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 Reporting
CRM Integration Sales & Marketing Alignment What Reports You Need & Why Helpful Tools, Tips and Tricks