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Increase Sales with Lead Intelligence
Table of Contents
2
1.What is lead intelligence?...................................Page 5
2.How is lead intelligence gathered?........................ Page 9
3. What goals can I achieve?.................................Page 23
4. Qualifying leads............................................ Page 25
5. Lead scoring................................................ Page 33
6. Setting up funnels..........................................Page 38
7. Nurturing leads.............................................Page 44
8. Analytics & optimizing.................................... Page 48
9. Tools to use................................................. Page 51
10. Conclusion .................................................Page 53
/vboutcom vbout www.vbout.com
What is lead intelligence?
4
• Old technology that has evolved
dramatically over the years.
• Result of the demise of cold calling
and a need for more effective ways to
qualify leads.
• Sales development teams needed to
become more efficient in prospecting.
What is lead intelligence?
5
• First Lets talk cookies:
• Small piece of data saved on a
user’s browser that communicates
data back and forth with the server.
This is where it all started.
What is lead intelligence?
6
3. How can this data be collected
across different touch points?
Lets talk user lifecycle:
1. Users are never on one channel and
often involve multi- touch points.
2. This poses a challenge for marketers.
What is lead intelligence?
7
• Lead intelligence is a form of data mining.
• It uses an automated lead qualification tool
based on cookies and multi-channel tracking.
Purpose is to capture as much information
about your customer as possible to create a
profile for them.
What is lead intelligence?
8
• Can target better.
• Enables your sales team to
approach qualified leads.
• Decreases the sales cycle.
• Save time on unqualified,
unvested leads.
• Automates the lead screening
process.
Benefits:
How is lead intelligence gathered?
9
Think of all the touch
points where a user comes
into contact with your
brand.
Each one provides an
opportunity to gather data.
How is lead intelligence gathered?
10
These typically are:
• Email
• Web
• Social media
• SMS
• Apps
• Physical location
www
Lead Intelligence
Lead data from email
11
• Emails can be sent as a single mass email, or as part of a drip
campaign.
• Relevant data collected from email activity can be: emails opened,
clicks, engagement, unsubscribes, shares, bounces and
complaints.
• This information helps build the email journey for a profile.
Lead data from your website
12
• To collect this you must first access the user’s cookies for their
browsing history.
• This allows you to measure:
• Pages visited
• Links clicked
• Time spent pages
• Conversion
• Videos watched
• Mouse movements
Lead data from your website 13
• Funnel drop offs
• Bounce rates
• Forms filled out
• And more…
All of the user’s activities on your
site should be used for building
their user profile.
Lead data from social media 14
• Creating a direct connection between your active leads and their social
media engagement is a huge asset to marketers .
• Social ROI is still hard to measure but with lead intelligence you can
connect the dots between a user’s social media activity and their long
term conversion.
Lead data from social media
15
• Sales processes include social
media more and more as a source
of leads.
• This is why social lead intelligence
has been a new target for
marketers.
Lead Data from SMS 16
• SMS enables marketers to
engage with a user without a
lot of competition.
• With SMS you have 8x better
customer engagement and 98%
open rate in 3 minutes.
• 80% of consumers don’t get
SMS from brands.
Lead Data from SMS
17
• Mass SMS is different from
action triggered SMS where a
user gets a message after
completing a specific action.
• SMS engagement is harder to
measure than email, but you can
still track things like delivery
success, link clicks and do-not-
text requests.
Lead data from apps 18
• The same data collected from a
website can now be tracked
from app usage.
• Tracking software can collect
how many app screens the user
interacted with, buttons they
clicked, even mouse
movement.
Lead data from apps
19
• Marketers can personalize the in-
app experience, content, push
notification and suggestions
according to a user’s behavior.
• Data collected from apps can bridge
the gap between cookie tracking and
multi-device browsing.
Lead data from physical location
20
• Tracking the physical location of a
user is not new, but is getting more
sophisticated.
• Micro-location tracking with beacon
technology and geo-fencing, allows
marketers to collect data on the
exact location of a user.
Lead data form physical location
21
• This data can be used for highly
targeted ads based on a lead’s
location.
• For example: while passing next to
a restaurant, you get a push
notification on a deal there.
• Google has been doing this using
your smartphone’s geo-location.
What goals can I achieve?
22
Powerful insights about your
customer’s habits and interests to
tailor offerings and content to
meet their needs.
Extremely powerful for developing
long lasting relationships and
getting referrals.
Source: Inc
What goals can I achieve?
