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Lead Nurturing Converting Leads Into Revenue Companies using lead nurturing ‘achieve significantly higher performance…in lead to sales revenue, response rates, lead qualification rates and average order values.’ — Aberdeen Group

Lead Nurturing - PropelGrowthLead nurturing builds a relationship with early stage leads by educating leads and creating awareness of business issues and the solutions your company

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Page 1: Lead Nurturing - PropelGrowthLead nurturing builds a relationship with early stage leads by educating leads and creating awareness of business issues and the solutions your company

Lead NurturingConverting Leads Into Revenue

Companies using lead nurturing

‘achieve significantly higher

performance…in lead to

sales revenue, response rates,

lead qualification rates and

average order values.’

— Aberdeen Group

825 3rd Avenue, 2nd Floor • New York, NY 10022212.738.9445 • www.propelgrowth.com • [email protected]

Serving the Financial Technology and Capital Markets Industry

PropelGrowth provides comprehensive lead generation and lead nurturing services to companies serving the capital markets. We serve as an extension of your marketing and sales teams as we help you generate, nurture, qualify, track, and convert sales leads.

Go To MarkeT STraTeGy For TarGeTING The CapITaL MarkeTS

• Market definition and segmentation• Competitive analysis• Market penetration planning• Messaging and content development

Lead GeNeraTIoN aNd Lead NurTurING ServICeS

• Campaign planning and development• Program management • List management and segmentation• Full lifecycle lead management• Content strategy, development and design• Progressive profiling and lead scoring• Teleprospecting, relationship building and lead qualification

LearN More

“The Science of Lead Nurturing”: http://landing.propelgrowth.com/sciencewhitepaper_a.html

Lead Nurturing Case Study: http://landing.propelgrowth.com/casestudy_a.html

Lead Calculator: http://landing.propelgrowth.com/lead-calculator_a.html

Website: www.PropelGrowth.com

Blog: www.PropelGrowth.com/blog/

Call us to discuss how you can generate more high quality sales leads: 212-738-9445, ext. 501

Page 2: Lead Nurturing - PropelGrowthLead nurturing builds a relationship with early stage leads by educating leads and creating awareness of business issues and the solutions your company

Generating Leads for Complex Sales in the Capital Markets

The problem how propelGrowth Can help

Are your early-stage leads falling through the cracks?

All leads are not created equal. Lead generation campaigns will acquire leads that are in various stages of their buying cycles. A handful might be ready to talk to sales immediately, but most are going to need to spend time going through an internal awareness and education process before their organizations will be ready to seriously evaluate your company’s solutions.

But sales needs to concentrate on opportunities that can close quickly to meet quarterly revenue goals. So, they’re forced to ignore leads that are not sales-ready. Research shows that up to 84% of well-qualified leads fall through the cracks before they’re sales-ready. Without a well-defined process to nurture your early stage leads, your competition will capture your future opportunities.

The Solution: Lead Nurturing

Lead nurturing builds a relationship with early stage leads by educating leads and creating awareness of business issues and the solutions your company provides. Nurturing helps qualify leads over time, score their interest and demographics, and hand off well-qualified leads when they are ready to engage with Sales.

SupporTING The BuyING proCeSSYou sell to organizations, not individuals. Lead nurturing facilitates your leads’ research and assessment process and helps you get your message in front of a buying committee, while engaging in consistent interaction and keeping your company top-of-mind as a thought leader. While you’re nurturing the lead, you’re also tracking their online behavior by individual and company, collecting a wealth of data about their interests and needs, information crucial to helping sales prepare for early sales meetings.

MaxIMIzING MarkeTING roI Marketing automation delivers the data and analysis tools needed to monitor the effectiveness of each marketing campaign. It tells you which campaigns are working, which lead sources provide the best quality and which marketing assets are most useful. This allows you to optimize programs and demonstrate a clear marketing ROI.

CoNTeNT IS key To SuCCeSS Complex sales in the financial industry involves multiple decision makers and influencers from different functional areas in the prospect firm. Each person involved in a buying decision follows their own cycle of awareness and evaluation before they’ll be comfortable getting behind a team decision. As they move through this decision process, they need content relevant to their area of responsibility and to their stage in the buying cycle. Therefore, an effective lead nurturing program needs content to address each buyer role and buying stage to move them toward a purchasing decision.

