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Marketing & Sales: May the force be with us. AGENDA. Why Inbound Leads. 1. 2. How do people buy. 3. What we need to do next. 1. Why Inbound leads . Sales has a Quota. Marketing has a Quota Leads. These are not our normal leads. These are INBOUND LEADS.

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Presentation Transcript
slide2

AGENDA

Why Inbound Leads

1

2

How do people buy

3

What we need to do next

slide3

1

Why Inbound leads

slide9

Inbound Leads vs. Outbound Leads

Outbound Leads:A lead that is acquired through purchasing, cold-calling, direct mail, advertisingor a contact us form on a website.

Inbound Leads: A content-driven, engaged lead that finds you while doing online research.

slide10

Inbound Leads close better.

Inbound Leads are 8x more likely to close into customers than Outbound Leads.

8x

Source: The 2012 State if Inbound Marketing – http://www.hubspot.com/SOIM

slide11

Inbound Leads close at a higher rate.

14.6%

Inbound Leads have a 14.6% close rate.

Outbound Sourced Leadshave a 1.7% close rate.

1.7%

Source: The 2012 State if Inbound Marketing – http://www.hubspot.com/SOIM

slide13

ACTUALLY,

THEY WILL FIND US.

slide14

2

How do people buy

slide15

By Show of Hands:

WHO RESEARCHES PURCHASES ONLINE?

slide16

88%

of Internet users conduct product research online.

slide18

WHAT DO THESE PHRASES MEAN TO YOU?

“how to use facebook for business”

“lead generation ideas”

“how to blog for business”

Replace these phrases with your own relevant organic searches. Then delete this note.

slide19

HERE ARE A FEW OF THE COMPANIES ON OUR SITE.

Research in Motion Limited

“marketing automation software”

University of Pennsylvania

visited from facebook.com

Luminex Corporation

“marketing plan for start-up company”

Replace companies and referrals with data from your Prospects tool. Then delete this note.

slide20

WE CREATED EDUCATIONAL CONTENT

Replace with screenshots of your own Landing Pages and Calls to Action. Then delete this note.

slide21

EDUCATIONAL CONTENT GENERATES INBOUND LEADS

Replace with a screenshot of one of your active Contacts. Then delete this note.

it s the cold that s dead not the calling
It’s the ‘cold’ that’s dead – not the ‘calling.’

Trish Bertuzzi

Inside Sales Experts Blog

February 10, 2011

slide26

SETUP LEAD REVISIT ALERTS

TALK TO THE RIGHT INBOUND LEADS AT THE RIGHT TIME

slide27

Learn the Consultative Sales Process

http://academy.hubspot.com/sell-process-registration-page/

slide29

THANK

YOU.