SlideShare a Scribd company logo
1 of 27
Online Marketing Summit,[object Object],Minneapolis, MN | June 25, 2010,[object Object],Leveraging Automation For Success,[object Object],Using Marketing Automation, Lead Scoring, Lead Nurturing to Drive More Qualified Leads To Sales,[object Object],Kim AlbeePresident & FounderGenoo,[object Object],1,[object Object]
6/28/10,[object Object],2,[object Object],Why Marketing Automation?,[object Object],Marketing is no longer campaign driven,,[object Object],It is a holistic practice that starts with generating demand,,[object Object],Nurturing leads,,[object Object],And increasing the number of sales-ready leads.,[object Object]
6/28/10,[object Object],3,[object Object],A Few Questions…,[object Object],Do you know who your most responsive leads are?,[object Object],Can you segment your leads based on interest? ,[object Object],Can you follow up with a lead based on the interest they’ve expressed? ,[object Object],Can you do this for THOUSANDS of leads without increasing your marketing (or Sales) headcount? ,[object Object]
6/28/10,[object Object],4,[object Object],A Few Questions…,[object Object],Do you know when a lead is ready for a sales conversation? ,[object Object],Can you share the intelligence you’ve captured about your lead with Sales when you pass the lead to them? ,[object Object],Can you do all of the above without waiting in the IT or Web Dev queue to get your campaigns launched or retrieve your comprehensive lead metrics? ,[object Object]
6/28/10,[object Object],5,[object Object],In the next 35 minutes…,[object Object],If you answered, “No”, to any of those questions …,[object Object],we’re going to shine a light on how they are killing your marketing results, ,[object Object],And then provide avenues and ideas for how you can fix them.,[object Object]
Mapping Sales Funnel to Internet Marketing 1.0,[object Object],6,[object Object],Lead Generation,[object Object],Opportunity Mgmt,[object Object],Conversion,[object Object],Traffic,[object Object],Website,[object Object],1.0,[object Object],SEO,[object Object],Telemarketing,[object Object],Search,[object Object],Engines,[object Object],According to research by Marketing Sherpa, 70-90% of leads are NEVER followed up on by Sales!,[object Object],The days of tossing leads directly over the wall to Sales are OVER!,[object Object],PPC,[object Object],Sales,[object Object],Banners,[object Object],Sponsorships,[object Object],Contacts,[object Object],Customers,[object Object],eNewsletters,[object Object],Revenue,[object Object]
6/28/10,[object Object],7,[object Object],According to IDC Research…,[object Object],One-Half of the marketing budget is allocated to demand generation activities.,[object Object],One-third of that goes to sales support activities (MDF funds, channel development, sales support materials),[object Object]
6/28/10,[object Object],8,[object Object],The Cost of Poor Lead Qualification,[object Object],There is a poor return on investment on the $20 billion/yr spent on demand gen efforts,[object Object],(not to mention the $100/yr billion spent on sales resources),[object Object],Approx. 25% of sales’ time is spent on unproductive prospecting,[object Object],(even as 60-70% of sales reps ignore marketing leads),[object Object]
Regular Email “Touches”Status Quo,[object Object],6/28/10,[object Object],9,[object Object],Lead Generation,[object Object],A,[object Object],Result:,[object Object],List Fatigue,[object Object],Email Marketing,[object Object],Law of diminishing returns,[object Object],“Batch & Blast”,[object Object],The same email goes to ,[object Object],everyone,[object Object],B,[object Object],Customers,[object Object],$$,[object Object]
Lead “Nurturing”Mandate,[object Object],6/28/10,[object Object],10,[object Object],Lead Generation,[object Object],Solution:,[object Object],A,[object Object],Segment Leads,[object Object],According to ,[object Object],Marketing Sherpa:,[object Object],Open rates 20% higher,[object Object],Click Throughs DOUBLE!,[object Object],As they respond and show interest,[object Object],Delight MORE of them ,[object Object],With different messages,[object Object],B,[object Object],Customers,[object Object],$$,[object Object]
6/28/10,[object Object],11,[object Object],Tracking & Metrics are Key!,[object Object],Step 1:  Tracking,[object Object],Bob,[object Object],+,[object Object],+,[object Object],+,[object Object],+,[object Object],No Real-time,[object Object],Metrics,[object Object],Email,[object Object],Event / Webinar ,[object Object],Registration,[object Object],Website &,[object Object],Analytics,[object Object],Surveys,[object Object],Sales,[object Object],Pulling together the metrics on a lead can be daunting and time-consuming!,[object Object],How many different tools do you use?,[object Object]
Comprehensive Tracking!,[object Object],6/28/10,[object Object],12,[object Object],Integrated Systems Make It Much Easier,[object Object],Bob’s Interest,[object Object],Profile,[object Object],Bob,[object Object],Comprehensive tracking,[object Object],allows automation, and metrics,[object Object],for improvement.,[object Object]
6/28/10,[object Object],13,[object Object],Components of a Campaign,[object Object],Specific Target Audience,[object Object],Offer – value exchange,[object Object],Landing Page (headline, copy, call-to-action),[object Object],Lead Capture Form,[object Object],Email (from, subject, copy, call-to-action),[object Object],Ad copy (PPC, banner, etc),[object Object],Follow-Up Plan/Sequence,[object Object]
