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Lead Generation – Really Simple! Going back to basics.
Raj Hajela
Chief Revenue Officer
Salesify, Inc.
• A Marketer’s objective is not the number of leads to be generated!
• It is always the REVENUE number to be hit
• Leads are a feeder to revenue generating channels
• Leads don’t generate revenue
Simply Numbers!
The Sales Funnel - The Visual Imperative!
• The Filtration process starts with the SUSPECTS effectively segmented by: • Company Size • Vertical • Geography • Target Audience • Relevance
• Engagement – A subset of PROSPECTS • Opportunity knocks! • Proposals • Closures – The final frontier of the lead! Very elementary, yet… we miss the obvious too often!
The SUSPECTS are the FORCE MULTIPLIER!!
Generating & Nurturing Leads
• Web Presence • Banners • SEO • Email • Social Media • Thought Leadership/Content • Telemarketing… the Human
Connect – The Real Deal!!
It isn’t always about how you nurture but what you nurture!
Lead Generation • Outsourced or
Organic
• Outbound or Inbound
• Engaged With Content
• Profiled
Marketing Ready Leads The All-Important Top-of-the-Funnel Lead
The Ideal Lead • Accurate • Relevant • Profiled • Buying Matrix
• Authorizers • Influencers / Decision-
Makers • User Groups (the
Rallying Group)
The real BANT Lead – always organic!
• References
• Prospect Outreach
Sales Ready Leads
Outsourced BANT Lead… Yeah right!! • A great concept • Wouldn’t need a sales
team – just order takers!
A Case Study
A Real World Example… The New Paradigm!
• Large Volume of Data
• Accurate & Relevant Data
• 15 Inside Sales Reps
• Multi-faceted Engagement/Nurture Process
• 1 Sales Person
• Replication of Model
• Unprecedented Story of Growth
Salesify!!
• Four Years consecutively on the Inc. List
• Five Years consecutively on Silicon Valley Business Journal’s Top 50 Fastest Growing Companies in the Valley
• #261 on the Deloitte Fast 500 list for North America in 2013
We did eat our own dog food!
Questions?
