Contenu connexe Similaire à B2B Lead Generation - Feeding the Funnel Similaire à B2B Lead Generation - Feeding the Funnel (20) B2B Lead Generation - Feeding the Funnel1. b2b
lead generation
Feeding the funnel
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2. marketing & sales
alignment
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4. too few
leads
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5. too many
leads
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6. cherry-picking
leads
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7. poor quality
leads
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9. do they meet sales
criteria
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10. are they ready to
buy?
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12. building the brand
reputation
management
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13. positionning your business
as an expert in your field
thought
leadership
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14. building a prospect pool
demand
creation
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16. 1
attract
lead development
process
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17. 1 2
attract identify
lead development
process
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18. 1 2 3
attract identify qualify
lead development
process
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19. 1 2 3 4
attract identify qualify nurture
lead development
process
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20. 1 2 3 4 5
attract identify qualify nurture release
lead development
process
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24. validate before you
engage
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26. Website
Corporate blog
Sign-up form
Database
26
27. © 2011 Strategies Marketing Direct - all rights reserved. No reproduction without written permisssion
28. white papers
webinars
reports
studies
newsletters
events
content
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30. Role in decision
Stage of buying cycle
Scope of opportunity
qualify
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36. white papers
webinars
reports
studies
newsletters
content
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37. white papers
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39. mail
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40. creating
relevance
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41. want relevant to their
82%
industry
Source:MarketingSherpa
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42. want relevant to their
67%
job function
Source:MarketingSherpa
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43. want relevant to their
49%
company size
Source:MarketingSherpa
© 2011 Strategies Marketing Direct - all rights reserved. No reproduction without written permisssion
44. want relevant to their
29%
geography
Source:MarketingSherpa
© 2011 Strategies Marketing Direct - all rights reserved. No reproduction without written permisssion
46. 1:1 content
know each enlighten,
customer engage, inform
expertise
right for "me"
49. Search for your brand
Visit your booth
Visit a web page Download a white-paper Sign-up for a newsletter
+3 +5 +1 +5 +1
lead
scoring
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52. ready to
buy!
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54. keywords
Web media
Direct mail
Social media Email campaign
Trade publications
ATTRACT Trade shows
database
NURTURE
Information mailouts
Event invitations
blog
White papers Newsletter series
56. +263%
Increase in lead database
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57. +112%
increase in sales for 2011
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58. occupancy rate in QC
No1
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