6/28/10,[object Object],14,[object Object],Lead Gen Campaign In-Action,[object Object],White Paper,[object Object],Offer,[object Object],Landing ,[object Object],Page,[object Object],Lead,[object Object],Capture,[object Object],Form,[object Object],Lead gets white paper (or email to white paper),[object Object],You get a new lead,[object Object],Could you implement easily?,[object Object],What’s next?,[object Object],Lead Database,[object Object]
6/28/10,[object Object],15,[object Object],Lead Gen Campaign In-Action Re-do,[object Object],White Paper,[object Object],Offer,[object Object],Landing ,[object Object],Page,[object Object],Lead,[object Object],Capture,[object Object],Form,[object Object],When they convert … ,[object Object],Trigger them into a follow-up sequence – as part of your campaign planning!,[object Object],Now you’ve automatically segmented them – based on interest they’ve expressed.,[object Object],Lead Database,[object Object]
6/28/10,[object Object],16,[object Object],Following Up / Nurturing Leads,[object Object],What is the goal of lead nurturing?,[object Object],Keep in touch with leads?,[object Object],The goal of lead nurturing is to separate your “hyper responsive” leads from the “tire kickers”,[object Object],When a lead downloads your free report or white paper, that doesn’t make them qualified.  It indicates curiosity at a minimum.,[object Object]
6/28/10,[object Object],17,[object Object],Always Be Segmenting,[object Object],What are the areas of interest for your target audience?  ,[object Object],Having and maintaining an intimate knowledge and curiosity about your target audience will pay dividends!,[object Object],Identify the interest areas and design campaigns to learn what interests your leads specifically.,[object Object],Provide valuable information and content – targeted right into those interests!,[object Object]
6/28/10,[object Object],18,[object Object],Campaign In-Action (cont),[object Object],Follow Up Sequences (aka Auto Responders):,[object Object],#1,[object Object],#2,[object Object],#3,[object Object],#4,[object Object],#5,[object Object],…,[object Object],A,[object Object],Helpful Tips,[object Object],Free Consult,[object Object],#1,[object Object],#2,[object Object],#3,[object Object],B,[object Object],…,[object Object],Re-frame,[object Object],WP ,[object Object],Aspect ,[object Object]
6/28/10,[object Object],19,[object Object],Layering In Lead Scoring,[object Object],When dealing with a volume of leads, you want to be able to separate the “wheat from the chaff.”,[object Object],Applying lead scoring can help you understand who are your most active and responsive leads.,[object Object],Keep in mind that lead scoring is always a work in progress.  It’s never “done”, and will be adjusted as you apply and learn.,[object Object]
6/28/10,[object Object],20,[object Object],Applying Lead Scoring,[object Object],Landing ,[object Object],Page,[object Object],Lead,[object Object],Capture,[object Object],Form,[object Object],Original Offer:,[object Object],White Paper A,[object Object],4-5,[object Object],1,[object Object],1,[object Object],3,[object Object],Free,[object Object],Consult,[object Object],Follow Up Sequence:,[object Object],Blog Posts,[object Object],Articles,[object Object],White Paper B,[object Object],4-14+,[object Object],2,[object Object],5,[object Object],3,[object Object],Don’t overlook Participation:,[object Object],Comments,[object Object],Posted,[object Object],Social,[object Object],Sharing,[object Object],2,[object Object],1,[object Object]
6/28/10,[object Object],21,[object Object],Lead Scoring Thresholds,[object Object],Length of Buying cycle?,[object Object],What amount of engagement indicates they may be sales-ready?,[object Object],Example:,[object Object],Might be easier to back into the timeframe,[object Object],If you determine that downloading 3 papers (report, eBook, white paper),[object Object],And clicking through follow-up campaigns 40% of the time (i.e. 4 of 10 emails they click through).,[object Object],As a MINIMUM that would indicate a likelihood of being Sales-Ready.,[object Object],How long, given your timing of sends, will it take for that to occur?,[object Object],It can happen faster – but you want to allow ample opportunity if you’re pulling the leads through the buying cycle.,[object Object]
6/28/10,[object Object],22,[object Object],Working with Sales is Critical,[object Object],Marketers will not be able to determine this in a vacuum.,[object Object],Sales must be involved in identifying the criteria for determining what defines “sales-ready”,[object Object],Use the expertise that Sales has from working on the front-lines converting leads into customers.,[object Object]
6/28/10,[object Object],23,[object Object],Sales Effectiveness Improves,[object Object],Sales knows how to close deals.,[object Object],Giving them increasingly more qualified and sales-ready leads allows them to focus and be more effective.,[object Object],Companies who do this well, can more than DOUBLE their sales effectiveness!,[object Object]
6/28/10,[object Object],24,[object Object],Do You Rely on ITTo Launch Your Campaigns?,[object Object],Are you keeping up with your market dynamics?,[object Object],Can you easily leverage news headlines to give you an entry point into the conversation in your lead’s head?,[object Object],How long do you sit in the IT Queue waiting for changes?  Or a new campaign?,[object Object]
Marketing automation can maximize your campaign capacity and flexibility, and greatly improve your results.,[object Object],Comprehensive lead metrics are critical to effective “lead nurturing” campaigns.,[object Object],Design your campaigns so you are ALWAYS segmenting your list.,[object Object],KNOW YOUR TARGET AUDIENCE!!!,[object Object],6/28/10,[object Object],25,[object Object],In Summary - ,[object Object]
Kim Albee,[object Object],President & Founder,[object Object],Genoo.com,[object Object],[object Object]
@kimalbee

