the 4 key elements to successful lead generation

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1 Four Key Elements to Successful lead generation For the Marketing Leader trying to bootstrap their department

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This presentation discusses key components for a successful lead generation and management process.

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Page 1: The 4 Key Elements to Successful Lead Generation

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Four Key Elements to Successful lead generation

For the Marketing Leader trying to bootstrap their department

Page 2: The 4 Key Elements to Successful Lead Generation

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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?

Page 3: The 4 Key Elements to Successful Lead Generation

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To generate quality leads, focus on these 4 essential elements:

Process

Technology

People

Content

Page 4: The 4 Key Elements to Successful Lead Generation

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!

Page 5: The 4 Key Elements to Successful Lead Generation

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

Page 6: The 4 Key Elements to Successful Lead Generation

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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

Page 7: The 4 Key Elements to Successful Lead Generation

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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

Page 8: The 4 Key Elements to Successful Lead Generation

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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

Page 9: The 4 Key Elements to Successful Lead Generation

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.

Page 10: The 4 Key Elements to Successful Lead Generation

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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

Page 11: The 4 Key Elements to Successful Lead Generation

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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

Page 12: The 4 Key Elements to Successful Lead Generation

Companies that implement

lead management see a 10% or

greater increase in revenue in

6-9 months!!

Gartner Research 2011-2012

Page 13: The 4 Key Elements to Successful Lead Generation

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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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