the 4 key elements to successful lead generation
Post on 21-Oct-2014
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This presentation discusses key components for a successful lead generation and management process.TRANSCRIPT
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Four Key Elements to Successful lead generation
For the Marketing Leader trying to bootstrap their department
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Everybody wants something from you…
Your CEO
wants Leads that
result in more
business
Your Sales Team wants leads
that are ready to
buy
But… How do you satisfy both?
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To generate quality leads, focus on these 4 essential elements:
Process
Technology
People
Content
Your Process…
Implement a method to NURTURE leads that
aren’t ready to buy yet
Have a documented, repeatable process to MANAGE your leads
Clearly DEFINE what a good lead looks like
Have a systematic way to QUALIFY your leads
Without these… you have a process issue!
Be able to TRACK the online behavior of your prospects
and leads
Be able to scale Personalized Communications to your prospects and customers?
Be able to automatically manage the targeting, timing and content of your outbound marketing messages?
Your Technology…
If you don’t have all of these…You have a
technology issue
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Have somebody
dedicated to nurturing leads that
aren’t ‘Sales ready’
Have someone qualify the
lead before it’s sent to a sales
rep
Be able to respond to
a prospect’s inquiry in
10 minutes or less
Your People…
Do you have these in place?... If not, you have a people issue
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And your Content…
Use multiple forms of content such as blogs, whitepapers, webinars
and eBooks
Use your content to guide your buyers through the sales
funnel at their own paceUse content that
targets people at each stage of the buying
cycle
Use content your buyers and prospects are interested in, don’t just talk about your products and services
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The Objective of a Lead Management Process is threefold:
Generate MORE leads of a HIGHER QUALITY
Maintain a PREDICTABLE flow of Leads
FOCUS sales rep activities on real opportunities
Generate more leads of a higher quality:
Lead Management defines a process to capture, nurture and qualify leads. The output is leads of higher quality.
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Maintain a predictable flow of leads
Lead Management is a multi-stage process Leads exit each stage after achieving the
stage ‘exit criteria’Marketing leaders measure the conversion
rate from stage to stage
The conversion rates allow for
future predictability
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Focus sales rep activities on REAL opportunities
Lead management forces sales and
marketing to define what a good lead
looks like
The process generates
‘sales-ready’ leads
Companies that implement
lead management see a 10% or
greater increase in revenue in
6-9 months!!
Gartner Research 2011-2012
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Learn More
If you don’t have a lead management process or need help optimizing your current one, Contact us to hear the rest of the story...
Email - [email protected] - 1-888-556-7338Web: http://www.salesbenchmarkindex.com
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