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STOP LOSING LEADS
ATTRACT- ENGAGE- CONVERT
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Husband and Dad to 2 great kids
Sales Coach/Consultant
Xerox sales Executive (17 years)
Sales methodology junkie
Sales & Marketing leader- CRMD
Rob Triggs
Who I am What I do
Who we AreValue, Integrity, Trust
Gold CertifiedMicrosoft Dynamics CRM and
Click Dimensions Gold certified located in Toronto, Canada.
Business StrategyWe help companies realize their
goals by shaping & enabling strategy though process and
technology
Hosted Cloud ServicesHosted CRM cloud, Office 365 &
Sales BI
Digital MarketingHelping our clients increase sales with digital marketing managed services and training
CRMover 20 year experience in CRM. Experts with Microsoft Dynamics CRM. Training programs
Sales AutomationOur core focus is enabling companies to sell! We offer the technology and support programs to help you succeed
3WWW.CRMDYNAMICS.COM
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5
350% increase in leads from
web
Lead conversion from 7% to
38%
Sales model shift from
outbound to inbound
OUR RESULTS
Marketing
Sales
Sales and Marketing working together 6
7
8
Customer Journey
Web Site Visit
Search - Social
Conversations
Contact you
via
Phone, email,
form, chat
Capture/lead
Learn and decide
Triage and Nurture
Convert
Sales Process
Business Symptoms
Business Pain
Business Plan
Research Potential Solutions
Research Potential Suppliers
RFI/RFP/RFQ
Select Vendor
Negotiate
Terms
Buy
9 Stages of the
buying process
1. Business Symptom2. Business pain/opportunity3. Business Plan
4. Research Potential Solutions5. Research Potential Suppliers6. RFI/RFP7. Select Vendor8. Negotiate terms9. Buy
INFL
UEN
CE
SELL
60% to
90%
Today’s buyers are anywhere from 60% to 90% of the way through the buying process before they reach out to a vendor (Forrester Research)
Ne
goti
ate
Ter
ms
B
u
y
Stat
@CandyboxMKTG
75% More
than one hour
1,200 companies surveyed
82%No second
attempt
4 Days average
response
LEAD RESPONSE FROM WEB SITE
54% NO
Response
We tested 1,200 companies
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Conversion- Step by step Process
Capture
Collect name, email, phone number and other
important information
Qualify
Ready now, Ready Later?
Assign
Ready Now: SalesReady Later: Nurture
Nurture
Digitally nurture prospect until they are ready now
Convert
Assign to sales when ready to convert
@CandyboxMKTG
Here is what most companies do
Hand leads to sales… Hope they close the
business
@CandyboxMKTG
Here is why it does not work…
1.Buy now2.Buy later3.Not sure
There are three types of leads
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25% of sales cycles take an average of 7 months to close
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10
15
20
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5/1/2014 6/1/2014 7/1/2014 8/1/2014 9/1/2014
7 Month Cycle25%
Harvard University
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Conversion Process
Capture
Qualify
Assign
Nurture
Convert
Who are they?
What do they
want?
How can we best
help them?
Educate and
Influence
Propose and close
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Lack of speed Kills all Deals
Step 1: LeadCapture and send to
triage
Step 2: TriageRespond fast (5 mins) –Assign to best resource
Step 3: QualifyBuy now – Buy Later Step 4: Convert
Nurture – Educate -Propose - Close
Speed at all stages
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From Lead to Opportunity
Time
Success
Lead . Opportunity
The new way of selling – SMarketing™
Marketing
AutomationEmail Marketing
Web TrackingLead Scoring
Social DiscoveryNurture Marketing
Web PresenceWeb
Social MediaBlog
Banner Ads
CRMAccountContact
LeadOpportunity
TaskMobility
Dashboards
Potential Customers
Existing Customers
Sales process
Marketing Automation Features
Marketing
Web Tracking Lead Scoring Nurture
Marketing
SMS Messaging Campaign
Tracking
Form Capture Surveys Landing
Pages
Social
Discovery
Integrations (GoToWebinar)
Training &
Support
Putting it all together…
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Website
ATTRACT ENGAGE CONVERT
Sales process
@CandyboxMKTG
HOW GOOD ARE YOU AT CONVERTING LEADS?
Special Offer for todays webinar participantsWeb Lead assessment
WWW.crmdynamics.ca/wra
23Customer Story One – Window company
• Customer needs new windows- Buy Now• Web visit to homestars.com• Form filled in• No response• Called and was promised a call..• No Call• Bought from someone else
24Customer Story Two – E-book Lead
• Financial Services firm looking for new CRM• Visit web site and download E-book• Inside sales triage and learn they are Buy Later• Add to Digital Nurture• Invited to an event 2 months later• Ready Now• Sales engages• Closed deal in 3 weeks
25Customer Story Three – Buying a Car
• Customer needs new car- Buy Now• Web visit three dealer web sites• Form filled in• One out of three responded• Test drive booked with the one• Purchase made• 2nd of three called… two days later• Too Late
26Customer Story Four – Student Enrollment-Education
• Student applies to a college • Application is received• Student communication system manages
the compiling and sending of enrollment documents
• Faster, more accurate, less time, less people• Attract and win more new students
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• Attract more buyers to your digital presence• Implement the lead conversion process
• Capture-triage-nurture-convert• Leverage a dedicated inside sales resource• Set up your CRM and Click Dimensions to
support the new process• Track and measure with CRM reporting • Improve• Enjoy all the new sales
@CandyboxMKTG
HOW GOOD ARE YOU AT CONVERTING LEADS?
Special Offer for todays webinar participantsWeb Lead assessment
WWW.crmdynamics.ca/wra
29
Live Chat to
Dynamics Integration
http://bit.ly/1R2ghhc
www.CRMDynamics.ca
[email protected]@Robtriggs
Thank You
WWW.crmdynamics.ca/wraLEAD ASSESSMENT OFFER
http://bit.ly/1R2ghhc
Live Chat
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END