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AGENDA
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OUR MISSION
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CAROL SMITH
CEO
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ANITA SMITH
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JOHN SMITH
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MARY SMITH
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4
OUR TEAM
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5. Visitor
Prospect
Activated User
Customer
Loyal Customer
Activated Customer
Leads(inbound/Outbound)
Marketing Qualified Lead(MQL)
Sales Qualified Lead(SQL)
Opportunity
Proof Of Concept(POP)
Closed
Onboarding
Renew/Upsell
Customer LifecycleSales funnel
Marketing Team
Sales Team
Customer Success Team
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5
CUSTOMER ACQUISITION FRAMEWORK
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7. 01
02
03
04
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TARGET PROSPECTS
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8. Primary &
Secondary
Target Group
Primary Target Group
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Secondary Target Group
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Primary Target Group
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TARGET GROUP SEGMENT
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01
02
03
04
05
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9
OUR GOALS
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10. Customer Trust
Click Through
Organic Lead
Awareness
Information
Acquisition
Commercial Levers
Transactions
User Experience
Turnover
Conversion
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10
CUSTOMER ACQUISITION STRATEGY
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11. www.companyname.com
11
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12. ATTRACT CONVERT CLOSE ENGAGE
“Hunters” Visitors Leads Customers Advocates
“Visibility”
Keywords
Social Media
“Interest”
Landing Pages
Split Testing
“Desire”
Transactions
Event Tracking
“Action” Social
Inbox Smart
Content
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12
CUSTOMER ACQUISITION STRATEGY
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14. Driving Traffic Conversion Nurturing Sales
• Listening to the
customer
• Multiple methods
to drive traffic
• Social media
marketing
• Lead management
• Dynamic
experiences
• Analytics
• Lead scoring
• personalization
• Lead nurturing
tactics
• Email and marketing
automation
• Marketing and sales
enablement
• Sales force
automation
Website
Limited
Use In FS
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14
ACQUISITION STRATEGY PLAN
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16. DEMAND
CREATION
STRATEGY
Chase
1. Database development
2. Account intelligence
3. Digital assets
4. Social media
5. Sales calls
6. Incubation interactive
email
7. Appointment setting
Come
1. Social media
2. Content
3. Endorsements
4. credentialism
5. Birds of a feather
6. Starburst
Co-create
1. Partner marketing
2. influencers
3. Analysts
4. Peers
5. Authors
6. Academia
7. Thought leaders
Caught
1. Website tracking
2. Reverse look up
3. Digital assets
4. Incubation
5. Interactive email
6. Account intelligence
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DEMAND CREATION STRATEGY
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17. Lead
Management
Opportunity
Management
Contact
Management
Client
Management
Task
Management
Team
Management
Add More
07 01
0206
05
04
03
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SALES FORCE AUTOMATION
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18. Events
6
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NEW CUSTOMER BY SOURCE
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W
LEAD
GENERATION
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19
LEAD GENERATION STRATEGY
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20
LEAD CONVERSION
INPUT
INPUT
INPUT
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21. 100%
75%
50%
25%
10%
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LEAD CONVERSION
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22. Adoption of lead scoring
solutions chosen
36%
27%
37%
Projects
Completed
56% 36% 8%
Number of
dimensions
48%
36%
16%
Number Of
Scoring Rules
20%
33%
20%
7% 7%
13%
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22
LEAD SCORING
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23. 30% 38%
36% 41%
23% 17%
35% 38%
40% 38%
15% 17%
Measurable ROI on
lead generation
program
Increased conversion
rates from qualified lead
to opportunity
Increased sales
productivity and
effectiveness
Shortened sales
cycle
Better forecast and
pipeline visibility
Better alignment of
marketing and sales
efforts
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23
LEAD SCORING
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24. Content
Marketing
Analyst Relation
Lead Nurturing
Up Selling And
Cross Selling
Lead Generation
Lead Generation
Search Engine
Sales Enablement
Driving
Awareness
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24
LEAD NURTURING TACTICS
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25. 01
02
03
04
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LEAD NURTURING TACTICS
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26. Viral loop
Acquire
Activate Keep Customers
Up-sell
Next-Sell
Referrals
Cross-sell
Contests,
Events
Blogs, RSS
Emails
Loyalty
Programs
Outreach
Programs
Product
Updates
Get Customers Grow Customers
Social Media
Media
Articles
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LEAD NURTURING LIFECYCLE
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03
0201
Periodic Client Review
Client Prospecting
Marketing Campaigns
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27
MARKETING CAMPAIGNS
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28. 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Sunday
Saturday
Friday
Thursday
Wednesday
Tuesday
Monday
Sunday Your Text Here
Your Text Here
Your Text Here Your Text Here
Your Text Here
Your Text Here
Text Here
Text Here
Your Text Here
Text Here
Text Here
Text Here
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28
MARKETING ROADMAP
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29. Branding
To Led
Innovative
Design &
Media
Websites
That Work
Customer
Centric
Culture
New
Ways To
Sell
Synchronistic
Strategies
Marketing
