Integrated Marketing Association

B2B Lead Generation Workshop

Workshop Details

Get the inside scoop on what’s working best today (and what isn’t working) in lead generation, nurturing, qualification and conversion. By attending, you will go home armed with proven strategies, tactics, tips and techniques for generating more leads and turning those leads into sales-ready opportunities your salespeople, reps, dealers or distributors. Save yourself from costly and time-consuming trial-and-error approaches to learning what works best in BtoB Lead Generation by attending this workshop presented by Shawn Elledge, CEO of Integrated Marketing Association.

B2B Lead Generation

  • Attendee Introductions and Goals
    Understanding Today’s B2B Sales Funnel
    Industry averages for B2B Lead Generation
    3 Ways to Drive More Sales
    Setting Goals & Expectations
    Engaging More Prospects
  • Building a Prospect Database
    Data Hygiene, Standardization, and Normalization
    Data Appending & Social Media
    Data Services (The Good, The Bad & The Ugly)
    Inbound vs. Outbound
    Building a Strategic Road Map
  • Content Strategy
    Content Assessment
    Persona Development
    Content Formula / How Much Content Do You Need?
    Content Mapping Tips & Tools
    Lead Nurturing
  • New Buyer Realities
    Cost of Average Sale
    Marketing Automation
    Lead Nurturing
    How Long Before Prospects Buy?
    Lead Scoring
  • Identify More Qualified Leads Faster
    Basics in Lead Scoring
    Co-Dynamic Lead Scoring
    Tri-Dynamic Lead Scoring or Engagement
    Building a Lead Scoring Program
    Industry Statistics on Lead Scoring
  • CRM Integration
    Sales & Marketing Alignment
    What Reports You Need & Why
    Helpful Tools, Tips and Tricks

Eventbrite - Integrated Marketing & Sales Summit


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