Buliding a Case for Lead Nurturing

Jul 7, 2010Download as PPT, PDF5 likes689 views

Building a case for automated lead nurturing from the marketing and sales perspectives and implementing a lead nurturing campaign successfully Webinar slides

Building the case for automated lead nurturing A joint Arketi/Pardot webinar

Webinar Participants Adam Blitzer COO,Pardot Micky Long VP, Arketi Group Laurie Douglas Director of Marketing, A.D.A.M. Inc. Ted McDermott VP of Business Development, Datasync

Automated lead nurturing – why it matters 23% bought the product intended to buy 67%

Automated lead nurturing – why it matters Average sales cycle has become 22% longer decision makers 3 more

Automated lead nurturing – why it matters Lead nurturing is in place in only 10% - 20% of B2B firms.

Automated lead nurturing – why it matters Leading reason for not using lead management is difficulty building a business case.

Automated lead nurturing – What to expect 50% more sales-ready leads 33% lower cost per lead

Automated lead nurturing – What to expect Nurtured leads produce a 20% increase

Automated lead nurturing – What to expect Best in Class improved lead to sales conversion of 23%

Automated lead nurturing – Why we’re here 80% of users would better prepare by building proper processes and content

Automated lead nurturing – Why we’re here of Best in Class worked collaboratively between Marketing and Sales 78%

Marketing Perspective Laurie Douglas Director of Marketing A.D.A.M. Inc.

Automated Lead Nurturing Drivers - Marketing Long sales cycles – 6-18 mos. Better management of leads Small marketing department – department of 1 Lean sales team

How business case was built No brainer once Sales saw the tool Automated emails Web activity tracking Lead scoring Much more visibility into our leads

Selection considerations Matched Functionality Ease of use Cost

Post-implementation thoughts/suggestions Clean up your database as much as possible upfront Make sure you have content Do the upfront work of setting up the scoring

Sales Perspective Ted McDermott VP of Business Development Datasync

Automated Lead Nurturing – Sales Perspective Quality Leads Creates Sales Efficiency Lead Knowledge Lead flow on your website What email messages work

Questions? Micky Long [email_address] www.arketi.com Contact Information: Adam Blitzer [email_address] www.pardot.com

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Buliding a Case for Lead Nurturing

1. Building the case for automated lead nurturing A joint Arketi/Pardot webinar

2. Webinar Participants Adam Blitzer COO,Pardot Micky Long VP, Arketi Group Laurie Douglas Director of Marketing, A.D.A.M. Inc. Ted McDermott VP of Business Development, Datasync

3. Automated lead nurturing – why it matters 23% bought the product intended to buy 67%

4. Automated lead nurturing – why it matters Average sales cycle has become 22% longer decision makers 3 more

5. Automated lead nurturing – why it matters Lead nurturing is in place in only 10% - 20% of B2B firms.

6. Automated lead nurturing – why it matters Leading reason for not using lead management is difficulty building a business case.

7. Automated lead nurturing – What to expect 50% more sales-ready leads 33% lower cost per lead

8. Automated lead nurturing – What to expect Nurtured leads produce a 20% increase

9. Automated lead nurturing – What to expect Best in Class improved lead to sales conversion of 23%

10. Automated lead nurturing – Why we’re here 80% of users would better prepare by building proper processes and content

11. Automated lead nurturing – Why we’re here of Best in Class worked collaboratively between Marketing and Sales 78%

12. Marketing Perspective Laurie Douglas Director of Marketing A.D.A.M. Inc.

13. Automated Lead Nurturing Drivers - Marketing Long sales cycles – 6-18 mos. Better management of leads Small marketing department – department of 1 Lean sales team

14. How business case was built No brainer once Sales saw the tool Automated emails Web activity tracking Lead scoring Much more visibility into our leads

15. Selection considerations Matched Functionality Ease of use Cost

16. Post-implementation thoughts/suggestions Clean up your database as much as possible upfront Make sure you have content Do the upfront work of setting up the scoring

17. Sales Perspective Ted McDermott VP of Business Development Datasync

18. Automated Lead Nurturing – Sales Perspective Quality Leads Creates Sales Efficiency Lead Knowledge Lead flow on your website What email messages work

19. Questions? Micky Long [email_address] www.arketi.com Contact Information: Adam Blitzer [email_address] www.pardot.com

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Buliding a Case for Lead Nurturing

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