
Even the best of Products is of little value if there are no CUSTOMERS. This is accomplished through LEAD GENERATION MACHINE !!!
The LEAD GENERATION SUCCESS MANTRA is TO GROW TOGETHER - Focusing on How Customers can get HIGH ROI and grow THEIR customer base even if SOMETIMES WE LOOSE …. This is how we GAIN TRUST
The OBJECTIVE is to generate BRAND/PRODUCT AWARENESS, ACQUIRE PROSPECTS, NURTURE PROSPECTS , CONVERT PROSPECTS at various funnel stages – top, middle & bottom through innovative & trustworthy content.
The strategy is to make sure the focus is 100% on EDUCATIONAL & THOUGHT LEADERSHIP content in the TOFU & MOFU Stage ( Top/Middle of Funnel ) and PROMOTIONAL content only during BOFU ( Bottom of the funnel)
LEAD DEMAND FUNNEL :
Named Person à Lead à MQL à SQL à Meeting à Opportunity à Demo à Negotiations à Customer Reference à Quotes à Contract à Customer
Specific documented plan with Goal, Objective, Program ,Channel, Expected & Actual values for Demand funnel MoM, QoQ, YoY.
Successful Lead Gen Machine unravels INTENT TO BUY SENTIMENT through innovative ways along with Demographics & Engagement attributes
Sample Intent to Buy : External online activity, Interaction with Competitor , Social Media Engagement, Feature Comparison etc
Reduce Sales Cycle : From Lead to Opportunity & Opportunity to Revenue using both Lead Based & ABM
Reduce Customer Touchpoints: Identify optimal conversion path search , social, phone call, direct mail, display ads, influencers etc
AWARENESS Stage:
Leverage Search , Social, Display Ads, Tradeshows, Events, Webinars
Organic & Paid Results through Rich keyword groups to entice and guide users making them aware of the value it provides them.
Trade shows, Events, Webinars , Programs & Campaigns to enhance BRAND awareness and benefit it provides to meet the needs of users
ACQUIRE PROSPECTS Stage:
Leverage Company Websites, Form Fills, Blogs, Content Syndication Sites, Social Lead Gen Cards, Event / Webinars / Tradeshows Registration & Attendance, Re-targeting
Progressive Profiling Setup by asking minimal information at every step and leveraging innovative technology to acquire behind the scenes automatically
Leverage ML models to identify & enrich users attributes specially around BANT ( Budget, Authority, Need & Time ) to naturally move the Leads to Sales Team for lead acceleration
Leads à MQL à SAL à SQL
NURTURE PROSPECTS Stage:
– Leverage ML Models for Lead score, Account Score , Drip Email Campaign for Targeting & Segmentation,,
Lead Handoff Rules , Lead Re-cycling, Survey Report, Value Calculator, Group Customer references
– Perform Lead Enrichment and based on lead’s technology adoption life cycle & journey stage, appropriate
content is shared to progressively move them forward.
– SQL Back to à MQL to entice the Leads again through Drip email campaigns as well as Re-targeting ads
– Automated Drip Email Campaigns are sent to guide & assist leads based on their attributes.
– Innovative Group Customer Reference calls are being setup to share the benefits it provides by engaging
early real customer reference calls.
CONVERT Stage:
Leverage TEAM Framework ( Target Accounts, Engaged Accounts, Activate Sales ) , Influencer Marketing ,
Product Comparison Calculator , Customer Testimonials, Case studies, ROI Calculator, TCO Calculator
Meeting à SAL à Opportunity à Demo à Negotiation à Quote à Contract à Customer
Full funnel contextual personalized content to progressively convert the leads.
Strategy & Channel Mix:
Content Marketing – Full Funnel
Website – TOFU
Blog – TOFU
Social Media – TOFU
SEO – TOFU
Email Marketing – MOFU
PPC – TOFU & MOFU
Content Syndication – TOFU & MOFU
Direct Mail – MOFU
Event Marketing – Full Funnel
Lead Nurturing – MOFU
Inside Sales - BOFU
The LEAD GENERATION VISION is to be PRESENT where audience is - anywhere, anytime, anyplace, any device.
Innovative Lead Gen Machine keeps producing highly profitable customers day in day out through optimal use of technology & providing trusted & authentic content throughout the journey …
More in next post !!!
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