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lead nurturing - why - how - who - e.g.

Lead nurturing v0.21

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An overview of lead nurturing, a process to address the conflict between maximizing lead quality and lead quantity in a sales process.

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Page 1: Lead nurturing v0.21

lead nurturing

- why- how- who- e.g.

Page 2: Lead nurturing v0.21

lead nurturing

- why

Page 3: Lead nurturing v0.21

moreleads

goodleads

salesfunnel

salesfunnel

sales output

Page 4: Lead nurturing v0.21

goodleads

fewleads

sales output

salesfunnel

salesfunnel

Page 5: Lead nurturing v0.21

conflict!

maximizesales output

maximizenumber of leads

maximizequality of leads

fewleads

moreleads

Page 6: Lead nurturing v0.21

resolving the conflict!

Page 7: Lead nurturing v0.21

more leads

good leads

salesfunnel

lead nurturingfunnel

Page 8: Lead nurturing v0.21

lead nurturing

- how

Page 9: Lead nurturing v0.21

process

Page 10: Lead nurturing v0.21

unknownindividuals

i

identifiedleads

qualifiedleads

lead nurturingfunnel

Page 11: Lead nurturing v0.21

activity

Page 12: Lead nurturing v0.21

i

identifiedleads

unknownindividuals

conversationmanagement

contentmarketing

engagementtracking

qualifiedleads

Page 13: Lead nurturing v0.21

tools & analytics

Page 14: Lead nurturing v0.21

conversationmanagement

contentmarketing

engagementtracking

web site+ blog( cms )

publiccontent

sites

searchengine

marketing

socialnetworking

emailcampaigns

blogcomments

web siteanalytics

socialanalytics

crm

onlineevents

onlineregistrations

leadmanagement

Page 15: Lead nurturing v0.21

loop

Page 16: Lead nurturing v0.21

qualifiedleads

salesfunnel

lostleads

wonsales

i

lead nurturingfunnel

Page 17: Lead nurturing v0.21

lead nurturing

- who

Page 18: Lead nurturing v0.21

sales persons

product experts

businessmanagers

sales

techteam

contentteam

lead nurturing

designteam

qualifiedleads

wonsales

lostleads

i

i

trackingreports

i

productinfo

Page 19: Lead nurturing v0.21

lead nurturing

- e.g.

Page 20: Lead nurturing v0.21

- new industry segment- high value product (9 month course @ 225,000)

- complex sales pitch- wide market spread

Page 21: Lead nurturing v0.21

- cms based web site- articles and blog - facebook, linkedin pages- youtube channel- google adwords

contentmarketing

unknownindividuals

Page 22: Lead nurturing v0.21

- facebook –> likes, comments- twitter –> tweets, re-tweets- blog –> comments, registrations- via sales => leads from other sources

conversationmanagement

i

identifiedleads

Page 23: Lead nurturing v0.21

- facebook => connections- twitter => followers- blog => registered users- via sales => signed up customers

qualifiedleads

engagementtracking

Page 24: Lead nurturing v0.21

registeredusers

salesfunnel

not signed up

signed upcustomers

i

lead nurturingfunnel

Page 25: Lead nurturing v0.21

results

Page 26: Lead nurturing v0.21

contentmarketing

web site metrics

Page 27: Lead nurturing v0.21

contentmarketing

web site metrics

Page 28: Lead nurturing v0.21

contentmarketing

web site metrics

Page 29: Lead nurturing v0.21

contentmarketing

web site metrics

Page 30: Lead nurturing v0.21

conversationmanagement

facebookmetrics

Page 31: Lead nurturing v0.21

conversationmanagement

facebookmetrics

Page 32: Lead nurturing v0.21

conversationmanagement

facebookmetrics

Page 33: Lead nurturing v0.21

engagementtracking

Page 34: Lead nurturing v0.21

lead nurturingfunnel

1,000 identified leads

3,500 unidentified visitors

250 registrations

all average monthly figures

Page 35: Lead nurturing v0.21

salesfunnel

350 presentations

500 registrations

70 sign-ups

all average monthly figures

Page 36: Lead nurturing v0.21

what next?

Page 37: Lead nurturing v0.21

lira priyadarsanihttp://www.linkedin.com/profile/view?id=15361895

[email protected]

ashutosh bijoorhttp://www.linkedin.com/in/bijoor

[email protected]

t. a. balasubramanianhttp://www.linkedin.com/in/tabbyindia

[email protected]

contact us !