23
Provide sales reps with insights on leads
coming from inbound activity.
Predict future behavior, by understanding
past behavior. This is the reason for the
advance of predictive marketing and
market-to-one.
Invaluable to understanding the best ways
to get new customers.
What goals can I achieve? 24
Make faster, better decisions to attract and
retain customers.
Gain advantages over your competition.
Even if they are using lead intelligence, you
can use it to position your products and
offerings better.
Lead journey and qualification
25
• Every potential lead starts out as an
anonymous user: AKA an IP address.
• IP addresses are tracked until they
fill out an opt-in form on your site,
landing pages or pop-up forms.
• The anonymous IP data will then be
merged as a potential lead ‘top of
the funnel’.
Lead journey and qualification
26
• The anonymous visitor now has an email
contact where you can communicate with
them directly.
• Email will be the starting point to build out
the profile of this person through further
nurture sequences.
How to qualify a lead?
Traditional vs Lead Intelligence
27
Not qualifying correctly can be costly
and a waste of time.
You have to qualify and filter leads
effectively to scale your sales team
productivity.
How to qualify a lead?
Traditional
28
Lead Generation
Sources
Until sales is made
or not
Call or Email
Sales person
frustrated
If no answer, call
back or email again
If answer, go over
sales protocol
How to qualify a lead?
Lead intelligence
29
Lead Generation
Sources
Lead intelligence
engine qualifies
prospects
Sell more efficiently with a sales force or nurture
If lead meets criteria,
send to sales rep
If lead is poor, send
to nurture sequence
until he qualifies
6 Signals to qualify good potential
30
• Here are the 6 main signals sales
reps should look for:
1. List-o-meter: How many lists a
prospect opted-in to.
2. Site visits and time spent: if they
visited key pages on the site.
6 Signals
Good potential
6 Signals to qualify good potential
31
3. Mini-goals reached: such as
visiting x pages on your site or
downloading a demo.
4. Nurture processes completed:
prospect completed your
sequences so they are well
aware of your product or
service.
6 Signals to qualify good potential
32
5. Stage in their online research process:
can be a combination of funnels
completed, prime blog posts read or
questions asked.
6. Email click-through rates: meaning the
prospect has a relationship with you.
These are not the only signals, but
certainly enough to qualify certain
prospects.
What is lead scoring?
33
• Lead Scoring: a methodology used to rank
prospects against a numeric scale that
represents the perceived value each lead
represents to the company.
• These values are pre-determined by your sales
team and based on your goals.
What is lead scoring?
34
• Lead scoring can be done with most
marketing automation platforms by
assigning numeric values to different
behaviors.
• The scores are based on how much
value the action / event is towards
a company goal.
What is lead scoring?
35
• Evaluate all the user’s actions
to determine which campaign,
subject matter or product
resonates best.
• Then determine the value
towards your overall goals.
What is lead scoring? 36
Record a user’s actions,
examples:
• How many pages visited.
• How many clicked links.
• How many times they
visited your site.
• How long they stayed.
• How many emails they
opened.
What is lead scoring?
37
• A score is assigned to every
action you want to track.
• You determine the level of
engagement needed for each.
• Scoring is based on the
importance you assign to each
action.
Graphics and Image Here
Working with funnels
38
• What is a funnel? The stage
through which a customer
passes from the moment of
awareness to the post customer
experience.
• There are 3 types of people in
the funnel at different stages of
the sales process: leads,
prospects and customers.
Big Picture Funnel 39
Identifying
need
Education/
Research
Considering
Options
Making
Decision
Post
Purchase/
Maintenance
There is a
problem that
needs to be
solved, or a
need to be
created.
Keyword
search,
recommend-
ations,
education.
Evaluating
options
through case
studies,
testimonials,
constant
outreach.
Making sure
your
checkout/
sign-up is
100%
buttoned up.
Onboarding
and ongoing
support.
6 Tips for funnel success
40
1. Funnels can be broken down to
sub-funnels to track smaller user
milestones.
2. Use technology to create and
track each funnel.
3. Set-up at least one bounce funnel
which is where uninterested
leads complete their journey.
6 Tips for funnel success 41
4. Set-up actions for the mid-funnel. For example, if someone exited on
checkout, follow-up with an email or on screen pop-up message.
5. Analyze the progress periodically to refine the processes.
6. Don’t let funnels overwhelm you. You are in control of the user
experience.
How to set up a funnel 42
• Focus on the ultimate goals and
the ideal way to get there from
a user’s perspective.