More Related Content

What's hot

What Should Marketers Really be Measuring?
What Should Marketers Really be Measuring?What Should Marketers Really be Measuring?
What Should Marketers Really be Measuring?LinkedIn
 
Why Demand Generation Funnels Are a Limiting Approach
Why Demand Generation Funnels Are a Limiting ApproachWhy Demand Generation Funnels Are a Limiting Approach
Why Demand Generation Funnels Are a Limiting ApproachTechTarget
 
Sales leadership-training-4.25.19
Sales leadership-training-4.25.19Sales leadership-training-4.25.19
Sales leadership-training-4.25.19Yogesh Bhat
 
The Next Evolution of Account-Based Marketing
The Next Evolution of Account-Based MarketingThe Next Evolution of Account-Based Marketing
The Next Evolution of Account-Based MarketingTechTarget
 
7 Advanced Lead Nurturing Tips
7 Advanced Lead Nurturing Tips7 Advanced Lead Nurturing Tips
7 Advanced Lead Nurturing TipsPardot
 
TechTarget and SimpliVity Case Study: Turning better market visibility into c...
TechTarget and SimpliVity Case Study: Turning better market visibility into c...TechTarget and SimpliVity Case Study: Turning better market visibility into c...
TechTarget and SimpliVity Case Study: Turning better market visibility into c...TechTarget
 
The New Sales Playbook
The New Sales PlaybookThe New Sales Playbook
The New Sales PlaybookLarry Levine
 
Insight to Action: How Predictive Analytics Accelerates B2B Marketing Success
Insight to Action: How Predictive Analytics Accelerates B2B Marketing SuccessInsight to Action: How Predictive Analytics Accelerates B2B Marketing Success
Insight to Action: How Predictive Analytics Accelerates B2B Marketing SuccessDemandbase
 
The Leader Story 01 | How data drives marketing strategy
The Leader Story 01 | How data drives marketing strategyThe Leader Story 01 | How data drives marketing strategy
The Leader Story 01 | How data drives marketing strategyAdvertising Vietnam
 
Multi Channel Lead Nurturing
Multi Channel Lead NurturingMulti Channel Lead Nurturing
Multi Channel Lead NurturingHubSpot
 
Advertiser's Crash Course in Influencer Marketing
Advertiser's Crash Course in Influencer MarketingAdvertiser's Crash Course in Influencer Marketing
Advertiser's Crash Course in Influencer MarketingAffiliate Summit
 
Utilizing Intent Data to Get Everyone a Seat at the Planning Table
Utilizing Intent Data to Get Everyone a Seat at the Planning TableUtilizing Intent Data to Get Everyone a Seat at the Planning Table
Utilizing Intent Data to Get Everyone a Seat at the Planning TableAggregage
 
How to personalize and target promotions without CRM
How to personalize and target promotions without CRMHow to personalize and target promotions without CRM
How to personalize and target promotions without CRMRevTrax
 
Going Beyond the Empowered Buyer: The Next Five Mega Marketing Challenges
Going Beyond the Empowered Buyer: The Next Five Mega Marketing Challenges Going Beyond the Empowered Buyer: The Next Five Mega Marketing Challenges
Going Beyond the Empowered Buyer: The Next Five Mega Marketing Challenges Demandbase
 
Ami understanding customer psyche
Ami understanding customer psycheAmi understanding customer psyche
Ami understanding customer psychePravir Ganguly
 
The Sales Rep Checklist: 10 Tips for Accelerating Opportunities and Driving T...
The Sales Rep Checklist: 10 Tips for Accelerating Opportunities and Driving T...The Sales Rep Checklist: 10 Tips for Accelerating Opportunities and Driving T...
The Sales Rep Checklist: 10 Tips for Accelerating Opportunities and Driving T...SAVO
 

What's hot (20)

What Should Marketers Really be Measuring?
What Should Marketers Really be Measuring?What Should Marketers Really be Measuring?
What Should Marketers Really be Measuring?
 
Why Demand Generation Funnels Are a Limiting Approach
Why Demand Generation Funnels Are a Limiting ApproachWhy Demand Generation Funnels Are a Limiting Approach
Why Demand Generation Funnels Are a Limiting Approach
 
Multithreading & Relationship Strength
Multithreading & Relationship StrengthMultithreading & Relationship Strength
Multithreading & Relationship Strength
 
Sales leadership-training-4.25.19
Sales leadership-training-4.25.19Sales leadership-training-4.25.19
Sales leadership-training-4.25.19
 
Engagement that Can Double Cross-Selling Activity
Engagement that Can Double Cross-Selling ActivityEngagement that Can Double Cross-Selling Activity
Engagement that Can Double Cross-Selling Activity
 
The Next Evolution of Account-Based Marketing
The Next Evolution of Account-Based MarketingThe Next Evolution of Account-Based Marketing
The Next Evolution of Account-Based Marketing
 
7 Advanced Lead Nurturing Tips
7 Advanced Lead Nurturing Tips7 Advanced Lead Nurturing Tips
7 Advanced Lead Nurturing Tips
 
Why cross selling fails and how to change that
Why cross selling fails and how to change thatWhy cross selling fails and how to change that
Why cross selling fails and how to change that
 
TechTarget and SimpliVity Case Study: Turning better market visibility into c...
TechTarget and SimpliVity Case Study: Turning better market visibility into c...TechTarget and SimpliVity Case Study: Turning better market visibility into c...
TechTarget and SimpliVity Case Study: Turning better market visibility into c...
 
100 sales tips for 2017
100 sales tips for 2017100 sales tips for 2017
100 sales tips for 2017
 
The New Sales Playbook
The New Sales PlaybookThe New Sales Playbook
The New Sales Playbook
 
Insight to Action: How Predictive Analytics Accelerates B2B Marketing Success
Insight to Action: How Predictive Analytics Accelerates B2B Marketing SuccessInsight to Action: How Predictive Analytics Accelerates B2B Marketing Success
Insight to Action: How Predictive Analytics Accelerates B2B Marketing Success
 
The Leader Story 01 | How data drives marketing strategy
The Leader Story 01 | How data drives marketing strategyThe Leader Story 01 | How data drives marketing strategy
The Leader Story 01 | How data drives marketing strategy
 
Multi Channel Lead Nurturing
Multi Channel Lead NurturingMulti Channel Lead Nurturing
Multi Channel Lead Nurturing
 
