Lead Generation 2.0

What Are Your Prospects Thinking?

Have a sharp pain(Buying Now)

Problem awareness(Open to Buying)

Uncomfortable With The Situation(Thinking About How To Solve)

Not Clear They Have A Problem(No interest in speaking to sales person)

Already Solved The Problem(Not a prospect at all)

3%

7%

25%

30%

35%

Success Comes From Focusing On

The Right Prospects

Are You Hearing This?

Too much money and time is spent trying to find the people who need your solutions

Finding the 32% that should be in your pipelineAccess to decision makers is difficult“How do I know their actual business priorities?”“How can I build relationships with my customers?”“How can I know what is on my customers minds?

What Do You Need To Do?

• What Do You Want?– Customers who want to buy

– Reduced cost of sales

– Shorter sales cycle

• How can you get it?– Creation of peer-to-peer relationships

– Understanding the prospects real pain

– Provide solutions the way the customer’s wants it

– Leveraging multiple streams

What If?

Won’t Your Sales Pipeline Improve?

You Are In An Environment

Whichcreates

Peer-to-Peer relationships

Qualified Prospects Are Identified

You understand what they are

thinking

The Access Group Methodology

• Attracting Prospects By Providing Value– Hosts & Partners invite participants

• Helping You Understand The Market– Competitive Intelligence from real customers

– Cocktail party as a learning environment

• Helping You Create The Relationships– Round Table – Immediate, focused and personal

• Establishing You As A Market Leader– White Paper provides clear thought leadership

A Strongly Leveraged Methodology

Lead Generation 2.0 Where Is The Leverage For You?

HostsCredibility

Shared costs

Multiple sources for participants

Increased quality turnout

Partners(Associations, Universities, etc.)

Large membership base

Understanding of the problem

Credibility

White Paper Distribution

Competitive Intelligence(Interviews with VIP guests)

What is top of mind

Increases probability of attendance

Preparation for the meeting

Cocktail PartyCreate personal relationships

Understanding of the issues

Personal insights

Panel – Industry leadersInsights into the marketplace

Leadership

Credibility

Content

Round TablePeer-to-Peer Lead generation

Shared experiences

Understanding of customer

Multiple reasons for follow-up

White PaperAddress common problem

High visibility in target market

Equivalent to direct mail

Leverages Partner’s credibility

Why Participants Want To Attend

• High Quality Leadership Panel provides valuable knowledge to the participants

• Broad based invitations to your lists, partner’s membership, our internal lists

• Telephone follow-up for high value invitees• Qualification through telephone conversations

with registered guests ensures attendance• A 95 point project plan provides organization

and structure and confidence

Which Is The Fit For Your Needs?

• Strategy Session– 15 Participants directed by industry experts– Leadership from the target industry– Focus on revenue generation in a marketplace– Understanding the market need

• Round Table– 50-75 Participants led by a leadership panel– Focus on a business issue– Hosts sit with participants– Director level and above – various titles

How Does A Round Table Work?

The Access Group’s UNIQUE methodology in recruiting executives: Use Universities, Recruiting firms and Associations help us get access to Senior Managers to fill up the

room with your TARGET customers

Your sales people are networking with customers

You are getting access to up to date information

about the “REAL” challenges facing

your customer

Your customer is networking with

other customers, sharing

challenges and possible solutions

Conversation is directed so that you say one thingCan we meet next week to talk more about this

What’s It Look Like

Case StudyCalgary – How to Grow With No People

Case Study - Summary

Issue: Growing in Calgary with no People

Participants: 56 Oil and Gas Executives,10 Industry facilitators

Hosts: IBM, Siemens, Adecco

Partners: Canadian Association Of Petroleum ProducersCanadian Centre For Energy InformationCanadian Energy Pipeline AssociationGas Processing Association of CanadaCanadian Petroleum InstituteCanadian Energy Research InstituteCanadian Gas AssociationCalgary TechnologiesCATA AllianceCommonwealth Advantage

White Paper: Delivered to over 15,000 individuals

Value Of Hosting

• Create of peer-to-peer relationships between customers and you

• Significantly reduce the time to create high quality business relationships

• Relate your brand to a topic that is key to the manufacturing sector

• Hear real pain points from potential customers that does not come up in 1:1

• Begin sales cycles based on a tangible problem

Our Fall Calendar At A Glance

Tentative Topic Participants

September Customer CentricFinancial

Institutions

OctoberStrategies For High

Canadian DollarManufacturing

November Global Warming Public Companies

DecemberAging Workforce

ProductivityCIO’s

Summer Strategy Sessions

Topic

Helping Canadian Manufacturing Dealing

With High Canadian Dollar

Helping Financial Institutions

Become Customer Centric

Global Warming

Aging Workforce

Productivity

DatesJuly 10th & 19th

(Repeated Session)

July 12th and 16th

(Repeated Session)August August

Participants

VP Sales & MarketingTechnology Companies

Industry Experts

Len WatsonRetired CIO COTT

Ian Howcroft VP CME Ontario

Don ChapmanRetired CEO Novell

Don ChapmanRetired CEO Novell

Hosts Adecco, KPMG KornFerry, IBM

Partners CATA, CME CATA CATA CATA

FOR MORE INFORMATION CONTACT:

Zale Tabakman

The Access Group

416.738.2090

zale@access-group.ca

Providing sales executives with superior access to decision makers in priority target markets

Next Steps