• List the steps to get there and
set them up as a funnel.
• Consult a Vbout rep or your
marketing consultant to help
you.
Sales funnel goal
43
• The goal of the sales funnel:
1. Find more leads.
2. Increase the percentage of
those leads who move
through the entire funnel
to the end, usually
resulting in a sale or
conversion.
How to nurture a lead? 44
• Lead nurturing is tactics
used to guide your leads
through the sales funnel.
4 Effective lead nurturing tactics
45
1. Targeted content. Companies
that use targeted content saw
a 20% sales increase.
2. Multi-channel lead nurturing.
A mixture of marketing
automation, email, social
media, retargeting, dynamic
website content and sales
outreach.
20% increase
in sales
4 Effective lead nurturing tactics
46
3. Timely follow ups. The odds of
a lead becoming qualified are
21x greater when contacted
within 5 minutes vs. 30
minutes.
According to HBR, the average
B2B response to a lead is 42
hours!
4 Effective lead nurturing tactics
47
4. Lead scoring. According to research, 68% of successful
marketers cite lead scoring based on content and
engagement as the most effective tactic for improving
revenue contribution from lead nurturing.
Analytics and optimizing
48
To analyze your funnel, organize it into buckets like these:
• Unqualified prospects
• Awareness
• Interest
• Consideration
• Intent
• Purchase
• Loyalty
Analytics and optimizing
49
• Next determine how many leads fall into each bucket.
• Then calculate how many leads progressed to other levels.
• This gives you the conversion rate at each stage.
Analytics and optimizing
50
• As you calculate the percentage
throughout the sales funnel,
you will have an overall view on
the effectiveness of tactics you
are using at each stage.
Tools to use 51
There are many tools to help you with lead Intelligence.
You can use marketing automation platforms like Vbout,
Hubspot, Google Analytics (not actionable), Pardot, Vertical
Response, and Marketo to name a few.
Benefits of tools 52
• Each platform has features to help capture critical information.
Conclusion 53
Using the tips from this presentation and the tools we
suggest, you can nurture qualified leads through their
purchase journey.
You will also be able to efficiently identify opportunities
to engage with leads better.
All of these activities and this data help you target the
right audience with the right actions and content, to
convert more of your leads to customers.
www.vbout.com/blog
www.vbout/p/request-a-demo
Hello@vbout.com
/vboutcom vbout www.vbout.com
Would you like more educational content from Vbout.com?
These slides are part of a FREE Online Digital Marketing
Course taught by Vbout's Founder and CEO, Richard Fallah.
Richard has over 10 years experience as an entrepreneur
and has created some of the most cutting-edge technology
for digital marketing today.
With our course you will:
Increase your skills by learning the best practices for social
media, content marketing, PPC, SEO, analytics and more.
Grow your business by learning how to market your business online and
generate more leads with your digital assets.
Advance your marketing career by learning digital strategies using
cutting-edge technology that increases marketing ROI.
Sign-up here: academy.vbout.com

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Using Lead Intelligence to Close More Sales

  • 1. /vboutcom vbout www.vbout.com Increase Sales with Lead Intelligence
  • 2. Table of Contents 2 1.What is lead intelligence?...................................Page 5 2.How is lead intelligence gathered?........................ Page 9 3. What goals can I achieve?.................................Page 23 4. Qualifying leads............................................ Page 25 5. Lead scoring................................................ Page 33 6. Setting up funnels..........................................Page 38 7. Nurturing leads.............................................Page 44 8. Analytics & optimizing.................................... Page 48 9. Tools to use................................................. Page 51 10. Conclusion .................................................Page 53
  • 4. What is lead intelligence? 4 • Old technology that has evolved dramatically over the years. • Result of the demise of cold calling and a need for more effective ways to qualify leads. • Sales development teams needed to become more efficient in prospecting.
  • 5. What is lead intelligence? 5 • First Lets talk cookies: • Small piece of data saved on a user’s browser that communicates data back and forth with the server. This is where it all started.
  • 6. What is lead intelligence? 6 3. How can this data be collected across different touch points? Lets talk user lifecycle: 1. Users are never on one channel and often involve multi- touch points. 2. This poses a challenge for marketers.
  • 7. What is lead intelligence? 7 • Lead intelligence is a form of data mining. • It uses an automated lead qualification tool based on cookies and multi-channel tracking. Purpose is to capture as much information about your customer as possible to create a profile for them.
