This webinar discusses how to generate qualified leads that sales will want to act on. It notes that currently only 20% of leads are followed up on, 16% are deemed sales-ready, and 80% of "bad leads" are lost to competitors within 24 months. The webinar will cover how to prioritize leads based on activity, nurture those not ready to buy, and deliver critical information to sales. It promotes the Act-On marketing platform for capabilities like tracking lead behaviors across channels, cultivating leads, and providing comprehensive lead data views to help sales act on qualified leads. The next steps outlined are guides for subsequent webinars in the series.

1. Summer Webinar Series | Webinar 1 | July 14
So Why Should I
Call this Guy?
How to Get Critical Lead Information that Sales will Want to Act On.

2. About “HOW TO” Series
Lead Generation Techniques…to drive more qualified
leads…that YOUR sales will be excited to act on.
•Focus on How to Get Out of the Status Quo of:
Only 20% of your Only 16% of your Losing 80% of your
leads being total leads deemed „bad leads‟ to
followed up on sales-ready, competitors
actually closing within 24 month
–**Sources: Sirius Decisions; Aberdeen Group

3. About Your Sponsors
Helps organizations of all Provider of one of the
sizes find the best tools to fit industry‟s most popular and
their needs fastest growing cloud-based
integrated marketing
platforms

4. Agenda
The Problem The Opportunity Tools To Get
You There

5. So Why Should I Call this Guy?

6. The Problem:
What Makes Up a Qualified Hot Lead?
Marketing Perspective Sales Perspective
• Responded • Inbound inquiry
• Fits profile • Right profile
• Frequent participation • BANT responses

7. What Ends Up Happening
Marketing MO Sales MO
• More leads • Researching qualifying info
• Report on more leads • Reaches out few times
• Leads grow stale • Shifts to low-hanging fruit
• Complains sales not working leads • Complains about lead quality
Results: Frustration…and Wasted Leads!

8. The Opportunity:
Lead Activity Collection

9. The Opportunity:
Give Sales What it Really Needs
•Prioritize leads based on
activity
•Nurture leads not ready
to buy
•Deliver critical information
where sales lives

10. The Opportunity: What You Can Do
Give sales a reason to
call that guy!
• Agree on what constitutes
a hot lead
•Support the entire funnel –
not just the top
•Provide sales with holistic
view of the prospect

11. The Tools to Make it Happen
Empower Your Lead Generation and Management
Capabilities…and Inspire Sales to Act-On Them
• Capture, Track and Manage Lead Behaviors Across
Multiple Channels
• Help Cultivate and Prioritize Leads
• Deliver Lead Data in Comprehensive, Easily Accessible Views
Time to See The Tools… And How They Get Critical
Lead Information to Sales to Act On..!

12. The Tools to Make it Happen
Act-On Marketing Platform
World-Class E-mail Complete Set of Tools Approach and Terms
Marketing Core and on One Platform that Work
Deliverability
• Web Analytics, Landing • Start Simple, Automate at
Pages, Forms, Drip, Scoring, Own Pace
CRM Integration, Social Media,
• Affordable Pricing; Month-
Reporting and More
to-Month Contracts
• Focus on Usability, Simplicity • Live Customer Support –
and Manageability At No Additional Costs

13. Next Steps:
Tremendous Opportunity
Take Control of Your Leads & Lead Data!
Turn: “Why Should I Call this Guy?” into: “I Can’t Wait to Call this Guy!”
Next Steps
Today‟s “How To” Guide plus Next Sessions:
• July 21: Make New Friends, Keep the Old
• July 28: There‟s a Party Going on, and You‟re
Not There
• August 4: Why Spray and Pray Isn‟t Cutting
It Anymore
Learn More About Act-On
•Join Weekly Demo Sessions: www.actonsoftware.com
•Request 1x1 Demo: sales@actonsoftware.com or (877) 530.1555