Enviar pesquisa
Carregar
Lead Generation for B2B
•
6 gostaram
•
1,957 visualizações
Matthew Smith
Seguir
Challenges and Best Practices in Lead Generation
Leia menos
Leia mais
Negócios
Tecnologia
Denunciar
Compartilhar
Denunciar
Compartilhar
1 de 13
Baixar agora
Baixar para ler offline
Recomendados
The perfect B2B lead generation mix
The perfect B2B lead generation mix
GetIT Pte. Ltd
Callcenter Training
Callcenter Training
vivaankumar
Call centre presentation.ppt
Call centre presentation.ppt
KAFLAT
Inside Sales Compensation & Incentives Best Practices
Inside Sales Compensation & Incentives Best Practices
Heinz Marketing Inc
SaaStr at Dreamforce '14: Benchmarking Your Start-Up: How Am I Doing -- Rea...
SaaStr at Dreamforce '14: Benchmarking Your Start-Up: How Am I Doing -- Rea...
stormventures
5 steps for healthcare to go big w conversational ai matt smit 5-21-19
5 steps for healthcare to go big w conversational ai matt smit 5-21-19
Matthew Smith
Intelligent automation exploring enterprise opportunities for systems that do...
Intelligent automation exploring enterprise opportunities for systems that do...
Matthew Smith
Getting to Know Automated Systems That Do, Think and Learn
Getting to Know Automated Systems That Do, Think and Learn
Matthew Smith
Recomendados
The perfect B2B lead generation mix
The perfect B2B lead generation mix
GetIT Pte. Ltd
Callcenter Training
Callcenter Training
vivaankumar
Call centre presentation.ppt
Call centre presentation.ppt
KAFLAT
Inside Sales Compensation & Incentives Best Practices
Inside Sales Compensation & Incentives Best Practices
Heinz Marketing Inc
SaaStr at Dreamforce '14: Benchmarking Your Start-Up: How Am I Doing -- Rea...
SaaStr at Dreamforce '14: Benchmarking Your Start-Up: How Am I Doing -- Rea...
stormventures
5 steps for healthcare to go big w conversational ai matt smit 5-21-19
5 steps for healthcare to go big w conversational ai matt smit 5-21-19
Matthew Smith
Intelligent automation exploring enterprise opportunities for systems that do...
Intelligent automation exploring enterprise opportunities for systems that do...
Matthew Smith
Getting to Know Automated Systems That Do, Think and Learn
Getting to Know Automated Systems That Do, Think and Learn
Matthew Smith
9 Digital Trends Improving Business Processes
9 Digital Trends Improving Business Processes
Matthew Smith
Above the Funnel - How to Measure (and Grow) Your Sales Pipeline
Above the Funnel - How to Measure (and Grow) Your Sales Pipeline
Matthew Smith
Hiding In Plain Sight - Segmenting and Prospect Profiling
Hiding In Plain Sight - Segmenting and Prospect Profiling
Matthew Smith
Build A Pipeline That Never Leaks From Sales Leader Series
Build A Pipeline That Never Leaks From Sales Leader Series
Matthew Smith
Sales 2.0 at Global ContactForum 2010
Sales 2.0 at Global ContactForum 2010
Matthew Smith
Growing Outsourcing Revenues Sales Readiness Essentials By 3forward Feb F...
Growing Outsourcing Revenues Sales Readiness Essentials By 3forward Feb F...
