In this webinar, President of AG Salesworks Peter Gracey, President of the American Association of Inside Sales Professionals Jamie Shanks, Vice President of Marketing for TimeTrade Mike Puglia and Chief Sales Officer for Social1123 Scott Miller discuss how to build the ultimate lead generation machine.

1. Building the Ultimate Lead
Generation Machine
#leadgenmachine

2. First, Some Housekeeping
#leadgenmachine

3. Building the Ultimate Lead
Generation Machine
#leadgenmachine

4. Today’s Speakers
Jamie Shanks
Jamie is one of the leading inside sales experts advocating Social
Selling & Sales 2.0. Inside sales and lead generation is Jamie’s
passion, and Jamie has built inside sales teams and models in
nearly every technology sector, ranging from start-up to Fortune
500s. Jamie is also the Toronto chapter President of the
American Association of Inside Sales Professionals.
Pete Gracey, is the Chief Operations Officer and co-Founder of AG
Salesworks, a marketing and teleprospecting services firm. Pete
oversees the daily operations of AG Salesworks, is a prolific
blogger and is also Adjunct Professor of Sales and Marketing for
the University of Massachusetts Amherst.
Peter Gracey
#leadgenmachine

5. Today’s Speakers
Mike is Vice President of Marketing for TimeTrade. Mike joined
TimeTrade from Salesforce.com, the world’s leading CRM and
enterprise cloud computing vendor, where he led the integration of
real-time collaboration technologies into Salesforce’s Chatter Social
Enterprise platform through the acquisition of Mike’s former
company, Dimdim, where he was VP of Marketing.
Mike Puglia
Scott is President and Chief Sales Officer for Social1123. His
responsibilities include new customer acquisition and monetizing
Social Media for its current customers. Scott is a recognized
thought leader in the demand creation space having consulted
and led numerous sales teams over the last twelve years. He is
the author of two e-books and a successful blog on sales and lead
generation best practices.
Scott Miller
#leadgenmachine

6. Social. Sales. Enablement.
Twitter users are 24 % more likely to make online purchases,
than average Internet users – CNBC
#leadgenmachine
#leadgenmachine

7. First Name: Aaron
Last Name: Biddar
Location: Atlanta, GA
URL: social123.com
Self-Description: CEO @ Social123, Social Media know it all
Followers: 456
Social. Sales. Enablement.

8. "A business friend of a business friend is a potential friend of my business.”
Social. Sales. Enablement.

9. Macro & Micro Marketing
Hunting with a grenade & a laser gun!

10. It all starts with a great story…
Priority Shifting – challenging the buyer behavior!

11. C-Level Executive Email Data Collection
Profile Scoring
Email Nurturing = Macro Marketing

12. Social Selling = Micro Marketing

13. Make sure all the DOTS are connected

14. Working Through The Funnel

15. The Challenges Professionals Face
Ideal
Customer
Profiling
Database
Management
Tactical
Outbound
Messaging
Email
Marketing
Automation
Fully
Qualified
Lead Delivery
Closed Loop
Feedback
ROI Analysis
The Challenges Professionals Face

16. o Pain Focused
o Title specific
o Competition Ready
Ideal
Customer
Profiling
Database
Management
Tactical
Outbound
Messaging
Email
Marketing
Automation
Fully Qualified
Lead Delivery
Closed Loop
Feedback
ROI Analysis
Tactical Outbound MessagingThe Challenges Professionals Face
Tactical Outbound Messaging

17. o Individual Instance
o Automation for
Telequalifying
o Incorporation of all
corporate campaigns
Ideal
Customer
Profiling
Database
Management
Tactical
Outbound
Messaging
Email
Marketing
Automation
Fully
Qualified
Lead Delivery
Closed Loop
Feedback
ROI Analysis
Email Marketing AutomationThe Challenges Professionals Face
Email Marketing Automation

18. Fully Qualified Lead Delivery
o Deep and Relevant Pain
o D-Maker or direct pass down
o Willingness to spend
o Scheduled conference call
Ideal
Customer
Profiling
Database
Management
Tactical
Outbound
Messaging
Email
Marketing
Automation
Fully Qualified
Lead Delivery
Closed Loop
Feedback
ROI Analysis
The Challenges Professionals Face
Fully Qualified Lead Delivery

19. Closed Loop Feedback
o Did the call occur?
• Goal = 70-90%
o Was your information valid?
• Goal = 90-100%
o Is there a next step in the
process?
• Goal = 80-90% Conversion
Ideal
Customer
Profiling
Database
Management
Tactical
Outbound
Messaging
Email
Marketing
Automation
Fully
Qualified
Lead Delivery
Closed Loop
Feedback
ROI Analysis
The Challenges Professionals Face
Closed Loop Feedback

20. ROI Analysis
o 50x your original campaign
investment in Stage 1
Pipeline
o Over 50% to forecast
o Closed business
Ideal
Customer
Profiling
Database
Management
Tactical
Outbound
Messaging
Email
Marketing
Automation
Fully
Qualified
Lead Delivery
Closed Loop
Feedback
ROI
Analysis
The Challenges Professionals Face
ROI Analysis

21. Q&A
Jamie Shanks Mike Puglia
1.978.654.6800
mpuglia@timetrade.com
www.timetrade.com
@timetrade
905-502-5512 x4009
Jamie@salesforlife.com
www.salesforlife.com
@james_t_shanks
LinkedIn: jamestshanks
Peter Gracey
Scott Miller
(678) 387-1820 x3462
scott.miller@social123.com
www.social123.com
@Scott__Miller
(781) 702-6999
pgracey@agsalesworks.com
www.agsalesworks.com
@Peter_Gracey