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Effective Lead Management Process-Inbound Marketing By OmnePresent
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● Generating high quality leads is the first challenge for B2B marketers
● When you implement Inbound Marketing for your company you will typically see increase in lead generation
● Inbound Marketing is such an effective and powerful strategy for your business
Introduction
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Effectiveness of Inbound Marketing
● Inbound Marketing can certainly increase the generation of quality leads
● Inbound Marketing is best marketing strategy, with it’s proven track record
● This strategy may also generate more low-quality leads
● Generating low quality leads is, in and of itself, a good thing
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Attributes of an Inbound Marketing Process
● Clearly Defined Channel
● Clear High Probability Indicators (HPI)
● Increase Lead
● Maintain Service Level Agreement (SLA)
● Clear Nurturing Process
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Clearly Defined Channel
● For marketers it is important that they clearly define each stage of their channel
● Areas that should be clearly defined are : 1.Visits to your website 2. Lead 3.Marketing Qualified Lead (MQL) 4.Sales Qualified Lead (SQL)● Marketers should define categories
within each level of the channel and provide a more detailed explanation
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Clear High Probability Indicators(HPI)
● Marketers should challenge, customers thinking and create a stronger impression that will lead to action
● Clear HPIs provide focus for your marketing and sales efforts
● It allows for greater alignment and more effective action
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Increase Lead
● Clear process for assessing both the company and the contact needs to be in place to increase leads
● Generating leads is your biggest barriers amongst all for growth
● You tend not to consider and prepare what you have to do when your lead velocity increases
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Maintain Service Level Agreement (SLA)● An effective service level agreement
(SLA) has three minimum criterias : 1.Clearly lays out the protocols 2.Provide clear definitions for each stage of the channel 3.Lays out clear targets and measurements● You can start with these three criteria
and evolve from there, if you don’t have an SLA
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Clear Nurturing Process● The power of building out a
Clear Nurturing Process is that it builds predictability and scalability into your growth efforts
● If you want to see the returns from your marketing and lead generation investments effective nurturing is a required
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Conclusion
● Inbound marketing is most powerful and effective marketing strategy for your business
● Inbound Marketing is required, if you want to see the returns from your marketing and lead generation investments
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Contact Us
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