Matthew Smith
Revenue Planning for Sales
Revenue Planning for Sales
Matthew Smith
Future Of Outsourcing
Future Of Outsourcing
Matthew Smith
Sales Resources
Sales Resources
Matthew Smith
Outsourcing Buyers Panel
Outsourcing Buyers Panel
Matthew Smith
Sales 2.0 For The Real World
Sales 2.0 For The Real World
Matthew Smith
Sales Readiness
Sales Readiness
Matthew Smith
Creating Qualified Opportunities
Creating Qualified Opportunities
Matthew Smith
3forward Overview
3forward Overview
Matthew Smith
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
pr788182
Arti Languages Pre Seed Teaser Deck 2024.pdf
Arti Languages Pre Seed Teaser Deck 2024.pdf
will854175
Organizational Transformation Lead with Culture
Organizational Transformation Lead with Culture
Seta Wicaksana
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
daisycvs
Lundin Gold - Q1 2024 Conference Call Presentation (Revised)
Lundin Gold - Q1 2024 Conference Call Presentation (Revised)
Adnet Communications
Cannabis Legalization World Map: 2024 Updated
Cannabis Legalization World Map: 2024 Updated
CannaBusinessPlans
JAJPUR CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN JAJPUR ESCORTS
JAJPUR CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN JAJPUR ESCORTS
kajalroy875762
Kalyan Call Girl 98350*37198 Call Girls in Escort service book now
Kalyan Call Girl 98350*37198 Call Girls in Escort service book now
ranineha57744
Mais conteúdo relacionado
Mais de Matthew Smith
9 Digital Trends Improving Business Processes
9 Digital Trends Improving Business Processes
Matthew Smith
Above the Funnel - How to Measure (and Grow) Your Sales Pipeline
Above the Funnel - How to Measure (and Grow) Your Sales Pipeline
Matthew Smith
Hiding In Plain Sight - Segmenting and Prospect Profiling
Hiding In Plain Sight - Segmenting and Prospect Profiling
Matthew Smith
Build A Pipeline That Never Leaks From Sales Leader Series
Build A Pipeline That Never Leaks From Sales Leader Series
Matthew Smith
Sales 2.0 at Global ContactForum 2010
Sales 2.0 at Global ContactForum 2010
Matthew Smith
Growing Outsourcing Revenues Sales Readiness Essentials By 3forward Feb F...
Growing Outsourcing Revenues Sales Readiness Essentials By 3forward Feb F...
Matthew Smith
Revenue Planning for Sales
Revenue Planning for Sales
Matthew Smith
Future Of Outsourcing
Future Of Outsourcing
Matthew Smith
Sales Resources
Sales Resources
Matthew Smith
Outsourcing Buyers Panel
Outsourcing Buyers Panel
Matthew Smith
Sales 2.0 For The Real World
Sales 2.0 For The Real World
Matthew Smith
Sales Readiness
Sales Readiness
Matthew Smith
Creating Qualified Opportunities
Creating Qualified Opportunities
Matthew Smith
3forward Overview
3forward Overview
Matthew Smith
Mais de Matthew Smith
(14)
9 Digital Trends Improving Business Processes
9 Digital Trends Improving Business Processes
Above the Funnel - How to Measure (and Grow) Your Sales Pipeline
Above the Funnel - How to Measure (and Grow) Your Sales Pipeline
Hiding In Plain Sight - Segmenting and Prospect Profiling
Hiding In Plain Sight - Segmenting and Prospect Profiling
Build A Pipeline That Never Leaks From Sales Leader Series
Build A Pipeline That Never Leaks From Sales Leader Series
Sales 2.0 at Global ContactForum 2010
Sales 2.0 at Global ContactForum 2010
Growing Outsourcing Revenues Sales Readiness Essentials By 3forward Feb F...
Growing Outsourcing Revenues Sales Readiness Essentials By 3forward Feb F...
Revenue Planning for Sales
Revenue Planning for Sales
Future Of Outsourcing
Future Of Outsourcing
Sales Resources
Sales Resources
Outsourcing Buyers Panel
Outsourcing Buyers Panel
Sales 2.0 For The Real World
Sales 2.0 For The Real World
Sales Readiness
Sales Readiness
Creating Qualified Opportunities
Creating Qualified Opportunities
3forward Overview
3forward Overview
Último
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
pr788182
Arti Languages Pre Seed Teaser Deck 2024.pdf
Arti Languages Pre Seed Teaser Deck 2024.pdf
will854175
Organizational Transformation Lead with Culture
Organizational Transformation Lead with Culture
Seta Wicaksana
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
daisycvs
Lundin Gold - Q1 2024 Conference Call Presentation (Revised)
Lundin Gold - Q1 2024 Conference Call Presentation (Revised)
Adnet Communications
Cannabis Legalization World Map: 2024 Updated
Cannabis Legalization World Map: 2024 Updated
CannaBusinessPlans
JAJPUR CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN JAJPUR ESCORTS
JAJPUR CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN JAJPUR ESCORTS
kajalroy875762
Kalyan Call Girl 98350*37198 Call Girls in Escort service book now
Kalyan Call Girl 98350*37198 Call Girls in Escort service book now
ranineha57744
Ooty Call Gril 80022//12248 Only For Sex And High Profile Best Gril Sex Avail...
