lead generation presentation
TRANSCRIPT
Lead Generation for Complex Sale
Lead Generation Model
Buying Process Model
Sales types • Active – (prospect search, cold calling)
90% seller, 10% buyer
• Passive –contact form
90% buyer, 10% seller
• Direct – seller communicates directly with a customer (meetings, conferences, events, etc)
• Indirect – selling through Partners, Dealers, franchising
Sales Process
• Prospecting and Lead Generation
• Qualifying Prospects
• Setting Appointments and Making Presentations
• Requirements assessment, preparing estimates/conducting interviews, proposals
• Addressing Objections and Closing the Sale
Lead Qualification
Implicit & Explicit • Web site visits
• PDF, webinar downloads
• Contact Form completion
• E-mail campaign opens/clicks
• Event attendance
• In-person meeting with Top Management
• Telemarketer call disposition
Company Data • Company Type
• Location
• Industry
• Contact info available
• Previous opportunity history
• Technology focus
Thank you!