Lead
Introduction Meeting
Product Demonstration
Networking Meeting
CXO Meeting
Consulting meeting
Bespoke Event registration
Key stake holder meetings
Booth Meetings
Webinar Appointments
• Events
Roundtables
Panel discussions
• Market Research
Desk Research for Industry, trends and company analysis
Growth
Acquisition
CXO surveys
Channel planning and studies
Customer Analysis
8. Activities:
• Account based Marketing Services
Account Mapping
Competition Profiling
Sales Intelligence
Marketing Support
Account based marketing campaigns
• Sales Enablement
Sales Coaching and certification
Setting up of inside sales processes and systems
Sales Technology evaluation and implementation
Product Demos
SME support (product demos, nurturing until closure)
9. Deliverables:
» Service
Deliverables
(Monthly)
> Number of data-points researched and Emailed: 1000 Per Month
> Number of dials made: 2000 Per Month
> Number of Right Party Conversations: 100 Per Month
> *Expected number of leads/ appointments: 7-10 Leads/
Appointment Per Month
* With exception to first quarter, when the team is in the learning curve, Systems and Processes are being
defined. Please note the number of Leads is considering the current recession mode, the numbers may
vary and may go up once the situation improves.
Lead Criteria
• From the designated industry and any ICP defined at the beginning of the campaign
• Roles - VP, Director, Functions, Senior roles in decision making, influencer roles, or a functional
designation reporting to a CXO / final decision maker.