Ooty Call Gril 80022//12248 Only For Sex And High Profile Best Gril Sex Avail...
pujan9679
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
gargpaaro
Jual Obat Aborsi ( Asli No.1 ) 085657271886 Obat Penggugur Kandungan Cytotec
Jual Obat Aborsi ( Asli No.1 ) 085657271886 Obat Penggugur Kandungan Cytotec
ZurliaSoop
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
allensay1
PHX May 2024 Corporate Presentation Final
PHX May 2024 Corporate Presentation Final
PanhandleOilandGas
UAE Bur Dubai Call Girls ☏ 0564401582 Call Girl in Bur Dubai
UAE Bur Dubai Call Girls ☏ 0564401582 Call Girl in Bur Dubai
jaehdlyzca
Katrina Personal Brand Project and portfolio 1
Katrina Personal Brand Project and portfolio 1
kcpayne
Pre Engineered Building Manufacturers Hyderabad.pptx
Pre Engineered Building Manufacturers Hyderabad.pptx
Roofing Contractor
Unveiling Falcon Invoice Discounting: Leading the Way as India's Premier Bill...
Unveiling Falcon Invoice Discounting: Leading the Way as India's Premier Bill...
Falcon Invoice Discounting
Uneak White's Personal Brand Exploration Presentation
Uneak White's Personal Brand Exploration Presentation
uneakwhite
Durg CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN durg ESCORTS
Durg CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN durg ESCORTS
kajalroy875762
Phases of Negotiation .pptx
Phases of Negotiation .pptx
nandhinijagan9867
Último
(20)
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
Berhampur Call Girl Just Call 8084732287 Top Class Call Girl Service Available
Arti Languages Pre Seed Teaser Deck 2024.pdf
Arti Languages Pre Seed Teaser Deck 2024.pdf
Organizational Transformation Lead with Culture
Organizational Transformation Lead with Culture
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Lundin Gold - Q1 2024 Conference Call Presentation (Revised)
Lundin Gold - Q1 2024 Conference Call Presentation (Revised)
Cannabis Legalization World Map: 2024 Updated
Cannabis Legalization World Map: 2024 Updated
JAJPUR CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN JAJPUR ESCORTS
JAJPUR CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN JAJPUR ESCORTS
Kalyan Call Girl 98350*37198 Call Girls in Escort service book now
Kalyan Call Girl 98350*37198 Call Girls in Escort service book now
Ooty Call Gril 80022//12248 Only For Sex And High Profile Best Gril Sex Avail...
Ooty Call Gril 80022//12248 Only For Sex And High Profile Best Gril Sex Avail...
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
Call 7737669865 Vadodara Call Girls Service at your Door Step Available All Time
Jual Obat Aborsi ( Asli No.1 ) 085657271886 Obat Penggugur Kandungan Cytotec
Jual Obat Aborsi ( Asli No.1 ) 085657271886 Obat Penggugur Kandungan Cytotec
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
PHX May 2024 Corporate Presentation Final
PHX May 2024 Corporate Presentation Final
UAE Bur Dubai Call Girls ☏ 0564401582 Call Girl in Bur Dubai
UAE Bur Dubai Call Girls ☏ 0564401582 Call Girl in Bur Dubai
Katrina Personal Brand Project and portfolio 1
Katrina Personal Brand Project and portfolio 1
Pre Engineered Building Manufacturers Hyderabad.pptx
Pre Engineered Building Manufacturers Hyderabad.pptx
Unveiling Falcon Invoice Discounting: Leading the Way as India's Premier Bill...
Unveiling Falcon Invoice Discounting: Leading the Way as India's Premier Bill...
Uneak White's Personal Brand Exploration Presentation
Uneak White's Personal Brand Exploration Presentation
Durg CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN durg ESCORTS
Durg CALL GIRL ❤ 82729*64427❤ CALL GIRLS IN durg ESCORTS
Phases of Negotiation .pptx
Phases of Negotiation .pptx
Lead Generation for B2B
1.
Lead Generation 3forward VIEWPoint
on Challenges and Best Practices © 3forward, LLCwww.3forward.com
2.
Defining Lead Generation Text
Book Definition Process of collecting names and contact information about qualified prospects which will be contacted by the salespeople for generating orders. It usually involves direct response advertising and telemarketing. - Business Dictionary.com Create. Increase. Accelerate.TM 2 ©2009, 3forward, LLC Real World ‘Sales Leader’ Definition Yes, we all want more leads but what we all need are better leads, with true prospects, really needing what we offer, and able to take action within a defined timeframe. If all but this last criterion is met, then these need to go into a structured lead nurturing program. CSO Insights – Blog Post
3.