PropelGrowth provides comprehensive lead generation and lead nurturing services to companies serving the capital markets:

doMaIN experTISe IN FINaNCIaL MarkeTSPropelGrowth works exclusively with companies who serve the Capital Markets. With more than 20 years of domain

experience, we understand the complex business and technology needs of your target market. We are familiar with

the markets, the industry and the players across assets and around the globe.

MuLTI-ChaNNeL CaMpaIGNS To GeNeraTe aNd NurTure LeadSPropelGrowth provides a research-driven, multi-step, multi-channel process for generating and nurturing leads. We help you

plan and coordinate campaigns, integrating online marketing, events, email, phone, and print communications to deliver a

cohesive and compelling message to the market.

proCeSS drIveN approaChWe work with you to establish internal processes for lead lifecycle management, lead taxonomy definition, content planning,

campaign structure, lead scoring, conversion metrics, and alignment between sales and marketing.

MarkeT-LeadING TeChNoLoGyPropelGrowth leverages advanced technology to communicate, profile, observe, track and score leads and route them to the

appropriate sales people when they’re ready. Our technology integrates with your CRM for end-to-end lead management.

TarGeTed CoNTeNT deveLopMeNTPropelGrowth helps develop content targeted

to specific market segments, buyer roles,

and stages in the buying cycle. Our

domain expertise ensures that we

create relevant and compelling

messages targeted to the needs of

your buyers. We will help you plan and

develop white papers, sales decks, thought

leadership content, buying guides, and events to

support your leads’ buying processes.

TeLeproSpeCTINGPropelGrowth engages your leads in meaningful

business conversations to support their buying

process, qualify them, and uncover their specific

business needs. We build trust while familiarizing leads

with your company’s products and services. When the

lead is sales-ready, we schedule a meeting with

your sales team, and you take over.

Purchased Lists

Website

Public Relations

Advertising

Search Marketing

Telemarketing

Online/Live Events

LEAD GENERATION

CO

NV

ER

SIO

N

PromoteObserve • Profile • Score

Sales

Conversation Analytics

Qualified

Nurture Discover

Qualify Convert

421 3

DIA

LOG

UE

Profi

le Score

Qualify Segment

Ca

ll E-mail Call

Direct Mail Follow-up

Typical Business Buying Cycle: Decision Time

Unaware

Aware

Research

Evaluation

Select Vendor

Manage Risk

MONTHS0 24

Page 3: Lead Nurturing - PropelGrowthLead nurturing builds a relationship with early stage leads by educating leads and creating awareness of business issues and the solutions your company

Generating Leads for Complex Sales in the Capital Markets

The problem how propelGrowth Can help

Are your early-stage leads falling through the cracks?

All leads are not created equal. Lead generation campaigns will acquire leads that are in various stages of their buying cycles. A handful might be ready to talk to sales immediately, but most are going to need to spend time going through an internal awareness and education process before their organizations will be ready to seriously evaluate your company’s solutions.

But sales needs to concentrate on opportunities that can close quickly to meet quarterly revenue goals. So, they’re forced to ignore leads that are not sales-ready. Research shows that up to 84% of well-qualified leads fall through the cracks before they’re sales-ready. Without a well-defined process to nurture your early stage leads, your competition will capture your future opportunities.

The Solution: Lead Nurturing

Lead nurturing builds a relationship with early stage leads by educating leads and creating awareness of business issues and the solutions your company provides. Nurturing helps qualify leads over time, score their interest and demographics, and hand off well-qualified leads when they are ready to engage with Sales.

SupporTING The BuyING proCeSSYou sell to organizations, not individuals. Lead nurturing facilitates your leads’ research and assessment process and helps you get your message in front of a buying committee, while engaging in consistent interaction and keeping your company top-of-mind as a thought leader. While you’re nurturing the lead, you’re also tracking their online behavior by individual and company, collecting a wealth of data about their interests and needs, information crucial to helping sales prepare for early sales meetings.

MaxIMIzING MarkeTING roI Marketing automation delivers the data and analysis tools needed to monitor the effectiveness of each marketing campaign. It tells you which campaigns are working, which lead sources provide the best quality and which marketing assets are most useful. This allows you to optimize programs and demonstrate a clear marketing ROI.

