Crunching Secrets – Hacking Lead Generation
Generation refers to proactively creating, nurturing,
and discovering interest among prospective B2B
buyers in solutions that are offered, so that sales team
can engage in a sales conversation .
Are you finding the Leads or the Leads Find You ?
o Tired of visitors leaving website without checking
products or services ?
o Feeling huge investments of time and effort on
osite going to waste?
o Struggling with low ROI and sinking patience?
It’s a Lead Technique Problem !!
CEO Asks : “How did the XYZ lead generation
VP Marketing Responds :
Great! We generated more than 200 leads at lower
than our average cost per lead. And two sales
people told me they had some really good
VP Sales Responds:
“Ugh. What a total waste of time.
The leads are all a bunch of downloader.
My team is wasting their time following up on
hundreds of leads that aren’t ready to buy.”
Lead Gen Challenges :
Cut Costs Again
Tougher than Sales
Mapping Difficulties :
52% of Organization
confirms that Lead
generation is their #1
marketing challenges .
(SOURCE: SIRIUS DECISIONS)
Crack the Process – Get More Leads for Less
Buckle up your Marketing team and plan out:
o Cold Calling
o Live Seminars
o Mass Mailing
o Trade Shows
o Landing Pages
o Call to Action
o Internet Advertising
o Email Publications
Off Track from Traditional
‘DEVELOP’ not just ‘GENERATE’ leads !!
o Qualify / Score
Desire More Qualified Leads – Follow Steps:
Lead Forms – Data Capture
The basic completion of
almost 80% of updates
bought more than 40%
of qualified leads .
Score & Position :
Are they Suspect,
Prospect or Lead ?
Route to Road: Lead Routing
o The likelihood of reaching a prospect on a follow-on
call goes down by 90% within one week from the initial
o Over 7x improvement in sales if leads are responded
to within 48 hours .
o Automate lead routing decreases follow-up times .
Nurture to Prosper: Lead Nurturing
o Leverage a rules-based marketing engine to set-up
and deliver multi-track, multi-touch, multi-channel
o Well-executed multi-channel marketing campaigns
generate a sales lift ranging from 7 - 34 %.
o Understand your sales cycle and map
your communications to your sales cycle.
Use Automation to :
o And focus on converting 70%
long-term leads to near-term
Lead Generation – Master the Trade,
Conquer Sales :
Sell the fire, not the fire extinguisher. In other words, use
a soft sell approach. Just keep your leads engaged
and your major battle is won!!