Qualified Leads Impact
Everything… Sales Leader Top Objectives for 2009 2009 Sales Performance Optimization study, CSO Insights #1 Increasing Revenues 62% #2 Increase Sales Effectiveness 50% #3 Increase Market Share 39% #4 Optimizing Lead Generation 31% #5 Improve Customer Loyalty 25% #6 Improve Margins 21% #7 Reduce Sales Cycle Time 18% #8 Increase Channel Sales 13% #9 Improve Team Selling 10% #10 Reduce Cost of Sales 9% Create. Increase. Accelerate.TM 3 ©2009, 3forward, LLC
4.
Challenges to Success •
Who ‘owns’ lead generation, sales or marketing? • What defines good leads and where are they? • Outbound vs. Inbound - Do you find leads or do they find you? • People, technology, both? • Just what is Sales 2.0 and what does it solve? • How many leads do I need? • How do I score leads? Create. Increase. Accelerate.TM 4 ©2009, 3forward, LLC
5.
Too Few Are
Succeeding! Create. Increase. Accelerate.TM 5 ©2009, 3forward, LLC Less than 25% of leads result in an initial discussion. CSO Insights As little as 5% of new leads are sales-ready. American Marketing Association Only 16% of total leads deemed "sales-ready opportunities" actually close. Aberdeen Group Research 80% of all leads produced by marketing are not followed up by sales. CSO Insights 3.9 Million pages. Google search on “b to b lead generation services”
6.
Are You Broken? •
Marketing focuses only on image and branding • Sales responsible for leads • Leads not recorded / tracked in automated CRM • On-going lead nurturing happens rep-by-rep • Few or random in-bound lead gen initiatives • Lack of coordinated social media strategy • New data comes only from off-the-shelf lists or on-line aggregators Create. Increase. Accelerate.TM 6 ©2009, 3forward, LLC
7.
World Class Lead
Generation Lead Gen Best Practices: Marketing • Lead Generation is a formally assigned and actively managed business process • Marketing is accountable for finding, creating, developing, nurturing and tracking leads • Multiple out- and in-bound lead channels • Web site 2.0 enabled / SEO optimized • Scoring, tracking and metrics-based reviews Create. Increase. Accelerate.TM 7 ©2009, 3forward, LLC
8.
Nurturing - Critical
Best Practice Lead nurturing is a relevant and consistent dialog with viable potential customers, regardless of their timing to buy. Brian Carroll, CEO, InTouch and author of Lead Generation for the Complex Sale (McGraw Hill, 2006) Create. Increase. Accelerate.TM 8 ©2009, 3forward, LLC
9.
World Class Lead
Generation Lead Gen Best Practices: Sales • Accountable for leads that become qualified opportunities • Transitions early stage leads back to marketing for qualification, development • Provide market intelligence to marketing • Accurate maintains CRM tracking data • Engages in developing AND deploying marketing promotions and initiatives Create. Increase. Accelerate.TM 9 ©2009, 3forward, LLC
10.
Building a Winning
Program Sales Readiness Checklist: Lead Generation Marketing and Sales alignment and mutual goals on lead definitions, development, qualification and conversion Research-based assessments of markets and segments Descriptive prospect profiles and analysis Specific and tailored target lists Differentiated value proposition, customized by segment Out-bound and in-bound lead paths On-going / real-time prospect and target intelligence Defined and structured process to manage the creation, development, nurturing, scoring and tracking of leads Clear delineation on when to transition leads to sales Technology to enable and accelerate tracking, automate nurturing and measure effectiveness People engaging prospects to qualify and support through the selling process Reporting and analysis of all program elements / continuous improvement loop Create. Increase. Accelerate.TM 10 ©2009, 3forward, LLC
11.
Sources / Resources •
http://www.businessdictionary.com • http://www.csoinsights.com/ • http://www.csoinsights.com/Blog • http://blog.devongroup.com/?p=482 • http://www.bridgegroupinc.com/ • http://www.startwithalead.com/ • http://blog.signaturemarketingservices.com/bl og/signature-marketing-services • http://www.leadlife.com/leadlife_whitepapers Create. Increase. Accelerate.TM 11 ©2009, 3forward, LLC
12.
About 3forward Create. Increase.
Accelerate.TM 12 ©2009, 3forward, LLC 3forward helps companies find and create qualified leads, increase wins and accelerate sales. Learn More About Us At: Web Site Sales Leaders Blog Meet Our Leadership Company Overview on SlideShare Old School / New Tools: Best Practices and Resources for Sales and Marketing Facebook Events Contact Us
13.
13 ©2009, 3forward, LLC Thank
you Create. Increase. Accelerate.TM Learn More Visit us at www.3forward.com facebook.com/pages/3forward/78670539605 Search For: Dan Hudson or Matt Smith @3forward.net
Baixar agora