learn how to qualify more sales ready leads
DESCRIPTION
In this webinar, Scott Armstrong, Co-Founder and Partner from Brainrider, will explain how to qualify more sales ready leads by optimizing your content, calls to action, forms, and rules.TRANSCRIPT
How To Qualify More Sales Ready Leads
A Better B2B Marketing Clinic
@Brainrider
Scott Armstrong is your presenter today.
He is a founding partner at Brainrider where he specializes in better B2B marketing.
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61% of B2B Marketers Send Leads To Sales
Without Any Qualification!
How to identify the
4%-10% of your leads that are sales ready!
Finding Sales Ready Leads
• Targeting sales readiness with the right content
• Identifying sales readiness: tiered calls-to-action
• Tracking sales readiness: MAP/CRM actions
• Three real world examples
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Sales Readiness Cheatsheet brainrider.com/pardot
Prospect Qualification
•Contact us •Quote request •Trial/demonstration request •Sales ready content
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Fits Target
Definition
Sales Ready
Activity
•Relationship status •Right role •Right industry •Right size
Targeting Sales Readiness With Content
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If your customer is asking:
What’s my problem
How do I fix my problem
Are you right for me
They want:
Education & Thought Leadership
Solutions & Product Suitability
Decision Support &
Credentials
What to offer:
•Trends, benchmarks & statistics
•What’s new & why it matters
•Best-in-class examples
•Problem guides •Opportunity guides •Needs assessments •101 Education
•Solution guides •Solution comparisons •Pitfall analysis •Readiness & suitability assessments
•Strategy & planning templates
•How to find & select the right vendor
•How to build the budget
•Pricing •Trial/demonstrations •Access to subject matter experts
• Implementation plans & requirements
•Delivery examples •Vendor comparisons •Data sheets
3 Poll Questions
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Identifying Sales Readiness: Tiered Calls-To-Action, Forms, Page Actions
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Identifying Sales Readiness: Configuring Sales Readiness Tracking In Your MAP
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Livingston International Example Tiered Calls To Action
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Empathica Example Ask An Expert/Request A Demo
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Pitney Bowes and Rythmlink Examples Pricing and No-Price Pages
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Test A Pricing Page!
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http://sherpablog.marketingsherpa.com/marketing/blog-30264/
Summary
1. Targeting sales readiness with the right content
2. Identifying sales readiness: tiered calls-to-action
3. Tracking sales readiness: MAP/CRM actions
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Download the presentation at Brainrider.com/pardot
Resources For Better B2B Marketing
For more helpful B2B Marketing content, visit:
Resources: brainrider.info
Articles: brainrider.com/blog
@Brainrider
www.linkedin.com/company/brainrider
Go to Brainrider.com/pardot
Evaluate your Content, Website, & Programs with our Free Better B2B Marketing Checklist
Let’s review your sales readiness offers Free 20-minute consultation