Your Sales Funnel
Awareness
Consideration
Decision
Lead
Sales Demo
Proposal
Follow Up Email
Close or Lost
Uncover Real PainPresent decision points to allow leads to define their interests and real needs.
X
Demonstrate Success Share customer case studies and examples of how your company improved lives and created real value.
X
Competitive ComparisonsSold your product against your competitor’s weaknesses and common complaints.
X
DecisionShow customer success & product value.
Align ContentLe
ad
Clo
se o
r Lo
st
NurtureStay front of mind with relevant personal updates and announcements.
Sale
s D
emo
Pre-Sales PitchPrep leads & your team for the demo.
Pro
po
sal
Post-Demo Assign sales track & educate.
Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 12F
ollo
w U
p E
mai
l
Value TrackHighlight company differentiation.
Sell to Needs
Focus personalized selling based on the
data you have.
Score Leads
Score leads by their activity in your
funnel to focus sales on the best leads.
Track Interest
Post-Demo
Assign sales track & segment by
product/service interest.
Track Engagement
Monitor lead clicks, web visits and
content downloads.
Hot Lead Score: 25Background ● Job Title: VP
● Function: Sales● Industry: Healthcare● Location: NYC
Sample Sally
Visited+3
● Product Features Page● Blog Posts● Pricing Page
Downloaded+15
● Customer Case Study ● Archive Webinar● Product Materials
Product Offer+2
● Demo Segment● Sales Track Segment
Lifecycle+5
● 7 days since last contact● Visited 2 times per week
Requirements
Data
▣ Create account target list of prospects
▣ Mine email, phone and social contact info
Technology
▣ CRM▣ Email Drip▣ Click to Call▣ Landing Pages▣ Analytics
Content
▣ Pre-Sales Track▣ Post-Demo Track▣ Value Track▣ Nurture Track
Get Case Study: Sales Development
Annual enterprise contracts closedfrom initial campaign.
3Enterprise DemosGenerated
23Return on
Investment
200%
Days toLaunch
14
Get Case Study: Content Marketing
Annual enterprise contracts closedfrom initial campaign.
8Enterprise DemosGenerated
58Return on
Investment
128%
Feature Articles
4
Get Case Study: Original Conference
Annual enterprise contracts closedfrom conference campaign.
41 Day Live - Conference Attendees
212Return on
Investment
200%
Web Visitors
8K
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