STOP LOSING LEADS ATTRACT- ENGAGE- CONVERT

Transcription

1 STOP LOSING LEADS ATTRACT- ENGAGE- CONVERT

2 Who I am What I do 2 Rob Triggs Husband and Dad to 2 great kids Sales Coach/Consultant Xerox sales Executive (17 years) Sales methodology junkie Sales & Marketing leader- CRMD

3 Who we Are Value, Integrity, Trust Gold Certified Microsoft Dynamics CRM and Click Dimensions Gold certified located in Toronto, Canada. Digital Marketing Helping our clients increase sales with digital marketing managed services and training Business Strategy We help companies realize their goals by shaping & enabling strategy though process and technology CRM over 20 year experience in CRM. Experts with Microsoft Dynamics CRM. Training programs Hosted Cloud Services Hosted CRM cloud, Office 365 & Sales BI Sales Automation Our core focus is enabling companies to sell! We offer the technology and support programs to help you succeed 3

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5 OUR RESULTS 5 Sales model shift from outbound to inbound 350% increase in leads from web Lead conversion from 7% to 38%

6 Sales and Marketing working together 6 Marketing Sales

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8 Customer Journey 8 Convert Sales Process Search - Social Conversations Web Site Visit Learn and decide Triage and Nurture Contact you via Phone, , form, chat Capture/lead

9 SELL INFLUENCE 9 Stages of the buying process Business Symptoms Business Pain 1. Business Symptom 2. Business pain/opportunity 3. Business Plan Business Plan Research Potential Solutions Research Potential Suppliers 4. Research Potential Solutions 5. Research Potential Suppliers 6. RFI/RFP 7. Select Vendor 8. Negotiate terms 9. Buy RFI/RFP/RFQ Select Vendor Negotiate Terms Buy

10 Stat 60% to 90% Today s buyers are anywhere from 60% to 90% of the way through the buying process before they reach out to a vendor (Forrester Research) B u y Ne goti ate Ter ms

11 LEAD RESPONSE FROM WEB SITE 75% More than one hour 4 Days average response We tested 1,200 companies 54% NO Response 1,200 companies surveyed 82% No second

12 Conversion- Step by step Process 12 Capture Collect name, , phone number and other important information Qualify Ready now, Ready Later? Assign Ready Now: Sales Ready Later: Nurture Nurture Digitally nurture prospect until they are ready now Convert Assign to sales when ready to convert

13 Here is what most companies do Hand leads to sales Hope they close the

14 Here is why it does not work There are three types of leads 1.Buy now 2.Buy later 3.Not

15 Harvard University 15 25% 25% of sales cycles take an average of 7 months to close Month Cycle 0 5/1/2014 6/1/2014 7/1/2014 8/1/2014 9/1/2014

16 Conversion Process 16 Qualify Nurture Capture Assign Convert Who are they? What do they want? How can we best help them? Educate and Influence Propose and close

17 Lack of speed Kills all Deals 17 Speed at all stages Step 1: Lead Capture and send to triage Step 2: Triage Respond fast (5 mins) Assign to best resource Step 3: Qualify Buy now Buy Later Step 4: Convert Nurture Educate - Propose - Close

18 From Lead to Opportunity 18 Success Time Lead Opportunity.

19 The new way of selling SMarketing Potential Customers Web Presence Web Social Media Blog Banner Ads Sales process CRM Account Contact Lead Opportunity Task Mobility Dashboards Marketing Automation Marketing Web Tracking Lead Scoring Social Discovery Nurture Marketing Existing Customers

20 Marketing Automation Features Marketing Web Tracking Lead Scoring Nurture Marketing SMS Messaging Campaign Tracking Form Capture Surveys Landing Pages Social Discovery Integrations (GoToWebinar) Training & Support

21 Putting it all together ATTRACT ENGAGE CONVERT Web site 21 Sales process

22 HOW GOOD ARE YOU AT CONVERTING LEADS? Special Offer for todays webinar participants Web Lead assessment

23 Customer Story One Window company 23 Customer needs new windows- Buy Now Web visit to homestars.com Form filled in No response Called and was promised a call.. No Call Bought from someone else

24 Customer Story Two E-book Lead 24 Financial Services firm looking for new CRM Visit web site and download E-book Inside sales triage and learn they are Buy Later Add to Digital Nurture Invited to an event 2 months later Ready Now Sales engages Closed deal in 3 weeks

25 Customer Story Three Buying a Car 25 Customer needs new car- Buy Now Web visit three dealer web sites Form filled in One out of three responded Test drive booked with the one Purchase made 2 nd of three called two days later Too Late

26 Customer Story Four Student Enrollment- Education 26 Student applies to a college Application is received Student communication system manages the compiling and sending of enrollment documents Faster, more accurate, less time, less people Attract and win more new students

27 Attract more buyers to your digital presence Implement the lead conversion process Capture-triage-nurture-convert Leverage a dedicated inside sales resource Set up your CRM and Click Dimensions to support the new process Track and measure with CRM reporting Improve Enjoy all the new sales 27

28 HOW GOOD ARE YOU AT CONVERTING LEADS? Special Offer for todays webinar participants Web Lead assessment

29 29 Live Chat to Dynamics Integration

30 Questions? 30 LEAD ASSESSMENT OFFER

31 Thank You Live Chat LEAD ASSESSMENT OFFER

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