Building the Ultimate Lead Generation Machine #leadgenmachine
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- Darleen Fitzgerald
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1 Building the Ultimate Lead Generatin Machine #leadgenmachine
2 First, Sme Husekeeping #leadgenmachine
3 Building the Ultimate Lead Generatin Machine #leadgenmachine
4 Tday s Speakers Jamie Shanks Jamie is ne f the leading inside sales experts advcating Scial Selling & Sales 2.0. Inside sales and lead generatin is Jamie s passin, and Jamie has built inside sales teams and mdels in nearly every technlgy sectr, ranging frm start-up t Frtune 500s. Jamie is als the Trnt chapter President f the American Assciatin f Inside Sales Prfessinals. Peter Gracey Pete Gracey, is the Chief Operatins Officer and c-funder f AG Saleswrks, a marketing and teleprspecting services firm. Pete versees the daily peratins f AG Saleswrks, is a prlific blgger and is als Adjunct Prfessr f Sales and Marketing fr the University f Massachusetts Amherst. #leadgenmachine
5 Tday s Speakers Mike Puglia Mike is Vice President f Marketing fr TimeTrade. Mike jined TimeTrade frm Salesfrce.cm, the wrld s leading CRM and enterprise clud cmputing vendr, where he led the integratin f real-time cllabratin technlgies int Salesfrce s Chatter Scial Enterprise platfrm thrugh the acquisitin f Mike s frmer cmpany, Dimdim, where he was VP f Marketing. #leadgenmachine Sctt Miller Sctt is President and Chief Sales Officer fr Scial1123. His respnsibilities include new custmer acquisitin and mnetizing Scial Media fr its current custmers. Sctt is a recgnized thught leader in the demand creatin space having cnsulted and led numerus sales teams ver the last twelve years. He is the authr f tw e-bks and a successful blg n sales and lead generatin best practices.
6 Scial. Sales. Enablement. #leadgenmachine Twitter users are 24 % mre likely t make nline purchases, than average Internet users CNBC #leadgenmachine
7 Scial. Sales. Enablement. First Name: Aarn Last Name: Biddar Lcatin: Atlanta, GA URL: scial123.cm Self-Descriptin: Scial123, Scial Media knw it all Fllwers: 456
8 Scial. Sales. Enablement. "A business friend f a business friend is a ptential friend f my business.
9 Macr & Micr Marketing Hunting with a grenade & a laser gun!
10 It all starts with a great stry Pririty Shifting challenging the buyer behavir!
11 C-Level Executive Nurturing = Macr Marketing Data Cllectin Prfile Scring
12 Scial Selling = Micr Marketing
13 Make sure all the DOTS are cnnected
14 Wrking Thrugh The Funnel
15 The Challenges Prfessinals Face The Challenges Prfessinals Face Ideal Custmer Prfiling ROI Analysis Database Management Clsed Lp Feedback Tactical Outbund Messaging Fully Qualified Lead Delivery Marketing Autmatin
16 Tactical Outbund Messaging The Tactical Challenges Outbund Prfessinals Messaging Face Ideal Custmer Prfiling ROI Analysis Database Management Pain Fcused Title specific Clsed Lp Feedback Tactical Outbund Messaging Cmpetitin Ready Fully Qualified Lead Delivery Marketing Autmatin
17 Marketing Autmatin The Challenges Marketing Prfessinals Autmatin Face Ideal Custmer Prfiling ROI Analysis Database Management Individual Instance Clsed Lp Feedback Tactical Outbund Messaging Autmatin fr Telequalifying Incrpratin f all crprate campaigns Fully Qualified Lead Delivery Marketing Autmatin
18 Fully Qualified Lead Delivery The Fully Challenges Qualified Prfessinals Lead Delivery Face Ideal Custmer Prfiling ROI Analysis Database Management Deep and Relevant Pain D-Maker r direct pass dwn Clsed Lp Feedback Tactical Outbund Messaging Willingness t spend Scheduled cnference call Fully Qualified Lead Delivery Marketing Autmatin
19 Clsed Lp Feedback The Challenges Clsed Lp Prfessinals Feedback Face Ideal Custmer Prfiling ROI Analysis Database Management Did the call ccur? Gal = 70-90% Was yur infrmatin valid? Clsed Lp Feedback Tactical Outbund Messaging Gal = % Is there a next step in the prcess? Gal = 80-90% Cnversin Fully Qualified Lead Delivery Marketing Autmatin
20 ROI Analysis The Challenges ROI Analysis Prfessinals Face Ideal Custmer Prfiling ROI Analysis Database Management 50x yur riginal campaign investment in Stage 1 Pipeline Clsed Lp Feedback Tactical Outbund Messaging Over 50% t frecast Clsed business Fully Qualified Lead Delivery Marketing Autmatin
21 Q&A Jamie Shanks x4009 LinkedIn: jamestshanks Peter Gracey (781) Mike Puglia Sctt Miller (678) x3462 Miller
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