B2B Lead Generation Strategy Examples: How to qualify more leads

Share:

This B2B lead generation strategy looks at how to qualify leads from your prospects.

Next Steps:

Are you interested in improving your pipeline marketing? Request a proposal and let Brainrider optimize your your sales-ready lead qualification process.

Presentation Transcript

Slide 1: How to find the sales-ready leads in your prospect list. 

A better b2b marketing clinic. Scott Armstrong is your presenter today. He is a founding partner in better B2B marketing.

 

Slide 2:
[graph]

According to MarketingSherpa, 61% of B2B marketers send leads to sales without any qualification! How to identify 4%-10% of your leads that are sales ready!

 

Slide 3: Finding Sales ready leads.
[table]

  • Targeting sales readiness with the right content
  • Identifying sales readiness: tiered calls-to-action
  • Tracking sales readiness: MAP/CRM actions
  • Three real world examples

 

Slide 4: Prospect Qualification.
[venn diagram]

  • Fitting a target definition
    • Relationship status
    • Right role
    • Right industry
    • Right size
  • Identifying sales readiness
    • Contact us
    • Quote request
    • trial/demonstration request
    • Sales-ready content

 

Slide 5: Targeting Sales Readiness with Content.

Are you right for me? – Credentials and how to buy content that supports their decision to choose you.

  • Pricing
  • Trial/demonstrations
  • Access to subject matter experts
  • Implementation plans & requirements
  • Delivery examples
  • Vendor comparisons
  • Data sheets

 


Slide 6: 3 Poll Questions.

 

Slide 7:  Identifying Sales readiness - Tiered calls-to-action.
[image]

 

Slide 8: Identifying Sales Readiness - Configuring sales readiness tracking in your MAP.
[image]

 

Slide 9: Livingston international Example - Tiered calls-to-action.
[image]

 

Slide 10: Empathica Example - Ask an expert/request a demo.
[image]

 

Slide 11: Pitney Bowes and Rhythmlink Examples: Pricing and no price pages.
[image]

 

Slide 12: Test a pricing page -  Intent on site.
[graph]

Slide 13: Summary.

  1. Targeting sales readiness with the right content
  2. Identifying sales readiness: tiered calls-to-action
  3. Tracking sales readiness: MAP/CRM actions

 

Slide 14: Resources for better B2B marketing.

Evaluate your content, website & programs with our free better b2b marketing checklist. Let's review your sales readiness offers. Free 20-minute consultation.  Go to brainrider.com/pardot