View
195
Download
0
Category
Preview:
Citation preview
◼CEO & Founder of Seventh Sense◼Prior Sales Leader & Individual
Contributor•Over $40 Million In Sales as a Rep
◼Primary Experience in Startup Companies & New Territories
INTRODUCTION
What is a “Lead”?
LEAD CONFUSION
Marketing Qualified Lead
Sales Qualified Lead
Unqualified LeadLead
Inbound Lead
Tradeshow Lead
Sales Lead
Partner Generated Lead
Inside Sales Lead
Friend of a friend Lead
Board of Directors Lead Shitty Lead
◼DEFINE “LEAD”, “PIPELINE” & “OPPORTUNITY”
◼IDENTIFY YOUR AUDIENCE ◼MARKETING CHANNELS
IDENTIFY THE OPPORTUNITY
◼DEFINE “LEAD”, “PIPELINE” & “OPPORTUNITY”•Gather functional leaders and *top individual contributors.
STEP 1 – DEFINE
◼YOUR BEST FRIEND• Spending time on personas and account based marketing is your best friend.
STEP 2 – PERSONA & ACCOUNT BASED MARKETING
◼THE BEST CHANNEL(S)•Where does your audience live?• For most, Email is critical• Facebook?• Google? (B2B & B2C)• LinkedIn? (B2B)
CHANNEL EXAMPLES
Recommended