Lead Generation for Tough Times

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Information about Lead Generation for Tough Times

Published on October 21, 2008

Author: BobScheier

Source: authorstream.com

Boosting Lead GenerationIn Tough Times : Bob Scheier Associates (781) 599-3262 bob@scheierassociates.com Boosting Lead GenerationIn Tough Times Lead Gen Challenges (Credit Crunch Edition) : 2 Lead Gen Challenges (Credit Crunch Edition) Cut Costs! Drive Sales! Cut Costs Again! Lead Nurturing : 3 Lead Nurturing Repeated “drips” of information to prospects Customized to different points in sales cycle Keeps customer engaged Example: Boosting software sales : 4 Example: Boosting software sales Client: PatientSource Product: Patient tracking and billing software Sales: Sold through resellers The Problem : 5 Resellers are having trouble selling the new HIPAA* compliance module, which helps doctors, hospitals ensure they’re protecting patient privacy *The Health Insurance Portability and Accountability Act of 1996 The Problem Why? : 6 Why? Resellers skeptical about the product? Don’t know enough about the product? Can’t overcome price resistance? Find out with content aimed at… : 7 Find out with content aimed at… …skeptics… : 8 …skeptics… …learners… : 9 …learners… …and those facing price resistance : 10 …and those facing price resistance Track Results : 11 Track Results Create Lists Based on Relationship : 12 Create Lists Based on Relationship You Choose How To Score Prospects : 13 You Choose How To Score Prospects The Benefits : 14 The Benefits Improved opportunity-to-close rates Revived cold leads Offers prospect most relevant information based on their pain points. 500 percent improvement in conversion rates Doubling of marketing efficiency “Sales knows how to prioritize and whom to go after” Next Steps : 15 Next Steps ● You identify your toughest marketing questions Who are your hottest prospects? What are their unmet needs? Why aren’t they buying? ● We develop custom content that provide answers “Beginner’s Guide to XYZ” “Top 10 Things to Look For in an XYZ…” “When to Shift XYZ Vendors…” “Skeptical About XYX?” ● And score prospects based on: Do they have an active project? What is their timeline? Which competitors’ products are they using? What is their business objective? Try It For Free : 16 Try It For Free Free pilot includes two email newsletters/two rounds of copy for them from Bob Scheier Associates Plus use of Marketo marketing automation software To prove the value of readership tracking in nurturing leads and growing sales Thanks for your attention! : 17 Thanks for your attention! For comments or questions: Bob Scheier Associates 781-599-3262 bob@scheierassociates.com

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