CoNTeNT IS key To SuCCeSS Complex sales in the financial industry involves multiple decision makers and influencers from different functional areas in the prospect firm. Each person involved in a buying decision follows their own cycle of awareness and evaluation before they’ll be comfortable getting behind a team decision. As they move through this decision process, they need content relevant to their area of responsibility and to their stage in the buying cycle. Therefore, an effective lead nurturing program needs content to address each buyer role and buying stage to move them toward a purchasing decision.

PropelGrowth provides comprehensive lead generation and lead nurturing services to companies serving the capital markets:

doMaIN experTISe IN FINaNCIaL MarkeTSPropelGrowth works exclusively with companies who serve the Capital Markets. With more than 20 years of domain

experience, we understand the complex business and technology needs of your target market. We are familiar with

the markets, the industry and the players across assets and around the globe.

MuLTI-ChaNNeL CaMpaIGNS To GeNeraTe aNd NurTure LeadSPropelGrowth provides a research-driven, multi-step, multi-channel process for generating and nurturing leads. We help you

plan and coordinate campaigns, integrating online marketing, events, email, phone, and print communications to deliver a

cohesive and compelling message to the market.

proCeSS drIveN approaChWe work with you to establish internal processes for lead lifecycle management, lead taxonomy definition, content planning,

campaign structure, lead scoring, conversion metrics, and alignment between sales and marketing.

MarkeT-LeadING TeChNoLoGyPropelGrowth leverages advanced technology to communicate, profile, observe, track and score leads and route them to the

appropriate sales people when they’re ready. Our technology integrates with your CRM for end-to-end lead management.

TarGeTed CoNTeNT deveLopMeNTPropelGrowth helps develop content targeted

to specific market segments, buyer roles,

and stages in the buying cycle. Our

domain expertise ensures that we

create relevant and compelling

messages targeted to the needs of

your buyers. We will help you plan and

develop white papers, sales decks, thought

leadership content, buying guides, and events to

support your leads’ buying processes.

TeLe-proSpeCTINGPropelGrowth engages your leads in meaningful

business conversations to support their buying

process, qualify them, and uncover their specific

business needs. We build trust while familiarizing leads

with your company’s products and services. When the

lead is sales-ready, we schedule a meeting with

your sales team, and you take over.

Purchased Lists

Website

Public Relations

Advertising

Search Marketing

Telemarketing

Online/Live Events

LEAD GENERATION

CO

NV

ER

SIO

N

PromoteObserve • Profile • Score

Sales

Conversation Analytics

Qualified

Nurture Discover

Qualify Convert

421 3

DIA

LOG

UE

Profi

le Score

Qualify Segment

Ca

ll E-mail Call

Direct Mail Follow-up

Typical Business Buying Cycle: Decision Time

Unaware

Aware

Research

Evaluation

Select Vendor

Manage Risk

MONTHS0 24

Page 4: Lead Nurturing - PropelGrowthLead nurturing builds a relationship with early stage leads by educating leads and creating awareness of business issues and the solutions your company

Lead NurturingConverting Leads Into Revenue

Companies using lead nurturing

‘achieve significantly higher

performance…in lead to

sales revenue, response rates,

lead qualification rates and

average order values.’

— Aberdeen Group

825 3rd Avenue, 2nd Floor • New York, NY 10022212.738.9445 • www.propelgrowth.com • [email protected]

Serving the Financial Technology and Capital Markets Industry

PropelGrowth provides comprehensive lead generation and lead nurturing services to companies serving the capital markets. We serve as an extension of your marketing and sales teams as we help you generate, nurture, qualify, track, and convert sales leads.

Go To MarkeT STraTeGy For TarGeTING The CapITaL MarkeTS

• Market definition and segmentation• Competitive analysis• Market penetration planning• Messaging and content development

Lead GeNeraTIoN aNd Lead NurTurING ServICeS

• Campaign planning and development• Program management • List management and segmentation• Full lifecycle lead management• Content strategy, development and design• Progressive profiling and lead scoring• Tele-prospecting, relationship building and lead qualification

LearN More

Lead Nurturing Case Study: http://landing.propelgrowth.com/case-study-a.html

Lead Calculator: http://landing.propelgrowth.com/sales-lead-calculator-a.html

Website: www.PropelGrowth.com

Blog: www.PropelGrowth.com/blog/

Call us to discuss how you can generate more high quality sales leads: 212-738-9445, ext. 501