Presented by michael hatch hatch marketing consulting mike@hatchmarketingllc com 240 603 6044
Sponsored Links
This presentation is the property of its rightful owner.
1 / 53

Presented by: Michael Hatch HATCH Marketing & Consulting [email protected] 240-603-6044 PowerPoint PPT Presentation


  • 68 Views
  • Uploaded on
  • Presentation posted in: General

Basics of Lead Management. Presented by: Michael Hatch HATCH Marketing & Consulting [email protected] 240-603-6044. Basics of Lead Management. Presented by: Michael Hatch HATCH Marketing & Consulting [email protected] 240-603-6044. What are your challenges?.

Download Presentation

Presented by: Michael Hatch HATCH Marketing & Consulting [email protected] 240-603-6044

An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -

Presentation Transcript


Basics of Lead Management

Presented by: Michael HatchHATCH Marketing & [email protected]


Basics of Lead Management

Presented by: Michael HatchHATCH Marketing & [email protected]


What are your challenges?


What are your challenges?

  • No control over the leads


What are your challenges?

  • No control over the leads

  • I can’t track our leads


What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch


What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports


What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate


What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate

  • I get excuses from sales people why they cannot get me follow-up data


What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate

  • I get excuses from sales people why they cannot get me follow-up data

    • Don’t have the time


What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate

  • I get excuses from sales people why they cannot get me follow-up data

    • Don’t have the time

    • I can not tag this sales to just one lead source


What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate

  • I get excuses from sales people why they cannot get me follow-up data

    • Don’t have the time

    • I can not tag this sales to just one lead source

    • Too much record keeping


What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate

  • I get excuses from sales people why they cannot get me follow-up data

    • Don’t have the time

    • I can not tag this sales to just one lead source

    • Too much (paper) work

    • The leads were not good


What are your challenges?

  • No control over the leads

  • I can’t track our leads

  • No budget to create or launch

  • Can’t create lead-to-sales conversion reports

  • Can’t get the sale department to cooperate

  • I get excuses from sales people why they cannot get me follow-up data

    • Don’t have the time

    • I can not tag this sales to just one lead source

    • Too much (paper) work

    • The leads were not good

    • I only followed up on the good leads


?

What are your challenges?


Tip #1

Technology Today

  • Cloud-based universal lead capture systems

  • Sales CRM applications

  • Smartphones

  • Marketing Automation (MA) programs

  • Your website


Two Approaches

  • Manual

  • Technology


Manual

  • Disconnect from sales or marketing

  • Lack of budget

  • You can still start


Historically

  • Show Organizers

  • One system for ALL


The Basics

Who are your best prospects?

  • 100% of attendees?


The Basics

Score your leads

  • A,B,C


The Basics

Score your leads

  • A,B,C

+or -


The Basics

What is the right information to capture on leads?

  • Follow-up KILLER


The Basics

What is the right information to capture on leads?

  • Follow-up KILLER

  • What is the essence of trade show marketing?


The Basics

The essence of

trade show marketing


Tip #2

What is the right information to

capture on leads?

Straight from the Horse’s Mouth


Tip #2

Straight from the Horse’s Mouth

  • Only one question

  • One more

  • Repeat

  • Salespeople will respond


?


The Basics

What should you do with leads (suspects) that are not ready to buy?

  • Before the internet

  • Today (Sirius)

  • Living in the month

  • Nurture and cultivate


The Basics

What should you do with leads (suspects) that are not ready to buy?

  • Before the internet

  • Today (Sirius)

  • Living in the month

  • Nurture and cultivate. . .


The Basics

What you need to create an effective lead management program?


The Basics

Content is King


The Basics

What you need to create an effective lead management program?

  • Content is King

  • Company library

    • How To and Tip sheets

    • White papers

    • Articles

  • Content assignments


The Basics

Reports

  • The Basics

    • Number of leads from each show

    • How many are A, B and C leads

    • Near-term revenue


The Basics

Reports you can generate with Technology:


The Basics

Reports you can generate with Technology:

  • Customer and product

  • Automated Campaigns

  • Real-time prospect activity

  • Sales and revenue reports

  • Integration with your CRM

  • Leads-to-sales conversion rates

  • Monthly/quarterly/annual sales revenue

  • ROI reports

  • Custom


Tip #3

CRM integration

  • Percentage vs. ABC method


Tip #3

CRM integration

  • Percentage vs. ABC method

90% vs. ABC+/-

($80K vs. $75K-$100K)


Lead Management Technology

Lead Management Technology

  • Universal Lead Capture Solutions


Lead Management Technology

Lead Management Technology

  • Universal Lead Capture Solutions

  • How they work


Lead Management Technology

Lead Management Technology

  • Universal Lead Capture Solutions

  • How they work

  • Examples:

    • Bartizan iLeads

    • Blue Stone Nexus

    • NewLeads

  • Sales Lead Management Association (SLMA)


?

Lead Management Technology

Marketing Automation Solutions


Lead Management Technology

Marketing Automation Solutions

  • How they work


Lead Management Technology

Marketing Automation Solutions

  • How they work


Lead Management Technology

Marketing Automation Solutions

  • How they work

  • Examples:

    • Eloqua

    • Marketo

    • Pardot

    • LeadFormix


Lead Management Technology

Marketing Automation Solutions

  • How they work

  • Examples:

    • Eloqua

    • Marketo

    • Pardot

    • LeadFormix

  • Marketing Automation Institute (SLMA)


Lead Management Technology

Marketing Automation Solutions

  • 3 in 1

  • InfusionSoft *


The BIG Payoff(s)


Lead Management Technology

The BIG Payoff(s)

  • 2x to 4x

  • Company wide

  • Management attention

  • Promotion & raise


Q A

&

The Next LevelTomorrow/Wednesday July 31st“Automated Lead Follow-up & CRM”


Thank YouMichael HatchHATCH Marketing & [email protected]


  • Login