Webcast: How to Precisely Define a "Lead" Before Marketing Begins
If you are like most B2B marketers, lead generation is at top of your priority list. But as you may already know, generating tons of "leads" doesn’t guarantee sales will follow.
Does the sales department either ignore your hard-won leads or complain about their quality? Your problem is partly solved if you can get company-wide approval for a clear definition of what a qualified lead is prior to launching your campaign.
Watch my complimentary webcast on, "How to Precisely Define a Lead Before Marketing Begins."
In this session you’ll learn:
- What works to develop an ideal customer profile
- How to handle the politics around lead definition
- What’s a reasonable definition for a "hot" lead
- How to create a lead profile with useful details far beyond "whoever will buy our stuff"
- What must done to ensure your lead definition remains on target
- 9 Proven ways to get sales team to follow-up
See my other upcoming events here.
Thank you to ON24 Inc. a for sponsoring this event as part of their new Wednesday Webcast with Experts series.
Lead Generation, Lead Management, Lead Nurturing, Lead Qualification, Marketing Strategy, ROI Measurement, Sales Leads, Webcasts/Webinars
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Will there be an opportunity to experience a replay version of this webcast? Sorry, I could not join you this afternoon. I have read your book and we are implementing your practices in our leads generation efforts. Thanks!
I agree with you on that. I am flooded with e-mails and occasional phone calls “guaranteeing” me traffic. I can get traffic. I can get traffic in myriads of ways…but what is difficult is turning that traffic to phone calls and new customers. Sadly I missed your event.
I am interested in viewing an ondemand version of this webcast as I was unable to join yesterday.
I’ve updated the post with the recorded archive link. I’ve also posted a a bonus PDF that outlines the universal lead definition agenda and ideal customer profile agenda we use to running private workshops with our clients. I hope you find it useful.
That sounds like a very interesting webinar! Our company is hosting a webinar through the AMA on March 27, 2007 at Noon CT. Your webinar and our webinar have many similarities when you talk about passing the right leads along and the roadblock between marketing and sales. Here’s a glimpse of what our upcoming webinar is about:
“How to Align Marketing Strategy with Sales Execution to Gain Maximum Results”
In today’s competitive environment, the struggle to attract and retain customers is undeniable. As a result, marketers are expected to take on more accountability throughout the buying cycle so that sales professionals can focus on the best opportunities in order to close sales. By integrating marketing strategy with sales execution and deploying the right tools and techniques, you can ensure your sales and marketing share a common understanding of the lead-to-sales process, helping build a more productive, rather than contentious, relationship between each organization. But what does a truly integrated sales and marketing structure look like and how can your organization take advantage?
Join our webinar to hear how you can increase your number of qualified leads automatically routed to sales by 100%, and:
–How marketing can impact sales effectiveness
–How to collaborate more effectively with sales on planning and execution to improve lead quality and conversion rates
–How your organization can evolve toward this vision over time
–The tools necessary for sales and marketing alignment
Here’s the link to register: http://www.marketingpower.com/webcast350.php
Sounds real interesting Brian!
Looking forward to having you as a guest on my teleclass in the Fall!
Mike
One of the main challenges that marketing and sales face is the definition of the word lead. In many cases, it requires a more complete definition such as prospect (target indiv with fit, but no interest), suspect (indiv with interest, but no fit), lead (Indiv with fit + interest). Often marketing is passing sales “leads” which are nothing more than a list of suspects or people who have expressed interest in your company, but they probably do not have the ability to purchase. These are not leads. I have outlined the definitions that I use at http://www.enterprisesoftwareexec.com .