For Growth
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29
MARKETING GROWTH STRATEGY
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30. 15
13
18
20
10
6
18
Which Marketing-channel Is
Growing Fastest
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0
10
20
30
40
50
60
70
80
Influencer Engagement
Use Cases
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MARKETING REACH BY CHANNELS
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DIRECT MARKETING METHOD
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33. 0
1.5
2.5 2.5
2.2
1.9
3
0
3.4
2.8
3.8
3.6
2.9
4
0
5
3.6
4
6
5
4.6
0
1
2
3
4
5
6
7
2014 2015 2016 2017
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CLIENT REFERRALS
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34. Advocates
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01
07
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REFERRAL MARKETING FUNNEL
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35. Received referrals
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Sent referrals
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Calendar events
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4
$6,450 $3,650
Received referral revenue Generated by sent referrals
Contacted (70%)
Proposal (10%)
Handed Off (20%)
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REFERRAL REPORT
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Nurture
Attract Engage Grow
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CUSTOMER LOYALTY LIFECYCLE
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37. 20
Enrollments Icon
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Reward Outstanding
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$ 12,454
Loyalty Revenue
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Gift Sales
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LOYALTY PROGRAM PERFORMANCE
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MARKETING WITH SOCIAL MEDIA
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SOCIAL MEDIA MARKETING
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40
ANSOFF MATRIX FOR GROWTH STRATEGY
PRODUCTSMARKETS
Current New
CurrentNew
Market Penetration
Strategy
Product Development
Strategy
Market Development
Strategy
Diversification
Strategy
4
Growth
Strategies
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MARKETING AUTOMATION
SMS Messaging
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Nurture Marketing
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Web Tracking
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44. Personal Selling
Direct Marketing
Internet Marketing
Public Relations
Sales Promotions
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PUBLIC RELATIONS(PR) FOR CUSTOMER ACQUISITION
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EMAIL AND MARKETING AUTOMATION
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47. 0
1
2
3
4
5
6
Category 1 Category 2 Category 3 Category 4 Category 5
4.3
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4.4
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2 2
3
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4
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47
DATA ANALYTICS
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48. Customer Satisfaction
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Net income
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Productivity
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Cash Flow
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Turnover
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48
OUR KEY METRICS
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SQL
Opportunity
Prospect
Engaged
Just A Name
Customer
MQL
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50
CRM PIPELINE MANAGEMENT
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51. Interest
Marketing Validates
Quality Of Interest
Learn
Marketing
Nurtures To
Sales Ready
Evaluate
Sales Rejects
Leads
Justify
Opp
Stalls
Purchase
Opp Lost
Name Inquiry
Marketing
Qualified
Lead
Close
Sales
Qualified
Lead
Sales
Accepted
Lead
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51
CRM SALES LEADS WITH MARKETING
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52. 01
02
03
04
Meet Basic Customer Requirements
Achieve Customer Delight
Customer Needs
Satisfy
Unstated
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52
CRM CUSTOMER SATISFACTION
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53. Elevate
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Suggest
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Inquire
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Reflect
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53
FEEDBACKS
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Threat Of New
Entrants
Bargaining
Power Of Buyers
Industry Rivalry
Bargaining Power
Of Suppliers
Threat Of
Substitutes
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55
COMPARISON
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56. Put Text Here
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attention. This slide is 100% editable. Adapt it to your
needs and capture your audience's attention. This
slide is 100% editable. Adapt it to your needs and
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25%
87%
62%
54%
47%
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56
LOCATION
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2016 2018 2020
2017 2019 2021
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57
TIMELINE
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58. www.companyname.com
58
TARGET
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04This slide is
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59. www.companyname.com
59
VENN
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Your Text
Here
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T E X T H E R E
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T E X T H E R E
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T E X T H E R E
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61
BULB OR IDEA
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62. Acquisition
Activation
Retention
Revenue
Referral
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62
FUNNEL
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64. www.companyname.com
64
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'Customer Acquisition Strategy’