Embed Size (px)
Citation preview
Where Have All the Good Leads
Gone?
Thomas Pisello
CEO & Founder
@tpisello
@AlineanROI
www.alinean.com
Brian Hession
CEO & Founder
@brianhessionwww.oceanosinc.com
Each day your prospect gets over 50 download offers...
...And if your prospect responds?
32%More vendor communicationsthan 2 years ago(SiriusDecis
ions)
@tpisello
... and over 35 sales emails...
71%Turned off by product centric content
(Economist) @tpisello
… And when they do take a meeting?
58%
Disengage due to product pitch
vs. value approach(Qvidian)
@tpisello
CompanyProductsFeatures
17%
Invited for second call(Forreste
r)
Only
Lack of Good Leads?
More Targets? More Campaigns?
More is not More …
Better Targeting Better Value Marketing
Stocking the Pond – Where to Start?
Step 1: Audience Definition
Decision MakersInfluencers
Users
Company Profile
Decision Makers per Deal(CEB)
Target and Cleanse?
Step 2: Named Accounts
Step 3: Append and Cleanse
Contact Gap Analysis?
Step 4: Contact Gap Analysis
Contacts you Have
Contacts you Are Missing?
Don’t meet audiencedefintion?
50%
The Right Lures?
Diagnostic Assessments
Interactive White Papers & Infographics Value Story
ROI /TCO Tools
Donothing Yes
Why Change?
Why Now? Why You?
Measuring Success
Targets & Data Quality1. Deliverability Rate2. Opt-Out Rate3. Engagement Rate4. Gap Analysis Percentage
Marketing Campaigns1. Click Through2. Enriched Leads3. Marketing Qualified Leads (MQLs)4. Sales Qualified Leads (SQLs)5. Closed Deals
Where Have All the Good Leads
Gone?
Thomas Pisello
CEO & Founder
@tpisello
@AlineanROI
www.alinean.com
Brian Hession
CEO & Founder
@brianhessionwww.oceanosinc.com
