Download - Learn How to Qualify More Sales Ready Leads
How To Qualify More Sales Ready Leads
A Better B2B Marketing Clinic
@Brainrider
Scott Armstrong is your presenter today.
He is a founding partner at Brainrider where he specializes in better B2B marketing.
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61% of B2B Marketers Send Leads To Sales
Without Any Qualification!
How to identify the
4%-10% of your leads that are sales ready!
Finding Sales Ready Leads
• Targeting sales readiness with the right content
• Identifying sales readiness: tiered calls-to-action
• Tracking sales readiness: MAP/CRM actions
• Three real world examples
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Sales Readiness Cheatsheet brainrider.com/pardot
Prospect Qualification
•Contact us •Quote request •Trial/demonstration request •Sales ready content
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Fits Target
Definition
Sales Ready
Activity
•Relationship status •Right role •Right industry •Right size
Targeting Sales Readiness With Content
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If your customer is asking:
What’s my problem
How do I fix my problem
Are you right for me
They want:
Education & Thought Leadership
Solutions & Product Suitability
Decision Support &
Credentials
What to offer:
•Trends, benchmarks & statistics
•What’s new & why it matters
•Best-in-class examples
•Problem guides •Opportunity guides •Needs assessments •101 Education
•Solution guides •Solution comparisons •Pitfall analysis •Readiness & suitability assessments
•Strategy & planning templates
•How to find & select the right vendor
•How to build the budget
•Pricing •Trial/demonstrations •Access to subject matter experts
• Implementation plans & requirements
•Delivery examples •Vendor comparisons •Data sheets
3 Poll Questions
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Identifying Sales Readiness: Tiered Calls-To-Action, Forms, Page Actions
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Identifying Sales Readiness: Configuring Sales Readiness Tracking In Your MAP
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Livingston International Example Tiered Calls To Action
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Empathica Example Ask An Expert/Request A Demo
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Pitney Bowes and Rythmlink Examples Pricing and No-Price Pages
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Test A Pricing Page!
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http://sherpablog.marketingsherpa.com/marketing/blog-30264/
Summary
1. Targeting sales readiness with the right content
2. Identifying sales readiness: tiered calls-to-action
3. Tracking sales readiness: MAP/CRM actions
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Download the presentation at Brainrider.com/pardot
Resources For Better B2B Marketing
For more helpful B2B Marketing content, visit:
Resources: brainrider.info
Articles: brainrider.com/blog
@Brainrider
www.linkedin.com/company/brainrider
Go to Brainrider.com/pardot
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