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Demand Gen Report's Lead LifeCycle Series presented by DemandGen #LLCSeries
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Session sponsored by!
#LLCseries
How To Implement !An Effective Lead !Scoring System!
#LLCseries
Questions / ON24 Logistics !
• Download this white paper. • View our podcast. • Take our assessment • …
#LLCseries
Follow this webinar on Twi>er
#LLCSeries Demand Gen Report: @DG_Report
DemandGen InternaDonal, Inc.: @demandgenglobal
#LLCseries
Lead LifeCycle Series Prize Box!
Register, a>end and tweet the Lead LifeCycle Series sessions using the #LLCseries hashtag to be entered into the Prize Box giveaway! The more sessions you a>end and tweet, the higher
the chance at winning one of these awesome prizes!
See the full contest details and rules at: h>p://www3.demandgenreport.com/lls14/contest-‐rules.html
#LLCseries
About Demand Gen Report!
@DG_Report http://linkd.in/DG_Specialists
• Launched in 2007 to track best pracDces in lead generaDon
• Newsle>er has grown to more than 28,000 readers
• We also offer a menu of research and best pracDces reports
• New audio/video podcasts at DemandGenReport.com
#LLCseries
Panelists!
MODERATOR:
David Lewis President and CEO,
DemandGen InternaLonal
Andrew Gaffney, Editor,
Demand Gen Report
#LLCseries
Download Your Free Copy!www.manufacturingdemand.com!
WARNING!The following show features sales and marketing
alignment projects performed under the supervision of professionals.!
Accordingly, DemandGen must recommend that no one attempt to recreate or re-enact the
activities performed on this show without the help of experienced professionals.!
#LLCseries
#LLCseries
Why Lead Scoring Sales Efficiency: Ranks each lead at the top of the funnel to help sales focus on the highest priority leads.
Nurture Routing: Ranked leads can be routed to the appropriate nurture program based on the objective of the nurture.
#LLCseries
5 Common Lead Scoring Models!
• Qualification Only (Fit Criteria)!• Interest Only (Engagement Behavior)!• Two-Dimensional (Cumulative roll up score)!• Two-Dimensional (Quadrant intersect rank)!• Predictive!
#LLCseries
2
Touch 2
Touch 3
Touch 1 +10 – Good Fit Criteria A
+10 – Good Fit Criteria B
+5 – Engaged on Website
+15 – Downloaded Whitepaper
Lead Scoring 3 5
1
Wait 2 Days
Lead Score Reporting 6
Website Lead Capture
Wait 1 Week
Inquiry Nurture 4
Campaign Runs
MarkeLng AutomaLon
CRM
Sales Engagement
10 20 25 40
#LLCseries
Two Dimensional Lead Scoring!
QualificaDon Level (fit)
Interest Level
(engagement)
Lead RaDng
A
B B C
Copyright © 2012, DemandGen InternaDonal, Inc.
Interest
#LLCseries
In the physical world you can see the interest of a lead.
#LLCseries
Interest scores leverage their digital body language (engagement)
#LLCseries
Measuring Interest Level!• Website Behavior!
• Number of visits to site, # of pages visited, how recent, areas of interest (content)!
• Form Activity!• Number of forms submitted, high interest forms (content type)!
• Email Responsiveness!• Event Participation!
Copyright © 2012, DemandGen InternaDonal, Inc.
Fit
#LLCseries
#LLCseries
Case Study: Insulet!
#LLCseries
Case Study: Diabetes Management
6. # of Injections/Day?
2. Who are you?(Persona)
3. Which Insurance Provider?
4. Current Treatment Method?
1. What Type of Diabetes?
5. Patients Age?
#LLCseries
#LLCseries
Sample Rating Matrix!
C
D
E
B
C
D
A
B
C Low Medium High
High Medium Low
Interest Level
QualificaDo
n Level
MarkeDng Qualified Lead (MQL)
Inquiry
Copyright © 2012, DemandGen InternaDonal, Inc.
CRM ImplementaLon
#LLCseries
Presenting The Scored Leads!
#LLCseries
Sales Team Training
#LLCseries
Service Level Agreements (SLAs)!
*
#LLCseries
Lead Scoring Views!
#LLCseries
Copyright © 2012, DemandGen InternaDonal, Inc.
AudiLng
#LLCseries
#LLCseries
Key Takeaways for Success 1. Assemble taskforce to discuss characteristics of
sales-ready leads (seek outside expertise from DemandGen.com)!2. Determine the criteria and behaviors that should be
captured and incorporated into the lead scoring model!
3. Review and finalize the model with taskforce!4. Prepare your forms, MA, and CRM!5. Build out the lead scoring system and pilot!6. Train sales on CRM interface and SLA’s!7. Hold quarterly taskforce meetings to audit !
usage and discuss modifications!
#LLCseries
Download Your Free Copy!www.manufacturingdemand.com!
#LLCseries
Q&A // Panelists!
MODERATOR:
David Lewis President and CEO,
DemandGen InternaLonal [email protected] Twi>er: @demandgendave
Andrew Gaffney, Editor,
Demand Gen Report
#LLCseries
Lead LifeCycle Series Prize Box!
Register, a>end and tweet the Lead LifeCycle Series sessions using the #LLCseries hashtag to be entered into the Prize Box giveaway! The more sessions you a>end and tweet, the higher
the chance at winning one of these awesome prizes!
See the full contest details and rules at: h>p://www3.demandgenreport.com/lls14/contest-‐rules.html
#LLCseries
Thanks for attending this session!!
Make sure to a>end the next session in the Lead LifeCycle Series:
h>p://dg-‐r.co/lls14