An overview of different lead generation methodologies and approaches to lead generation. - Business development Audit - Why is the process so important? - What are the types of lead gen sources? - What are the sources you should focus on? - Outbound and inbound marketing mix - What is Selling? - A competitive analysis is a MUST - Planning and OKRs - The power of Iterations and Analysis

1. M A R I N A N I K I T C H U K
LEAD GENERATION
FOR IT
OUTSOURCING

2. Introduction
BDM Audit
LeadGen Process
Lead generation sources review
Types of Lead Gen Sources
What is Selling
Let's Start. Let's Dream
Competitive analysis
Planning & OKRs
DISCUSSION POINTS
TODAY'S TOPICS
2

3. A customer-oriented, collaborative and creative consultant with 7
years + experience in IT services industry.
Implementation of both digital and face-to-face sales and
marketing activities, lead generation campaigns and projects
within the SaaS industry.
Business Development Manager Experience:
*Social2B (Nov. 2018- Now)
*Provectus (2017-2018)
*DataArt (2012-2017)
Consultant for IT services companies. Main focus:
*Inbound and Outbound Marketing
*Lead generation
*ABM (account-based marketing)
Journaling BizDeva Telegram channel on business development
topic.
BRIEF
INTRODUCTION
I AM MARINA NIKITCHUK,
BDM @SOCIAL2B AND CONSULTANT
3

4. BUSINESS
DEVELOPMENT
AUDIT
NO SECRETS. JUST DISCIPLINE
General Overview
SWOT-analysis
Strategy and tactics (questions on KPIs)
Motivation
LeadGen sources and activities
Current Clients
New members onboarding
Tools and automation
AOB
BDM AUDIT
SURVEY
PLEASE REQUEST

5. CREATE YOUR ACTION PLAN
LEAD GENERATION PROCESS
Messaging
and
positioning
It comes from your
strategy and goals
Get the
feedback &
Repeat
Analyze, Be flexible,
Make changes,
Repeat
Planning,
Objectives &
Retrospective
Quarter
Month
Week
Build your
market
anticipation
Preparation
(Collateral, Materials)
& Execution

6. TYPES OF LEAD GEN SOURCES
Outbound
Outbound lead
generation campaigns
Email marketing
campaigns
Cold Calling
Personal Brand
Inbound
Website
Blog
Quora, Reddit, Stack
Overflow
Groups
Freelance websites
Clutch, Good Firms,
Capterra
Listings
Referrals
Partnerships
Customer Surveys

7. WHAT IS SELLING?

8. LET'S START.
LET'S DREAM.
RESOURCES VS GOALS

9. COMPETITIVE ANALYSIS
Google
Clutch, Good Firms, Capterra
Crunchbase + LinkedIn
Semrush (10 free requests or 99.95 $ per month)
Ahrefs (7 days trial for 7$ or 99 $ per month)
SpyFu (39 $ per month) for keywords and ads texts. (Adbeat, etc.)
Alexa (14 days free or 149$ per month)
References
Listings
Budgets ARTICLES
PLEASE REQUEST

10. MAKE A DECISION AND STICK TO IT
PLANNING AND
OKRS
10
OKR
WORKSHEET
PLEASE REQUEST

12. Gain feedback Study analyticsMake iterations
Quarter Results Mandatories

13. Marina Nikit4uk
GET IN TOUCH WITH US
acebook, LinkedIn, Twitter:
marina.nikitchuk@gmail.com
Email Address
https://t.me/bizdeva
Telegram Channel

14. Questions?
THANK YOU FOR
PARTICIPATION!