Advertiser's Crash Course in Influencer Marketing
Advertiser's Crash Course in Influencer MarketingAdvertiser's Crash Course in Influencer Marketing
Advertiser's Crash Course in Influencer Marketing
 
Utilizing Intent Data to Get Everyone a Seat at the Planning Table
Utilizing Intent Data to Get Everyone a Seat at the Planning TableUtilizing Intent Data to Get Everyone a Seat at the Planning Table
Utilizing Intent Data to Get Everyone a Seat at the Planning Table
 
How to personalize and target promotions without CRM
How to personalize and target promotions without CRMHow to personalize and target promotions without CRM
How to personalize and target promotions without CRM
 
Going Beyond the Empowered Buyer: The Next Five Mega Marketing Challenges
Going Beyond the Empowered Buyer: The Next Five Mega Marketing Challenges Going Beyond the Empowered Buyer: The Next Five Mega Marketing Challenges
Going Beyond the Empowered Buyer: The Next Five Mega Marketing Challenges
 
Ami understanding customer psyche
Ami understanding customer psycheAmi understanding customer psyche
Ami understanding customer psyche
 
The Sales Rep Checklist: 10 Tips for Accelerating Opportunities and Driving T...
The Sales Rep Checklist: 10 Tips for Accelerating Opportunities and Driving T...The Sales Rep Checklist: 10 Tips for Accelerating Opportunities and Driving T...
The Sales Rep Checklist: 10 Tips for Accelerating Opportunities and Driving T...
 

Similar to Demand & Lead Generation - Kim Albee

Software Business 2008 Conference
Software Business 2008 ConferenceSoftware Business 2008 Conference
Software Business 2008 ConferenceHenry Bruce
 
2016 Lead Nurturing Report In Partnership With Salesforce Pardot
2016 Lead Nurturing Report In Partnership With Salesforce Pardot2016 Lead Nurturing Report In Partnership With Salesforce Pardot
2016 Lead Nurturing Report In Partnership With Salesforce PardotVeena Glover
 
Strategic B2B Marketing: Great insights for beginners and experience Marketer...
Strategic B2B Marketing: Great insights for beginners and experience Marketer...Strategic B2B Marketing: Great insights for beginners and experience Marketer...
Strategic B2B Marketing: Great insights for beginners and experience Marketer...Dolly Gujarathi
 
9 Steps to Maximum ROI - Better Marketing Through Analytics
9 Steps to Maximum ROI - Better Marketing Through Analytics9 Steps to Maximum ROI - Better Marketing Through Analytics
9 Steps to Maximum ROI - Better Marketing Through AnalyticsSIGMA Marketing Insights
 
Metrics and Analytics
Metrics and AnalyticsMetrics and Analytics
Metrics and AnalyticsCLUÈ
 
12 Must-Ask Questions for Marketing VPs
12 Must-Ask Questions for Marketing VPs12 Must-Ask Questions for Marketing VPs
12 Must-Ask Questions for Marketing VPsInsightSquared
 
Attract, Sell, Wow - Date Your Leads and Marry Your Customers
Attract, Sell, Wow - Date Your Leads and Marry Your CustomersAttract, Sell, Wow - Date Your Leads and Marry Your Customers
Attract, Sell, Wow - Date Your Leads and Marry Your CustomersRamon Ray
 
Organic Gardener's Guide to Lead Nurturing
Organic Gardener's Guide to Lead NurturingOrganic Gardener's Guide to Lead Nurturing
Organic Gardener's Guide to Lead NurturingPete Jakob
 
London, Ink Nurture Marketing Preso for YES!Circle Event on 17 May10
London, Ink Nurture Marketing Preso for YES!Circle Event on 17 May10London, Ink Nurture Marketing Preso for YES!Circle Event on 17 May10
London, Ink Nurture Marketing Preso for YES!Circle Event on 17 May10Chief Listening Officers
 
Best practices for predicting results: a guide to marketing analytics
Best practices for predicting results: a guide to marketing analyticsBest practices for predicting results: a guide to marketing analytics
Best practices for predicting results: a guide to marketing analyticsThe Marketing Distillery
 
C M I Research Webinar 1 2
C M I  Research  Webinar 1 2C M I  Research  Webinar 1 2
C M I Research Webinar 1 2Alitt
 
Small Business Marketing Ppt
Small Business Marketing PptSmall Business Marketing Ppt
Small Business Marketing Pptpnourse
 
Leeds Digital Festival: How to justify your marketing spend to your boss
Leeds Digital Festival: How to justify your marketing spend to your bossLeeds Digital Festival: How to justify your marketing spend to your boss
Leeds Digital Festival: How to justify your marketing spend to your bossXpand Marketing
 
Key trends in marketing.pdf
Key trends in marketing.pdfKey trends in marketing.pdf
Key trends in marketing.pdfKaarthiekheyan
 
Content Marketing - What Big Business Discovered and How to Use It
Content Marketing - What Big Business Discovered and How to Use ItContent Marketing - What Big Business Discovered and How to Use It
Content Marketing - What Big Business Discovered and How to Use ItSteve Faber
 

Similar to Demand & Lead Generation - Kim Albee (20)

Demand & Lead Generation - Kim Albee
Demand & Lead Generation - Kim AlbeeDemand & Lead Generation - Kim Albee
Demand & Lead Generation - Kim Albee
 
Software Business 2008 Conference
Software Business 2008 ConferenceSoftware Business 2008 Conference
Software Business 2008 Conference
 
2016 Lead Nurturing Report In Partnership With Salesforce Pardot
2016 Lead Nurturing Report In Partnership With Salesforce Pardot2016 Lead Nurturing Report In Partnership With Salesforce Pardot
2016 Lead Nurturing Report In Partnership With Salesforce Pardot
 
Strategic B2B Marketing: Great insights for beginners and experience Marketer...
Strategic B2B Marketing: Great insights for beginners and experience Marketer...Strategic B2B Marketing: Great insights for beginners and experience Marketer...
Strategic B2B Marketing: Great insights for beginners and experience Marketer...
 