  • 8. What is lead intelligence? 8 • Can target better. • Enables your sales team to approach qualified leads. • Decreases the sales cycle. • Save time on unqualified, unvested leads. • Automates the lead screening process. Benefits:
  • 9. How is lead intelligence gathered? 9 Think of all the touch points where a user comes into contact with your brand. Each one provides an opportunity to gather data.
  • 10. How is lead intelligence gathered? 10 These typically are: • Email • Web • Social media • SMS • Apps • Physical location www Lead Intelligence
  • 11. Lead data from email 11 • Emails can be sent as a single mass email, or as part of a drip campaign. • Relevant data collected from email activity can be: emails opened, clicks, engagement, unsubscribes, shares, bounces and complaints. • This information helps build the email journey for a profile.
  • 12. Lead data from your website 12 • To collect this you must first access the user’s cookies for their browsing history. • This allows you to measure: • Pages visited • Links clicked • Time spent pages • Conversion • Videos watched • Mouse movements
  • 13. Lead data from your website 13 • Funnel drop offs • Bounce rates • Forms filled out • And more… All of the user’s activities on your site should be used for building their user profile.
  • 14. Lead data from social media 14 • Creating a direct connection between your active leads and their social media engagement is a huge asset to marketers . • Social ROI is still hard to measure but with lead intelligence you can connect the dots between a user’s social media activity and their long term conversion.
  • 15. Lead data from social media 15 • Sales processes include social media more and more as a source of leads. • This is why social lead intelligence has been a new target for marketers.
  • 16. Lead Data from SMS 16 • SMS enables marketers to engage with a user without a lot of competition. • With SMS you have 8x better customer engagement and 98% open rate in 3 minutes. • 80% of consumers don’t get SMS from brands.
  • 17. Lead Data from SMS 17 • Mass SMS is different from action triggered SMS where a user gets a message after completing a specific action. • SMS engagement is harder to measure than email, but you can still track things like delivery success, link clicks and do-not- text requests.
  • 18. Lead data from apps 18 • The same data collected from a website can now be tracked from app usage. • Tracking software can collect how many app screens the user interacted with, buttons they clicked, even mouse movement.
  • 19. Lead data from apps 19 • Marketers can personalize the in- app experience, content, push notification and suggestions according to a user’s behavior. • Data collected from apps can bridge the gap between cookie tracking and multi-device browsing.
  • 20. Lead data from physical location 20 • Tracking the physical location of a user is not new, but is getting more sophisticated. • Micro-location tracking with beacon technology and geo-fencing, allows marketers to collect data on the exact location of a user.
  • 21. Lead data form physical location 21 • This data can be used for highly targeted ads based on a lead’s location. • For example: while passing next to a restaurant, you get a push notification on a deal there. • Google has been doing this using your smartphone’s geo-location.
  • 22. What goals can I achieve? 22 Powerful insights about your customer’s habits and interests to tailor offerings and content to meet their needs. Extremely powerful for developing long lasting relationships and getting referrals. Source: Inc
  • 23. What goals can I achieve? 23 Provide sales reps with insights on leads coming from inbound activity. Predict future behavior, by understanding past behavior. This is the reason for the advance of predictive marketing and market-to-one. Invaluable to understanding the best ways to get new customers.
  • 24. What goals can I achieve? 24 Make faster, better decisions to attract and retain customers. Gain advantages over your competition. Even if they are using lead intelligence, you can use it to position your products and offerings better.
  • 25. Lead journey and qualification 25 • Every potential lead starts out as an anonymous user: AKA an IP address. • IP addresses are tracked until they fill out an opt-in form on your site, landing pages or pop-up forms. • The anonymous IP data will then be merged as a potential lead ‘top of the funnel’.
  • 26. Lead journey and qualification 26 • The anonymous visitor now has an email contact where you can communicate with them directly. • Email will be the starting point to build out the profile of this person through further nurture sequences.
  • 27. How to qualify a lead? Traditional vs Lead Intelligence 27 Not qualifying correctly can be costly and a waste of time. You have to qualify and filter leads effectively to scale your sales team productivity.
  • 28. How to qualify a lead? Traditional 28 Lead Generation Sources Until sales is made or not Call or Email Sales person frustrated If no answer, call back or email again If answer, go over sales protocol
  • 29. How to qualify a lead? Lead intelligence 29 Lead Generation Sources Lead intelligence engine qualifies prospects Sell more efficiently with a sales force or nurture If lead meets criteria, send to sales rep If lead is poor, send to nurture sequence until he qualifies
  • 30. 6 Signals to qualify good potential 30 • Here are the 6 main signals sales reps should look for: 1. List-o-meter: How many lists a prospect opted-in to. 2. Site visits and time spent: if they visited key pages on the site. 6 Signals Good potential
  • 31. 6 Signals to qualify good potential 31 3. Mini-goals reached: such as visiting x pages on your site or downloading a demo. 4. Nurture processes completed: prospect completed your sequences so they are well aware of your product or service.
