so why should i call this guy?
TRANSCRIPT
So Why Should I
Call this Guy?
How to Get Critical Lead Information that Sales will Want to Act On.
Summer Webinar Series | Webinar 1 | July 14
About “HOW TO” Series
Lead Generation Techniques…to drive more qualified
leads…that YOUR sales will be excited to act on.
•Focus on How to Get Out of the Status Quo of:
Only 20% of your
leads being
followed up on
Only 16% of your
total leads deemed
sales-ready,
actually closing
Losing 80% of your
„bad leads‟ to
competitors
within 24 month
–**Sources: Sirius Decisions; Aberdeen Group
About Your Sponsors
Helps organizations of all
sizes find the best tools to fit
their needs
Provider of one of the
industry‟s most popular and
fastest growing cloud-based
integrated marketing
platforms
Agenda
The Problem The Opportunity Tools To Get
You There
So Why Should I Call this Guy?
The Problem: What Makes Up a Qualified Hot Lead?
Marketing Perspective
• Responded
• Fits profile
• Frequent participation
Sales Perspective
• Inbound inquiry
• Right profile
• BANT responses
What Ends Up Happening
Results: Frustration…and Wasted Leads!
Marketing MO
• More leads
• Report on more leads
• Leads grow stale
• Complains sales not working leads
Sales MO
• Researching qualifying info
• Reaches out few times
• Shifts to low-hanging fruit
• Complains about lead quality
The Opportunity: Lead Activity Collection
The Opportunity:Give Sales What it Really Needs
•Prioritize leads based on
activity
•Nurture leads not ready
to buy
•Deliver critical information
where sales lives
The Opportunity: What You Can Do
Give sales a reason to
call that guy!
• Agree on what constitutes
a hot lead
•Support the entire funnel –
not just the top
•Provide sales with holistic
view of the prospect
The Tools to Make it Happen
Empower Your Lead Generation and Management
Capabilities…and Inspire Sales to Act-On Them
• Capture, Track and Manage Lead Behaviors Across
Multiple Channels
• Help Cultivate and Prioritize Leads
• Deliver Lead Data in Comprehensive, Easily Accessible Views
Time to See The Tools… And How They Get Critical
Lead Information to Sales to Act On..!
The Tools to Make it Happen Act-On Marketing Platform
World-Class E-mail
Marketing Core and
Deliverability
Complete Set of Tools
on One Platform
• Web Analytics, Landing
Pages, Forms, Drip, Scoring,
CRM Integration, Social Media,
Reporting and More
• Focus on Usability, Simplicity
and Manageability
Approach and Terms
that Work
• Start Simple, Automate at
Own Pace
• Affordable Pricing; Month-
to-Month Contracts
• Live Customer Support –
At No Additional Costs
Next Steps: Tremendous Opportunity
Take Control of Your Leads & Lead Data!Turn: “Why Should I Call this Guy?” into: “I Can’t Wait to Call this Guy!”
Next StepsToday‟s “How To” Guide plus Next Sessions:
• July 21: Make New Friends, Keep the Old
• July 28: There‟s a Party Going on, and You‟re
Not There
• August 4: Why Spray and Pray Isn‟t Cutting
It Anymore
Learn More About Act-On
•Join Weekly Demo Sessions: www.actonsoftware.com
•Request 1x1 Demo: [email protected] or (877) 530.1555