9 Steps to Maximum ROI - Better Marketing Through Analytics
9 Steps to Maximum ROI - Better Marketing Through Analytics9 Steps to Maximum ROI - Better Marketing Through Analytics
9 Steps to Maximum ROI - Better Marketing Through Analytics
 
Marketing manager playbook
Marketing manager playbookMarketing manager playbook
Marketing manager playbook
 
Metrics and Analytics
Metrics and AnalyticsMetrics and Analytics
Metrics and Analytics
 
Marketing Analytics: 5 Things Every CMO Should Know
Marketing Analytics: 5 Things Every CMO Should KnowMarketing Analytics: 5 Things Every CMO Should Know
Marketing Analytics: 5 Things Every CMO Should Know
 
12 Must-Ask Questions for Marketing VPs
12 Must-Ask Questions for Marketing VPs12 Must-Ask Questions for Marketing VPs
12 Must-Ask Questions for Marketing VPs
 
Attract, Sell, Wow - Date Your Leads and Marry Your Customers
Attract, Sell, Wow - Date Your Leads and Marry Your CustomersAttract, Sell, Wow - Date Your Leads and Marry Your Customers
Attract, Sell, Wow - Date Your Leads and Marry Your Customers
 
Pete Jakob, IBM
Pete Jakob, IBMPete Jakob, IBM
Pete Jakob, IBM
 
Organic Gardener's Guide to Lead Nurturing
Organic Gardener's Guide to Lead NurturingOrganic Gardener's Guide to Lead Nurturing
Organic Gardener's Guide to Lead Nurturing
 
London, Ink Nurture Marketing Preso for YES!Circle Event on 17 May10
London, Ink Nurture Marketing Preso for YES!Circle Event on 17 May10London, Ink Nurture Marketing Preso for YES!Circle Event on 17 May10
London, Ink Nurture Marketing Preso for YES!Circle Event on 17 May10
 
Best practices for predicting results: a guide to marketing analytics
Best practices for predicting results: a guide to marketing analyticsBest practices for predicting results: a guide to marketing analytics
Best practices for predicting results: a guide to marketing analytics
 
C M I Research Webinar 1 2
C M I  Research  Webinar 1 2C M I  Research  Webinar 1 2
C M I Research Webinar 1 2
 
The ultimate guide to sales enablement of direct sales teams
The ultimate guide to sales enablement of direct sales teams The ultimate guide to sales enablement of direct sales teams
The ultimate guide to sales enablement of direct sales teams
 
Small Business Marketing Ppt
Small Business Marketing PptSmall Business Marketing Ppt
Small Business Marketing Ppt
 
Leeds Digital Festival: How to justify your marketing spend to your boss
Leeds Digital Festival: How to justify your marketing spend to your bossLeeds Digital Festival: How to justify your marketing spend to your boss
Leeds Digital Festival: How to justify your marketing spend to your boss
 
Key trends in marketing.pdf
Key trends in marketing.pdfKey trends in marketing.pdf
Key trends in marketing.pdf
 
Content Marketing - What Big Business Discovered and How to Use It
Content Marketing - What Big Business Discovered and How to Use ItContent Marketing - What Big Business Discovered and How to Use It
Content Marketing - What Big Business Discovered and How to Use It
 

More from Online Marketing Summit

Social Media Empowering People, Empowering Business - Emma Roffey
Social Media Empowering People, Empowering Business -  Emma RoffeySocial Media Empowering People, Empowering Business -  Emma Roffey
Social Media Empowering People, Empowering Business - Emma RoffeyOnline Marketing Summit
 
OMS London PPT Accountability - Jen Brady
OMS London PPT Accountability - Jen BradyOMS London PPT Accountability - Jen Brady
OMS London PPT Accountability - Jen BradyOnline Marketing Summit
 
OMI Workshop @ SES London 2011 - Search & Social, a Global Perspective
OMI Workshop @ SES London 2011 - Search & Social, a Global PerspectiveOMI Workshop @ SES London 2011 - Search & Social, a Global Perspective
OMI Workshop @ SES London 2011 - Search & Social, a Global PerspectiveOnline Marketing Summit
 
The current state of email, social, and mobile integration oms at dma - al...
The current state of email, social, and mobile integration   oms at dma  - al...The current state of email, social, and mobile integration   oms at dma  - al...
The current state of email, social, and mobile integration oms at dma - al...Online Marketing Summit
 
Improving SEO Conversions Through Social Content - Gillian Muessig
Improving SEO Conversions Through Social Content - Gillian MuessigImproving SEO Conversions Through Social Content - Gillian Muessig
Improving SEO Conversions Through Social Content - Gillian MuessigOnline Marketing Summit
 
Generating New Business Leads with Corporate Blogging - Compendium
Generating New Business Leads with Corporate Blogging - CompendiumGenerating New Business Leads with Corporate Blogging - Compendium
Generating New Business Leads with Corporate Blogging - CompendiumOnline Marketing Summit
 
The SEO Value of Social Media - Catfish Comstock
The SEO Value of Social Media - Catfish ComstockThe SEO Value of Social Media - Catfish Comstock
The SEO Value of Social Media - Catfish ComstockOnline Marketing Summit
 
From "Sorta" to Portable: Five Actionable Steps to Embrace On-The-Go Custome...
From "Sorta" to Portable:  Five Actionable Steps to Embrace On-The-Go Custome...From "Sorta" to Portable:  Five Actionable Steps to Embrace On-The-Go Custome...
From "Sorta" to Portable: Five Actionable Steps to Embrace On-The-Go Custome...Online Marketing Summit
 
