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Pssst… Do you know  The Truth About Leads ? November 16, 2011
Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Problem ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Cause ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The Cost ,[object Object],[object Object],[object Object],[object Object]
The Solution: Turn Raw Leads Into  Real Opportunities Attributes of a Well-Qualified Lead 1 SIC or NAICS Code 2 Firmographics  3 Decision makers identified 4 Environment documented 5 Decision maker engaged 6 Critical business issues validated 7 Decision-making process  8 Budget process documented 9 Competitive landscape documented 10 Compelling event exists
What to Do: “BANT” vs. “AN”
What To Do: Define Market, Media, Offer Establishing a clear and mutually agreed upon definition of  market, media and offer can help you multiply results Market Media Offer ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What to Do: Market 5%  Lead Rate 1,000 Companies 50 Leads 32 leads (64%) = 40% of spend 42 leads (84%)  = 60% of spend ,[object Object],Marketing Equally Sized Samples Sample size Lead Rate # of Leads 200 9% 18 200 7% 14 200 5% 10 200 3% 6 200 1% 2 1,000 5% 50
What to Do: Media ,[object Object],Attempt Number If No Connection Business Day Dial Number 1 --- 1 1 2 Voicemail #1 1 2 3 Email #1 1 - 4 --- 2 3 5 --- 3 4 6 Voicemail #2 4 5 7 Email #2 4 - 8 --- 6 6 9 --- 7 7 10 Voicemail #3 8 8 11 Email #3 8 - 12 --- 9 9
What to Do: Offer ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What to Do: Why Your Sales Force Needs Fewer Leads ,[object Object],[object Object]
What to Do: Reap the Value of  Long-term Leads ROI WITH Best-Practice Handling of Short- and Long-Term Leads Category Quantity  Short Term Quantity  Long Term Total Names 1,000 Short-term leads 40 Long-term leads 40 % Closed ST leads 20% % Closed LT leads 20% # of deals 8 8 Average deal $250,000 $250,000 Revenue $2,000,000 $2,000,000 Cost of qualification $59,040 $4,920 Gross after marketing expense $1,940,960 $1,995,080 $3,936,040
Five Actions to Take ,[object Object],[object Object],[object Object],[object Object],[object Object]
The Truth About Leads ,[object Object]
Contact ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Presented by Sabri international .......
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Dan McDade

  • 1. Pssst… Do you know The Truth About Leads ? November 16, 2011
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  • 6. The Solution: Turn Raw Leads Into Real Opportunities Attributes of a Well-Qualified Lead 1 SIC or NAICS Code 2 Firmographics 3 Decision makers identified 4 Environment documented 5 Decision maker engaged 6 Critical business issues validated 7 Decision-making process 8 Budget process documented 9 Competitive landscape documented 10 Compelling event exists
  • 7. What to Do: “BANT” vs. “AN”
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  • 13. What to Do: Reap the Value of Long-term Leads ROI WITH Best-Practice Handling of Short- and Long-Term Leads Category Quantity Short Term Quantity Long Term Total Names 1,000 Short-term leads 40 Long-term leads 40 % Closed ST leads 20% % Closed LT leads 20% # of deals 8 8 Average deal $250,000 $250,000 Revenue $2,000,000 $2,000,000 Cost of qualification $59,040 $4,920 Gross after marketing expense $1,940,960 $1,995,080 $3,936,040
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Notas do Editor

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