company presentation
DESCRIPTION
For sales and marketing directors struggling with the ever declining effectiveness of their prospecting effortsTRANSCRIPT
© Link4LEAD 2011 1
Bring sales intelligence in your leadsto better turn them into deals
© Link4LEAD 2011 2
Introduction
B2B Lead Generation Is Broken
What Capabilities Can Be Envisioned?
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 3
For sales and marketing directors,
struggling with the ever declining
effectiveness of their prospecting efforts,
the use of Link4LEAD enables them to
increase the lead to opportunity
conversion rate by an order of magnitude.
Instead of what Alec Baldwin is exhibiting
in Glengarry Glen Ross, we provide our
customers with the ability to generate
leads triggering smart conversations
where prospects are prompted to unveil
their critical business issues. And as
everyone knows, a customer
acknowledging a business goal or pain is
a stepping stone towards lucrative sales.
Introduction
B2B Lead Generation Is Broken
What Capabilities Can Be Envisioned?
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 4
* Typical conversion rate on a cold call
A database with 250 contacts will require on average 1.000 calls to get 100… conversations. These conversations will generate on average 5 opportunities thereof only 1 will close.
Introduction
B2B Lead Generation Is Broken
What Capabilities Can Be Envisioned?
Our Approach
Business Model
Success Stories
Summary
0.1%*
© Link4LEAD 2011 5
Most Leads Lead To… Nowhere!
According to sales directors with high technology companies,
90% of leads generated by marketing don’t bear any sales
potential*.* Source: survey sponsored by Link4LEAD - 2010
Introduction
B2B Lead Generation Is Broken
What Capabilities Can Be Envisioned?
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 6
Leads Are Not ‘‘Conversation-Ready’’
Once transfered to sales or telemarketing, leads happen to
carry very little when it comes to facilitating a business
conversation.
Introduction
B2B Lead Generation Is Broken
What Capabilities Can Be Envisioned?
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 7
The War Between Sales And MarketingIs Not Close To End
Even though they contribute to the very same value chain, it
is rather uncommon to see sales and marketing share similar
goals in terms of generating new opportunities.
Introduction
B2B Lead Generation Is Broken
What Capabilities Can Be Envisioned?
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 8
B2B Lead Generation Is Broken
Introduction
B2B Lead Generation Is Broken
What Capabilities Can Be Envisioned?
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 9
Defining What A Lead Is
Neither a business card, nor a project. First and foremost, a lead is a business situation
matching specific criteria. A lead entails (a) a targeted business function or job title,
prompted to have (b) a business conversation (c) about a topic where the use of your offering
is likely to provide value.
For each lead you generate via Link4LEAD, the individual acknowledges implicitly one or
many areas of improvement where you have a say.
Introduction
B2B Lead Generation Is Broken
What Capabilities Can Be Envisioned?
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 10
Generating conversation-ready Leads
When you get in touch with a lead generated with Link4LEAD, the
fact that the person has implicitly acknowledged room for
improvement enables you to initiate a true business conversation.
More. This conversation is naturally biased towards your own
offering.
Introduction
B2B Lead Generation Is Broken
What Capabilities Can Be Envisioned?
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 11
Turning leads into opportunities
During the conversation with your prospective customer, it becomes rather
easy to get her/him acknowledge and confirm a goal or a critical business
isssue. Once you have that goal or pain on the table, you can celebrate the
fact that you have added a new opportunity in your pipeline.
Indeed, you know you have a new opportunity in your pipeline when a
targeted job title shares with you a goal or a critical business issue in line with
a potential use of your offering.
Introduction
B2B Lead Generation Is Broken
What Capabilities Can Be Envisioned?
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 12
Introduction
B2B Lead Generation is Broken
What Capabilities Can Be Envisioned
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 13
Pay per Use
We design your SAI. We train you at using it. You use it. No
limit. You just have to pay a yearly subscription fee.
Campaigns design and execution, on one hand, and lead
management, on the other hand, are under your sole
responsibility.
Introduction
B2B Lead Generation is Broken
What Capabilities Can Be Envisioned
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 14
Pay per Lead
We design your SAI, but this time, we also run your campaigns.
We come to an agreement as to the number of leads to be shipped to your inside sales
organization.
We analyze and validate your lead management process.
You pay on a per generated lead basis. This price tag depends on the three following
factors: your business environment, your targeted function, and the volume that has to
be generated.
Introduction
B2B Lead Generation is Broken
What Capabilities Can Be Envisioned
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 15
Pay per Opportunity
We design your SAI, run your campaigns, and facilitate the initial conversation
with your prospects. This time, we deliver actual opportunities directly to your
sales people. We agree on a number of opportunities to be generated, and you
pay on a per opportunity basis.
This price tag depends on the three following factors: your business environment,
your targeted function, and the volume that has to be generated.
Introduction
B2B Lead Generation is Broken
What Capabilities Can Be Envisioned
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 16
Customer List
Introduction
B2B Lead Generation is Broken
What Capabilities Can Be Envisioned
Our Approach
Business Model
Success Stories
Summary
© Link4LEAD 2011 17
10x effectiveness with regard to traditional prospecting techniques (cold calling, email blasts…)
› Effort to reach the recipient divided by 3› 4x lead to opportunity conversion rate
A stiff reduction of costs derived from managing poor quality leads:
› Reduction of number of calls to reach the right person
› Lower number of brand-averse people› Number of useless sales calls divided by 2
Better alignement between sales and marketing› A single KPI for both departments: number of new
opportunities generated› Sales intelligence is loaded within marketing
demand creation efforts
They have already jumped into the wagon: › From large reputable blue-chip companies:
Microsoft, CEGID, EMC…› To high growth start-ups such as Netwave, Nimble
Apps, Bluekiwi…
Introduction
B2B Lead Generation is Broken
What Capabilities Can Be Envisioned
Our Approach
Business Model
Success Stories
Summary