Using Data-Driven Decisions to Enhance Cross-Channel Marketing - Experian Ma...
Using Data-Driven Decisions to Enhance Cross-Channel Marketing  - Experian Ma...Using Data-Driven Decisions to Enhance Cross-Channel Marketing  - Experian Ma...
Using Data-Driven Decisions to Enhance Cross-Channel Marketing - Experian Ma...Online Marketing Summit
 
Empathy in Ecommerce: Achieving Breakthrough Conversion Rates (and Profit!) b...
Empathy in Ecommerce: Achieving Breakthrough Conversion Rates (and Profit!) b...Empathy in Ecommerce: Achieving Breakthrough Conversion Rates (and Profit!) b...
Empathy in Ecommerce: Achieving Breakthrough Conversion Rates (and Profit!) b...Online Marketing Summit
 
Integrated Marketing - Susan Prater, Masco Cabinetry
Integrated Marketing - Susan Prater, Masco CabinetryIntegrated Marketing - Susan Prater, Masco Cabinetry
Integrated Marketing - Susan Prater, Masco CabinetryOnline Marketing Summit
 
Inbound Marketing: Lead Generation at 60% Lower Cost - HubSpot, Ellie Mirman
Inbound Marketing: Lead Generation at 60% Lower Cost - HubSpot, Ellie MirmanInbound Marketing: Lead Generation at 60% Lower Cost - HubSpot, Ellie Mirman
Inbound Marketing: Lead Generation at 60% Lower Cost - HubSpot, Ellie MirmanOnline Marketing Summit
 
Building a Content Marketing Engine to Accelerate Revenue Growth - BreakingPoint
Building a Content Marketing Engine to Accelerate Revenue Growth - BreakingPointBuilding a Content Marketing Engine to Accelerate Revenue Growth - BreakingPoint
Building a Content Marketing Engine to Accelerate Revenue Growth - BreakingPointOnline Marketing Summit
 
Inbound Marketing Works: Spend 60% Less on Lead Gen - HubSpot, Kirsten Knipp
Inbound Marketing Works: Spend 60% Less on Lead Gen - HubSpot, Kirsten KnippInbound Marketing Works: Spend 60% Less on Lead Gen - HubSpot, Kirsten Knipp
Inbound Marketing Works: Spend 60% Less on Lead Gen - HubSpot, Kirsten KnippOnline Marketing Summit
 
Closing the Gap on ROI Measurement - Spur Interactive, Steve Interactive
Closing the Gap on ROI Measurement - Spur Interactive, Steve InteractiveClosing the Gap on ROI Measurement - Spur Interactive, Steve Interactive
Closing the Gap on ROI Measurement - Spur Interactive, Steve InteractiveOnline Marketing Summit
 
Design For Your Subscribers: Tips and Tricks to Increase Email Marketing ROI ...
Design For Your Subscribers: Tips and Tricks to Increase Email Marketing ROI ...Design For Your Subscribers: Tips and Tricks to Increase Email Marketing ROI ...
Design For Your Subscribers: Tips and Tricks to Increase Email Marketing ROI ...Online Marketing Summit
 

More from Online Marketing Summit (20)

Social Integration - Sundeep Kapur
Social Integration - Sundeep KapurSocial Integration - Sundeep Kapur
Social Integration - Sundeep Kapur
 
Reputation Management - Giliian Muessig
Reputation Management  - Giliian MuessigReputation Management  - Giliian Muessig
Reputation Management - Giliian Muessig
 
Opening for TFMA - Aaron Kahlow
Opening for TFMA - Aaron KahlowOpening for TFMA - Aaron Kahlow
Opening for TFMA - Aaron Kahlow
 
Social Media Empowering People, Empowering Business - Emma Roffey
Social Media Empowering People, Empowering Business -  Emma RoffeySocial Media Empowering People, Empowering Business -  Emma Roffey
Social Media Empowering People, Empowering Business - Emma Roffey
 
OMS London PPT Accountability - Jen Brady
OMS London PPT Accountability - Jen BradyOMS London PPT Accountability - Jen Brady
OMS London PPT Accountability - Jen Brady
 
Conversion Content - Scott Brinker
Conversion Content - Scott BrinkerConversion Content - Scott Brinker
Conversion Content - Scott Brinker
 
OMI Workshop @ SES London 2011 - Search & Social, a Global Perspective
OMI Workshop @ SES London 2011 - Search & Social, a Global PerspectiveOMI Workshop @ SES London 2011 - Search & Social, a Global Perspective
OMI Workshop @ SES London 2011 - Search & Social, a Global Perspective
 
The current state of email, social, and mobile integration oms at dma - al...
The current state of email, social, and mobile integration   oms at dma  - al...The current state of email, social, and mobile integration   oms at dma  - al...
The current state of email, social, and mobile integration oms at dma - al...
 
Improving SEO Conversions Through Social Content - Gillian Muessig
Improving SEO Conversions Through Social Content - Gillian MuessigImproving SEO Conversions Through Social Content - Gillian Muessig
Improving SEO Conversions Through Social Content - Gillian Muessig
 
Generating New Business Leads with Corporate Blogging - Compendium
Generating New Business Leads with Corporate Blogging - CompendiumGenerating New Business Leads with Corporate Blogging - Compendium
Generating New Business Leads with Corporate Blogging - Compendium
 
The SEO Value of Social Media - Catfish Comstock
The SEO Value of Social Media - Catfish ComstockThe SEO Value of Social Media - Catfish Comstock
The SEO Value of Social Media - Catfish Comstock
 
From "Sorta" to Portable: Five Actionable Steps to Embrace On-The-Go Custome...
From "Sorta" to Portable:  Five Actionable Steps to Embrace On-The-Go Custome...From "Sorta" to Portable:  Five Actionable Steps to Embrace On-The-Go Custome...
From "Sorta" to Portable: Five Actionable Steps to Embrace On-The-Go Custome...
 
