so why should i call this guy?
TRANSCRIPT
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So Why Should I
Call this Guy?
How to Get Critical Lead Information that Sales will Want to Act On.
Summer Webinar Series | Webinar 1 | July 14
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About “HOW TO” Series
Lead Generation Techniques…to drive more qualified
leads…that YOUR sales will be excited to act on.
•Focus on How to Get Out of the Status Quo of:
Only 20% of your
leads being
followed up on
Only 16% of your
total leads deemed
sales-ready,
actually closing
Losing 80% of your
„bad leads‟ to
competitors
within 24 month
–**Sources: Sirius Decisions; Aberdeen Group
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About Your Sponsors
Helps organizations of all
sizes find the best tools to fit
their needs
Provider of one of the
industry‟s most popular and
fastest growing cloud-based
integrated marketing
platforms
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Agenda
The Problem The Opportunity Tools To Get
You There
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So Why Should I Call this Guy?
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The Problem: What Makes Up a Qualified Hot Lead?
Marketing Perspective
• Responded
• Fits profile
• Frequent participation
Sales Perspective
• Inbound inquiry
• Right profile
• BANT responses
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What Ends Up Happening
Results: Frustration…and Wasted Leads!
Marketing MO
• More leads
• Report on more leads
• Leads grow stale
• Complains sales not working leads
Sales MO
• Researching qualifying info
• Reaches out few times
• Shifts to low-hanging fruit
• Complains about lead quality
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The Opportunity: Lead Activity Collection
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The Opportunity:Give Sales What it Really Needs
•Prioritize leads based on
activity
•Nurture leads not ready
to buy
•Deliver critical information
where sales lives
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The Opportunity: What You Can Do
Give sales a reason to
call that guy!
• Agree on what constitutes
a hot lead
•Support the entire funnel –
not just the top
•Provide sales with holistic
view of the prospect
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The Tools to Make it Happen
Empower Your Lead Generation and Management
Capabilities…and Inspire Sales to Act-On Them
• Capture, Track and Manage Lead Behaviors Across
Multiple Channels
• Help Cultivate and Prioritize Leads
• Deliver Lead Data in Comprehensive, Easily Accessible Views
Time to See The Tools… And How They Get Critical
Lead Information to Sales to Act On..!
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The Tools to Make it Happen Act-On Marketing Platform
World-Class E-mail
Marketing Core and
Deliverability
Complete Set of Tools
on One Platform
• Web Analytics, Landing
Pages, Forms, Drip, Scoring,
CRM Integration, Social Media,
Reporting and More
• Focus on Usability, Simplicity
and Manageability
Approach and Terms
that Work
• Start Simple, Automate at
Own Pace
• Affordable Pricing; Month-
to-Month Contracts
• Live Customer Support –
At No Additional Costs
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Next Steps: Tremendous Opportunity
Take Control of Your Leads & Lead Data!Turn: “Why Should I Call this Guy?” into: “I Can’t Wait to Call this Guy!”
Next StepsToday‟s “How To” Guide plus Next Sessions:
• July 21: Make New Friends, Keep the Old
• July 28: There‟s a Party Going on, and You‟re
Not There
• August 4: Why Spray and Pray Isn‟t Cutting
It Anymore
Learn More About Act-On
•Join Weekly Demo Sessions: www.actonsoftware.com
•Request 1x1 Demo: [email protected] or (877) 530.1555