5 steps to better lead management - webinar 4/17/14
DESCRIPTION
TRANSCRIPT
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5 Steps to Better Lead ManagementJoe Lucas
Director of Lead Gen & Marketing Ops
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What isthe problem?
Relying on demographics and behavior alone is like shopping for a house by only looking at blueprints.
Viewing leads in 2D
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What isthe solution?
Adding Business Triggers fills in the gaps in your database and provides color and context to your customers and prospects.
Viewing leads in 3D
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ViewingLeads in 3D
Broaden your vision of your database to make your marketing relevant to your prospects and customers
Adding business triggers
DemographicInformation
BehavioralInformation
BusinessTriggers
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ViewingLeads in 3D
Broaden your vision of your database to make your marketing relevant to your prospects and customers
Adding business triggers
Demographics• Based on past success and is driven by who sales wants to
talk to
Behavioral• Shows the level of interest based on implied behavior
Business Triggers• Shows the motivation behind the behavior and uncover the
desires of the prospect or customer
Who are you really selling to?
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The
1. Clean and Manage your database2. Reduce form fields with enrichment3. Identify business triggers to fuel campaigns4. Use triggers to pinpoint interesting moments5. Help sales prepare for calls
5 Steps
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Step 1
Clean and manage your database.
A clean database allows for easy segmentation and nurturing.
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Step 2
Reduce form fields with enrichment.
YOUR SIMPLE WEB FORM SUBMISSION
Streamline your forms for higher conversion.
BECOMES A COMPLETE RECORD IN
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Step 2
Reduce form fields with enrichment.
Complete firmographics delivers more accurate scoring and routing.
BEFOREAFTERNew lead rating
New lead owner
Eliminates manual research
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Step 3
Identify business triggers to fuel campaigns and scoring.
Easily keep track of the important events happening with your prospects and customers
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Step 4
Use triggers to pinpoint interesting moments.
Prioritize follow up based on these pivotal events.
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Step 5
Help sales prepare for calls.
Provide your SDR’s with the right insight.