Using Data-Driven Decisions to Enhance Cross-Channel Marketing - Experian Ma...
Using Data-Driven Decisions to Enhance Cross-Channel Marketing  - Experian Ma...Using Data-Driven Decisions to Enhance Cross-Channel Marketing  - Experian Ma...
Using Data-Driven Decisions to Enhance Cross-Channel Marketing - Experian Ma...
 
Empathy in Ecommerce: Achieving Breakthrough Conversion Rates (and Profit!) b...
Empathy in Ecommerce: Achieving Breakthrough Conversion Rates (and Profit!) b...Empathy in Ecommerce: Achieving Breakthrough Conversion Rates (and Profit!) b...
Empathy in Ecommerce: Achieving Breakthrough Conversion Rates (and Profit!) b...
 
Integrated Marketing - Susan Prater, Masco Cabinetry
Integrated Marketing - Susan Prater, Masco CabinetryIntegrated Marketing - Susan Prater, Masco Cabinetry
Integrated Marketing - Susan Prater, Masco Cabinetry
 
Inbound Marketing: Lead Generation at 60% Lower Cost - HubSpot, Ellie Mirman
Inbound Marketing: Lead Generation at 60% Lower Cost - HubSpot, Ellie MirmanInbound Marketing: Lead Generation at 60% Lower Cost - HubSpot, Ellie Mirman
Inbound Marketing: Lead Generation at 60% Lower Cost - HubSpot, Ellie Mirman
 
Building a Content Marketing Engine to Accelerate Revenue Growth - BreakingPoint
Building a Content Marketing Engine to Accelerate Revenue Growth - BreakingPointBuilding a Content Marketing Engine to Accelerate Revenue Growth - BreakingPoint
Building a Content Marketing Engine to Accelerate Revenue Growth - BreakingPoint
 
Inbound Marketing Works: Spend 60% Less on Lead Gen - HubSpot, Kirsten Knipp
Inbound Marketing Works: Spend 60% Less on Lead Gen - HubSpot, Kirsten KnippInbound Marketing Works: Spend 60% Less on Lead Gen - HubSpot, Kirsten Knipp
Inbound Marketing Works: Spend 60% Less on Lead Gen - HubSpot, Kirsten Knipp
 
Closing the Gap on ROI Measurement - Spur Interactive, Steve Interactive
Closing the Gap on ROI Measurement - Spur Interactive, Steve InteractiveClosing the Gap on ROI Measurement - Spur Interactive, Steve Interactive
Closing the Gap on ROI Measurement - Spur Interactive, Steve Interactive
 
Design For Your Subscribers: Tips and Tricks to Increase Email Marketing ROI ...
Design For Your Subscribers: Tips and Tricks to Increase Email Marketing ROI ...Design For Your Subscribers: Tips and Tricks to Increase Email Marketing ROI ...
Design For Your Subscribers: Tips and Tricks to Increase Email Marketing ROI ...
 

Recently uploaded

Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.raviapr7
 
Easter in the USA presentation by Chloe.
Easter in the USA presentation by Chloe.Easter in the USA presentation by Chloe.
Easter in the USA presentation by Chloe.EnglishCEIPdeSigeiro
 
5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...CaraSkikne1
 
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...Nguyen Thanh Tu Collection
 
How to Add a many2many Relational Field in Odoo 17
How to Add a many2many Relational Field in Odoo 17How to Add a many2many Relational Field in Odoo 17
How to Add a many2many Relational Field in Odoo 17Celine George
 
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptx
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptxPractical Research 1: Lesson 8 Writing the Thesis Statement.pptx
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptxKatherine Villaluna
 
PISA-VET launch_El Iza Mohamedou_19 March 2024.pptx
PISA-VET launch_El Iza Mohamedou_19 March 2024.pptxPISA-VET launch_El Iza Mohamedou_19 March 2024.pptx
PISA-VET launch_El Iza Mohamedou_19 March 2024.pptxEduSkills OECD
 
How to Show Error_Warning Messages in Odoo 17
How to Show Error_Warning Messages in Odoo 17How to Show Error_Warning Messages in Odoo 17
How to Show Error_Warning Messages in Odoo 17Celine George
 
Diploma in Nursing Admission Test Question Solution 2023.pdf
Diploma in Nursing Admission Test Question Solution 2023.pdfDiploma in Nursing Admission Test Question Solution 2023.pdf
Diploma in Nursing Admission Test Question Solution 2023.pdfMohonDas
 
UKCGE Parental Leave Discussion March 2024
UKCGE Parental Leave Discussion March 2024UKCGE Parental Leave Discussion March 2024
UKCGE Parental Leave Discussion March 2024UKCGE
 
Ultra structure and life cycle of Plasmodium.pptx
Ultra structure and life cycle of Plasmodium.pptxUltra structure and life cycle of Plasmodium.pptx
Ultra structure and life cycle of Plasmodium.pptxDr. Asif Anas
 
How to Use api.constrains ( ) in Odoo 17
How to Use api.constrains ( ) in Odoo 17How to Use api.constrains ( ) in Odoo 17
How to Use api.constrains ( ) in Odoo 17Celine George
 
Patterns of Written Texts Across Disciplines.pptx
Patterns of Written Texts Across Disciplines.pptxPatterns of Written Texts Across Disciplines.pptx
Patterns of Written Texts Across Disciplines.pptxMYDA ANGELICA SUAN
 