  • 32. 6 Signals to qualify good potential 32 5. Stage in their online research process: can be a combination of funnels completed, prime blog posts read or questions asked. 6. Email click-through rates: meaning the prospect has a relationship with you. These are not the only signals, but certainly enough to qualify certain prospects.
  • 33. What is lead scoring? 33 • Lead Scoring: a methodology used to rank prospects against a numeric scale that represents the perceived value each lead represents to the company. • These values are pre-determined by your sales team and based on your goals.
  • 34. What is lead scoring? 34 • Lead scoring can be done with most marketing automation platforms by assigning numeric values to different behaviors. • The scores are based on how much value the action / event is towards a company goal.
  • 35. What is lead scoring? 35 • Evaluate all the user’s actions to determine which campaign, subject matter or product resonates best. • Then determine the value towards your overall goals.
  • 36. What is lead scoring? 36 Record a user’s actions, examples: • How many pages visited. • How many clicked links. • How many times they visited your site. • How long they stayed. • How many emails they opened.
  • 37. What is lead scoring? 37 • A score is assigned to every action you want to track. • You determine the level of engagement needed for each. • Scoring is based on the importance you assign to each action. Graphics and Image Here
  • 38. Working with funnels 38 • What is a funnel? The stage through which a customer passes from the moment of awareness to the post customer experience. • There are 3 types of people in the funnel at different stages of the sales process: leads, prospects and customers.
  • 39. Big Picture Funnel 39 Identifying need Education/ Research Considering Options Making Decision Post Purchase/ Maintenance There is a problem that needs to be solved, or a need to be created. Keyword search, recommend- ations, education. Evaluating options through case studies, testimonials, constant outreach. Making sure your checkout/ sign-up is 100% buttoned up. Onboarding and ongoing support.
  • 40. 6 Tips for funnel success 40 1. Funnels can be broken down to sub-funnels to track smaller user milestones. 2. Use technology to create and track each funnel. 3. Set-up at least one bounce funnel which is where uninterested leads complete their journey.
  • 41. 6 Tips for funnel success 41 4. Set-up actions for the mid-funnel. For example, if someone exited on checkout, follow-up with an email or on screen pop-up message. 5. Analyze the progress periodically to refine the processes. 6. Don’t let funnels overwhelm you. You are in control of the user experience.
  • 42. How to set up a funnel 42 • Focus on the ultimate goals and the ideal way to get there from a user’s perspective. • List the steps to get there and set them up as a funnel. • Consult a Vbout rep or your marketing consultant to help you.
  • 43. Sales funnel goal 43 • The goal of the sales funnel: 1. Find more leads. 2. Increase the percentage of those leads who move through the entire funnel to the end, usually resulting in a sale or conversion.
  • 44. How to nurture a lead? 44 • Lead nurturing is tactics used to guide your leads through the sales funnel.
  • 45. 4 Effective lead nurturing tactics 45 1. Targeted content. Companies that use targeted content saw a 20% sales increase. 2. Multi-channel lead nurturing. A mixture of marketing automation, email, social media, retargeting, dynamic website content and sales outreach. 20% increase in sales
  • 46. 4 Effective lead nurturing tactics 46 3. Timely follow ups. The odds of a lead becoming qualified are 21x greater when contacted within 5 minutes vs. 30 minutes. According to HBR, the average B2B response to a lead is 42 hours!
  • 47. 4 Effective lead nurturing tactics 47 4. Lead scoring. According to research, 68% of successful marketers cite lead scoring based on content and engagement as the most effective tactic for improving revenue contribution from lead nurturing.
  • 48. Analytics and optimizing 48 To analyze your funnel, organize it into buckets like these: • Unqualified prospects • Awareness • Interest • Consideration • Intent • Purchase • Loyalty
  • 49. Analytics and optimizing 49 • Next determine how many leads fall into each bucket. • Then calculate how many leads progressed to other levels. • This gives you the conversion rate at each stage.
  • 50. Analytics and optimizing 50 • As you calculate the percentage throughout the sales funnel, you will have an overall view on the effectiveness of tactics you are using at each stage.
