Different sorts of sales and marketing funnels

1. Sales and Marketing funnels

2. Sales and Marketing Funnel

3. Sales and Marketing Model

4. Are SMB using CRM?

5. Lead Nurturing Defined
Lead nurturing is a relevant and consistent
dialog with viable potential customers,
regardless of their timing to buy.

6. Ideal Customer Profile
Define Your Ideal Customer Profile
• Sweet spot – ideal fit
• Most common criteria:
– Industry code
– Revenue
– Employee size
– Trigger events
– Sphere of influence

7. Your Universal Lead Definition
• Allow leads to be scored and prioritized
• Defines the degree of sales readiness
• Requires buy in from sales and marketing
Resource: “How to Precisely Define a "Lead" Before Marketing Begins”
http://www.startwithalead.com/article.asp?ARTICLEID=283

8. Build Your Lead Nurturing Library
What tools could your customer use and allows you to nurture
them at the same time
Resource: “Content Ideas for Lead Nurturing”
http://blog.startwithalead.com/weblog/2007/08/content-ideas-1.html

9. Develop Lead Nurturing Tracks

10. Step 7: Develop Lead Nurturing Tracks
Multi-track Lead Nurturing
Tip: Crawl, Walk, Run
(Client Plan for Q1 Audience 3 Contacts Deep)
CIO Q1 2008
Month 1 Free executive report via direct mail with follow-up call
Month 2 Invitation to executive roundtable via e-mail with follow-up call
Month 3 Link to relevant Podcast via e-mail with follow-up voicemail
Director of IT Q1 2008
Month 1 3rd party article via e-mail and voice mail
Month 2 3rd party article via e-mail with follow-up
Month 3 Link to relevant webinar via e-mail with follow-up call
IT Manager Q1 2008
Month 1 Relevant white paper via e-mail with voice mail
Month 2 Direct mail piece
Month 3 Invitation to webcast via e-mail with follow-up call

11. Executing Lead Nurturing
Tracking and Managing Your Leads
Company Touchpoint History
04/30/2008 - Called - Rory Smith - Talked to DM
04/20/2008 - Called - Rory Smith - Got voice mail
04/17/2008 - Email Link Clicked - Rory Smith - Campaign 2008-04-17
04/17/2008 - Email Sent - Rory Smith - Message: How to optimize your outsourced teleprosp
04/17/2008 - Email Sent - Sylvie Jones - Message: How to optimize your outsourced teleprosp
04/17/2008 - Email Sent - Joel Koppelman - Message: How to optimize your outsourced teleprosp
04/08/2008 - Called - Rory Smith - Talked to DM
03/26/2008 - Called - Rory Smith - Talked to DM
03/20/2008 - Called - Rory Smith - Talked to DM
03/20/2008 - Called - Rory Smith - Got voice mail
03/19/2008 - Touchpoint - Rory Smith - Inquiry - Web
03/13/2008 - Email Link Clicked - Sylvie Jones - Campaign 2008-03-13
03/13/2008 - Email Sent - Sylvie Jones - Message: Why cost-per-lead budgets fail
03/13/2008 - Email Sent - Joel Koppelman - Message: Why cost-per-lead budgets fail
02/14/2008 - Email Sent - Sylvie Jones - Message: Using the phone in your lead generation s
02/14/2008 - Email Sent - Joel Koppelman - Message: Using the phone in your lead generation s
02/07/2008 - Called - Mitchell Codkind - Got voice mail
02/04/2008 - Called - Kelly Henry - Got voice mail
01/31/2008 - Called - Sylvie Jones - Got voice mail
01/29/2008 - Called - Sylvie Jones - Got voice mail
01/24/2008 - Touchpoint - Sylvie Jones - Blog Subscription - B2B Lead Generation