How to Manage Cross-Selling in Odoo 17 Sales
How to Manage Cross-Selling in Odoo 17 SalesHow to Manage Cross-Selling in Odoo 17 Sales
How to Manage Cross-Selling in Odoo 17 SalesCeline George
 
AUDIENCE THEORY -- FANDOM -- JENKINS.pptx
AUDIENCE THEORY -- FANDOM -- JENKINS.pptxAUDIENCE THEORY -- FANDOM -- JENKINS.pptx
AUDIENCE THEORY -- FANDOM -- JENKINS.pptxiammrhaywood
 
The Stolen Bacillus by Herbert George Wells
The Stolen Bacillus by Herbert George WellsThe Stolen Bacillus by Herbert George Wells
The Stolen Bacillus by Herbert George WellsEugene Lysak
 
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptxClinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptxraviapr7
 
How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17Celine George
 
How to Add Existing Field in One2Many Tree View in Odoo 17
How to Add Existing Field in One2Many Tree View in Odoo 17How to Add Existing Field in One2Many Tree View in Odoo 17
How to Add Existing Field in One2Many Tree View in Odoo 17Celine George
 

Recently uploaded (20)

Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.Drug Information Services- DIC and Sources.
Drug Information Services- DIC and Sources.
 
Easter in the USA presentation by Chloe.
Easter in the USA presentation by Chloe.Easter in the USA presentation by Chloe.
Easter in the USA presentation by Chloe.
 
5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...5 charts on South Africa as a source country for international student recrui...
5 charts on South Africa as a source country for international student recrui...
 
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
CHUYÊN ĐỀ DẠY THÊM TIẾNG ANH LỚP 11 - GLOBAL SUCCESS - NĂM HỌC 2023-2024 - HK...
 
How to Add a many2many Relational Field in Odoo 17
How to Add a many2many Relational Field in Odoo 17How to Add a many2many Relational Field in Odoo 17
How to Add a many2many Relational Field in Odoo 17
 
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptx
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptxPractical Research 1: Lesson 8 Writing the Thesis Statement.pptx
Practical Research 1: Lesson 8 Writing the Thesis Statement.pptx
 
PISA-VET launch_El Iza Mohamedou_19 March 2024.pptx
PISA-VET launch_El Iza Mohamedou_19 March 2024.pptxPISA-VET launch_El Iza Mohamedou_19 March 2024.pptx
PISA-VET launch_El Iza Mohamedou_19 March 2024.pptx
 
How to Show Error_Warning Messages in Odoo 17
How to Show Error_Warning Messages in Odoo 17How to Show Error_Warning Messages in Odoo 17
How to Show Error_Warning Messages in Odoo 17
 
Diploma in Nursing Admission Test Question Solution 2023.pdf
Diploma in Nursing Admission Test Question Solution 2023.pdfDiploma in Nursing Admission Test Question Solution 2023.pdf
Diploma in Nursing Admission Test Question Solution 2023.pdf
 
UKCGE Parental Leave Discussion March 2024
UKCGE Parental Leave Discussion March 2024UKCGE Parental Leave Discussion March 2024
UKCGE Parental Leave Discussion March 2024
 
Ultra structure and life cycle of Plasmodium.pptx
Ultra structure and life cycle of Plasmodium.pptxUltra structure and life cycle of Plasmodium.pptx
Ultra structure and life cycle of Plasmodium.pptx
 
How to Use api.constrains ( ) in Odoo 17
How to Use api.constrains ( ) in Odoo 17How to Use api.constrains ( ) in Odoo 17
How to Use api.constrains ( ) in Odoo 17
 
Patterns of Written Texts Across Disciplines.pptx
Patterns of Written Texts Across Disciplines.pptxPatterns of Written Texts Across Disciplines.pptx
Patterns of Written Texts Across Disciplines.pptx
 
How to Manage Cross-Selling in Odoo 17 Sales
How to Manage Cross-Selling in Odoo 17 SalesHow to Manage Cross-Selling in Odoo 17 Sales
How to Manage Cross-Selling in Odoo 17 Sales
 
Personal Resilience in Project Management 2 - TV Edit 1a.pdf
Personal Resilience in Project Management 2 - TV Edit 1a.pdfPersonal Resilience in Project Management 2 - TV Edit 1a.pdf
Personal Resilience in Project Management 2 - TV Edit 1a.pdf
 
AUDIENCE THEORY -- FANDOM -- JENKINS.pptx
AUDIENCE THEORY -- FANDOM -- JENKINS.pptxAUDIENCE THEORY -- FANDOM -- JENKINS.pptx
AUDIENCE THEORY -- FANDOM -- JENKINS.pptx
 
The Stolen Bacillus by Herbert George Wells
The Stolen Bacillus by Herbert George WellsThe Stolen Bacillus by Herbert George Wells
The Stolen Bacillus by Herbert George Wells
 
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptxClinical Pharmacy  Introduction to Clinical Pharmacy, Concept of clinical pptx
Clinical Pharmacy Introduction to Clinical Pharmacy, Concept of clinical pptx
 
How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17How to Make a Field read-only in Odoo 17
How to Make a Field read-only in Odoo 17
 
How to Add Existing Field in One2Many Tree View in Odoo 17
How to Add Existing Field in One2Many Tree View in Odoo 17How to Add Existing Field in One2Many Tree View in Odoo 17
How to Add Existing Field in One2Many Tree View in Odoo 17
 

Demand & Lead Generation - Kim Albee

  • 1.
  • 2.
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18.
  • 19.
  • 20.
  • 21.
  • 22.
  • 23.
  • 24.
  • 25.
  • 26.
  • 28.
  • 29.

Editor's Notes

  1. Leads go directly to sales – telemarketing and then sales. Those not qualified/interested in immediate sales conversation were dropped (in the trash).