Post on 04-Jan-2016
July 30th – August 1st, 2013McCormick Place, Chicago, IL
Presented by: Michael Hatch
HATCH Marketing & ConsultingMike@HatchMarketingLLC.com
240-603-6044
Basics of Lead ManagementBasics of Lead Management
July 30th – August 1st, 2013McCormick Place, Chicago, IL
Basics of Lead Basics of Lead ManagementManagement
Presented by:
Michael HatchHATCH Marketing & ConsultingMike@HatchMarketingLLC.com
240-603-6044
3
What are your challenges?
4
No control over the leads
What are your challenges?
5
No control over the leads I can’t track our leads
What are your challenges?
6
No control over the leads I can’t track our leads No budget to create or launch
What are your challenges?
7
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?
8
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?
9
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?
10
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?
11
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?
12
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?
13
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?
14
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?
15
??What are your challenges?What are your challenges?
Tip #1Tip #1
Technology Today Cloud-based universal lead capture
systems Sales CRM applications Smartphones Marketing Automation (MA) programs Your website
16
Two Approaches
Manual Technology
17
Manual
Disconnect from sales or marketing
Lack of budget
You can still start
18
Historically
Show Organizers One system for ALL
19
The Basics
Who are your best prospects? 100% of attendees?
20
The Basics
Score your leads A,B,C
21
The Basics
Score your leads A,B,C
22
+or -
What is the right information to capture on leads?
Follow-up KILLER
The Basics
23
The Basics
What is the right information to capture on leads?
Follow-up KILLER What is the essence of trade show
marketing?
24
The Basics
25
The essence of trade show marketing
Tip #2Tip #2
Straight from the Horse’s Mouth 26
What is the right information to capture on leads?
Tip #2Tip #2
Straight from the Horse’s Mouth
Only one question One more Repeat Salespeople will respond
27
28
??
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
29
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. . .
30
The Basics
What you need to create an effective lead management program?
31
The Basics
32
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
33
The Basics
Reports
The Basics Number of leads from each show How many are A, B and C leads Near-term revenue
34
The Basics
Reports you can generate with Technology:
35
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
36
Tip #3Tip #3
CRM integration Percentage vs. ABC method
37
Tip #3
CRM integration Percentage vs. ABC method
38
90% vs. ABC+/- ($80K vs. $75K-$100K)
Lead Management Technology
Lead Management Technology Universal Lead Capture Solutions
39
Lead Management Technology
Lead Management Technology Universal Lead Capture Solutions
How they work
40
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)
41
Lead Management TechnologyLead Management Technology
42
??Marketing Automation Marketing Automation SolutionsSolutions
Lead Management Lead Management TechnologyTechnology
Marketing Automation Solutions How they work
43
44
Lead Management Technology
Marketing Automation Solutions How they work
45
Lead Management Technology
Marketing Automation Solutions How they work Examples:
Eloqua Marketo Pardot LeadFormix
46
Lead Management Technology
Marketing Automation Solutions How they work Examples:
Eloqua Marketo Pardot LeadFormix
Marketing Automation Institute (SLMA)
47
48
Lead Management Technology
Marketing Automation Solutions
3 in 1 InfusionSoft *
49
The BIG Payoff(s)
50
Lead Management Technology
The BIG Payoff(s)
2x to 4x Company wide Management attention Promotion & raise
51
52
Q AQ A&&
The Next Level
Tomorrow/Wednesday July 31st
“Automated Lead Follow-up & CRM”
July 30th – August 1st, 2013McCormick Place, Chicago, IL
Thank You
Michael HatchHATCH Marketing & ConsultingMike@HatchMarketingLLC.com
240-603-6044