  • 51. Tools to use 51 There are many tools to help you with lead Intelligence. You can use marketing automation platforms like Vbout, Hubspot, Google Analytics (not actionable), Pardot, Vertical Response, and Marketo to name a few.
  • 52. Benefits of tools 52 • Each platform has features to help capture critical information.
  • 53. Conclusion 53 Using the tips from this presentation and the tools we suggest, you can nurture qualified leads through their purchase journey. You will also be able to efficiently identify opportunities to engage with leads better. All of these activities and this data help you target the right audience with the right actions and content, to convert more of your leads to customers.
  • 55. Would you like more educational content from Vbout.com? These slides are part of a FREE Online Digital Marketing Course taught by Vbout's Founder and CEO, Richard Fallah. Richard has over 10 years experience as an entrepreneur and has created some of the most cutting-edge technology for digital marketing today. With our course you will: Increase your skills by learning the best practices for social media, content marketing, PPC, SEO, analytics and more. Grow your business by learning how to market your business online and generate more leads with your digital assets. Advance your marketing career by learning digital strategies using cutting-edge technology that increases marketing ROI. Sign-up here: academy.vbout.com

Editor's Notes

  1. I am thinking there should be some logical transition between the points.
  2. Need to fix this page to reflect more people working on the slides like Justine.
  3. Source: http://www.business2community.com/sales-management/lead-intelligence-can-help-close-sales-0747207#VOjK7XF7hCgar5yc.97 Source: http://www.businessnewsdaily.com/4697-market-intelligence.html
  4. Source: http://www.business2community.com/sales-management/lead-intelligence-can-help-close-sales-0747207#VOjK7XF7hCgar5yc.97 Source: http://www.businessnewsdaily.com/4697-market-intelligence.html
  5. EDITED BY RICHARD Source: http://www.business2community.com/sales-management/lead-intelligence-can-help-close-sales-0747207#VOjK7XF7hCgar5yc.97 Source: http://www.businessnewsdaily.com/4697-market-intelligence.html
  6. EDITED BY RICHARD Source: http://www.business2community.com/sales-management/lead-intelligence-can-help-close-sales-0747207#VOjK7XF7hCgar5yc.97 Source: http://www.businessnewsdaily.com/4697-market-intelligence.html
  7. Source: http://www.business2community.com/sales-management/lead-intelligence-can-help-close-sales-0747207#VOjK7XF7hCgar5yc.97 Source: http://www.businessnewsdaily.com/4697-market-intelligence.html
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  15. Source: https://www.emarsys.com/en/products/sms/
  16. EDITED BY RICHARD Source: https://www.emarsys.com/en/products/sms/
  17. EDITED BY RICHARD Source: https://mobileapploader.com/myapp/WhyHaveMobileApp.aspx
  18. EDITED BY RICHARD Source: https://mobileapploader.com/myapp/WhyHaveMobileApp.aspx
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  27. Source: http://blog.hubspot.com/sales/16-sales-qualification-questions-to-identify-prospects-worth-pursuing#sm.001jp00s11checr71145dnxf0pcm9
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  32. Source: http://blog.hubspot.com/marketing/7-effective-lead-nurturing-tactics#sm.001jp00s11checr71145dnxf0pcm9
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  34. Source: http://www.calliduscloud.com/marketing-solution/cp/lead-intelligence
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  43. Source: http://blog.hubspot.com/marketing/7-effective-lead-nurturing-tactics#sm.001jp00s11checr71145dnxf0pcm9
  44. Source: http://blog.hubspot.com/marketing/7-effective-lead-nurturing-tactics#sm.001jp00s11checr71145dnxf0pcm9
  45. Source: http://blog.hubspot.com/marketing/7-effective-lead-nurturing-tactics#sm.001jp00s11checr71145dnxf0pcm9
  46. Sour http://www.business2community.com/sales-management/how-to-analyze-your-sales-funnel-01353052#p543bolcRmvzOYiU.97ce:
  47. Sour http://www.business2community.com/sales-management/how-to-analyze-your-sales-funnel-01353052#p543bolcRmvzOYiU.97ce:
  48. Source: http://www.business2community.com/sales-management/how-to-analyze-your-sales-funnel-01353052#p543bolcRmvzOYiU.97ce
  49. Edited by Richard
  50. Source:
  51. Source: http://www.calliduscloud.com/marketing-solution/cp/lead-intelligence
  52. Need to fix this page to reflect more people working on the slides like Justine.