Lesley Collins - SurveyMonkey - Senior Sales Manager EMEA - Getting Back to the Basics of Lead Generation http://www.saleshacker.com/saas/back-to-basics-of-lead-generation/ Visit SalesHacker.com for more sales hacks, tips, and tactics.

1. Sales Hacker Dublin
Lesley Collins
Senior Sales Manager EMEA
SurveyMonkey Enterprise
@CollinsLesley

2. My Credentials
• Over 16 years sales experience
• Over 12 in Sales Management roles
• 1st Regional Vice President for salesforce.com in EMEA
• Started up own business
@CollinsLesley

3. My Biggest Worry
@CollinsLesley

4. Dual approach to Lead Generation
• Inbound Driven by company
• Outbound Driven by BDR and/or AE
Know your numbers!!!
@CollinsLesley

5. Inbound Leads
• Marketing drives high quality leads
– Events, brand awareness, PR
• Website as a lead generation tool
– SEM
– Keyword strategy
– Blogs!!
– Content / Offers
@CollinsLesley

6. Outbound Leads
• People
• Planning
• Technology
• Methodology
@CollinsLesley

7. @CollinsLesley
People

8. Planning
• Where is your focus?
• Understand role are you focused on?
• What is your message?
• What is your execution plan?
@CollinsLesley

9. Technology
• Inbound:
– Your website / Social
• Outbound
– LinkedIn Premium
– Google
– Google Alerts
• CRM
@CollinsLesley

10. Methodology
• Research, research, research
• Basho – email methodology
• Sandler – sales methodology
@CollinsLesley

11. Summary / Key Takeaways
• Hire the right people
• Help the team with Inbound leads if possible
• Have an outbound plan
• Arm the team with a methodology
• Manage and monitor activity
@CollinsLesley

12. Thank you!
@CollinsLesley