This presentation discusses key components for a successful lead generation and management process.

1. Four Key Elements to Successful
lead generation
1 For the Marketing Leader trying to bootstrap their department

2. Everybody wants something from you…
Your Your
CEO Sales
wants Team
Leads wants
that leads
result in that are
more ready to
business buy
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But… How do you satisfy both?

3. To generate quality leads,
focus on these 4 essential elements:
Process
Technology
People
Content
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4. Your Process…
Have a
documented, repeatable
Implement a method to process to MANAGE
NURTURE leads that your leads
aren’t ready to buy yet
Clearly DEFINE what a
good lead looks like
Have a systematic way
to QUALIFY your leads
Without these… you have a process issue!

5. Your Technology…
Be able to TRACK the online If you don’t have all
behavior of your prospects of these…
and leads You have a
technology issue
Be able to scale Personalized
Communications to your
prospects and customers?
Be able to automatically
manage the targeting, timing
and content of your outbound
marketing messages?

6. Your People…
Have someone Have
Be able to
qualify the somebody
respond to
dedicated to
lead before it’s nurturing
a prospect’s
inquiry in
sent to a sales leads that 10 minutes
rep aren’t ‘Sales or less
ready’
Do you have these in place?... If
6 not, you have a people issue

7. And your Content…
Use content your
buyers and prospects
Use multiple forms of are interested in, don’t
content such as blogs, just talk about your
whitepapers, webinars products and services
and eBooks
Use your content to guide
Use content that your buyers through the sales
targets people at each funnel at their own pace
stage of the buying
cycle
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8. The Objective of a Lead Management
Process is threefold:
Generate MORE leads of a HIGHER QUALITY
Maintain a PREDICTABLE flow of Leads
FOCUS sales rep activities on real opportunities
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9. Generate more leads of a higher quality:
Lead Management defines a process to capture, nurture and
qualify leads. The output is leads of higher quality.

10. Maintain a predictable
flow of leads
 Lead Management is a multi-stage process
The conversion  Leads exit each stage after achieving the
rates allow for stage ‘exit criteria’
future
 Marketing leaders measure the conversion
predictability
rate from stage to stage
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11. Focus sales rep
activities on REAL
opportunities
Lead management
forces sales and
marketing to define The process
what a good lead generates
looks like
‘sales-ready’
leads
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12. Companies that implement
lead management see a 10% or
greater increase in revenue in
6-9 months!!
Gartner Research 2011-2012

13. Learn More
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If you don’t have a lead management process or need help
optimizing your current one,
Contact us to hear the rest of the story...
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