◼CEO & Founder of Seventh Sense◼Prior Sales Leader & Individual

Contributor•Over $40 Million In Sales as a Rep

◼Primary Experience in Startup Companies & New Territories

INTRODUCTION

TALK ABOUT LEAD GENERATION

WHY ARE WE HERE

What is a “Lead”?

LEAD CONFUSION

Marketing Qualified Lead

Sales Qualified Lead

Unqualified LeadLead

Inbound Lead

Tradeshow Lead

Sales Lead

Partner Generated Lead

Inside Sales Lead

Friend of a friend Lead

Board of Directors Lead Shitty Lead

◼DEFINE “LEAD”, “PIPELINE” & “OPPORTUNITY”

◼IDENTIFY YOUR AUDIENCE ◼MARKETING CHANNELS

IDENTIFY THE OPPORTUNITY

◼DEFINE “LEAD”, “PIPELINE” & “OPPORTUNITY”•Gather functional leaders and *top individual contributors.

STEP 1 – DEFINE

◼YOUR BEST FRIEND• Spending time on personas and account based marketing is your best friend.

STEP 2 – PERSONA & ACCOUNT BASED MARKETING

◼THE BEST CHANNEL(S)•Where does your audience live?

STEP 3 – CHANNEL

◼THE BEST CHANNEL(S)•Where does your audience live?• For most, Email is critical• Facebook?• Google? (B2B & B2C)• LinkedIn? (B2B)

CHANNEL EXAMPLES

CALL TO ACTION 1

DEFINE WHAT A “LEAD” MEANS TO YOUR ORGANIZATION!

CALL TO ACTION 2

Conversation?