STOP LOSING LEADS

ATTRACT- ENGAGE- CONVERT

2

Husband and Dad to 2 great kids

Sales Coach/Consultant

Xerox sales Executive (17 years)

Sales methodology junkie

Sales & Marketing leader- CRMD

Rob Triggs

Who I am What I do

Who we AreValue, Integrity, Trust

Gold CertifiedMicrosoft Dynamics CRM and

Click Dimensions Gold certified located in Toronto, Canada.

Business StrategyWe help companies realize their

goals by shaping & enabling strategy though process and

technology

Hosted Cloud ServicesHosted CRM cloud, Office 365 &

Sales BI

Digital MarketingHelping our clients increase sales with digital marketing managed services and training

CRMover 20 year experience in CRM. Experts with Microsoft Dynamics CRM. Training programs

Sales AutomationOur core focus is enabling companies to sell! We offer the technology and support programs to help you succeed

3WWW.CRMDYNAMICS.COM

4

5

350% increase in leads from

web

Lead conversion from 7% to

38%

Sales model shift from

outbound to inbound

OUR RESULTS

Marketing

Sales

Sales and Marketing working together 6

7

8

Customer Journey

Web Site Visit

Search - Social

Conversations

Contact you

via

Phone, email,

form, chat

Capture/lead

Learn and decide

Triage and Nurture

Convert

Sales Process

Business Symptoms

Business Pain

Business Plan

Research Potential Solutions

Research Potential Suppliers

RFI/RFP/RFQ

Select Vendor

Negotiate

Terms

Buy

9 Stages of the

buying process

1. Business Symptom2. Business pain/opportunity3. Business Plan

4. Research Potential Solutions5. Research Potential Suppliers6. RFI/RFP7. Select Vendor8. Negotiate terms9. Buy

INFL

UEN

CE

SELL

60% to

90%

Today’s buyers are anywhere from 60% to 90% of the way through the buying process before they reach out to a vendor (Forrester Research)

Ne

goti

ate

Ter

ms

B

u

y

Stat

@CandyboxMKTG

75% More

than one hour

1,200 companies surveyed

82%No second

attempt

4 Days average

response

LEAD RESPONSE FROM WEB SITE

54% NO

Response

We tested 1,200 companies

12

Conversion- Step by step Process

Capture

Collect name, email, phone number and other

important information

Qualify

Ready now, Ready Later?

Assign

Ready Now: SalesReady Later: Nurture

Nurture

Digitally nurture prospect until they are ready now

Convert

Assign to sales when ready to convert

@CandyboxMKTG

Here is what most companies do

Hand leads to sales… Hope they close the

business

@CandyboxMKTG

Here is why it does not work…

1.Buy now2.Buy later3.Not sure

There are three types of leads

15

25% of sales cycles take an average of 7 months to close

0

5

10

15

20

25

30

35

5/1/2014 6/1/2014 7/1/2014 8/1/2014 9/1/2014

7 Month Cycle25%

Harvard University

16

Conversion Process

Capture

Qualify

Assign

Nurture

Convert

Who are they?

What do they

want?

How can we best

help them?

Educate and

Influence

Propose and close

17

Lack of speed Kills all Deals

Step 1: LeadCapture and send to

triage

Step 2: TriageRespond fast (5 mins) –Assign to best resource

Step 3: QualifyBuy now – Buy Later Step 4: Convert

Nurture – Educate -Propose - Close

Speed at all stages

18

From Lead to Opportunity

Time

Success

Lead . Opportunity

The new way of selling – SMarketing™

Marketing

AutomationEmail Marketing

Web TrackingLead Scoring

Social DiscoveryNurture Marketing

Web PresenceWeb

Social MediaBlog

Banner Ads

CRMAccountContact

LeadOpportunity

TaskMobility

Dashboards

Potential Customers

Existing Customers

Sales process

Marketing Automation Features

Email

Marketing

Web Tracking Lead Scoring Nurture

Marketing

SMS Messaging Campaign

Tracking

Form Capture Surveys Landing

Pages

Social

Discovery

Integrations (GoToWebinar)

Training &

Support

Putting it all together…

21

Website

ATTRACT ENGAGE CONVERT

Sales process

@CandyboxMKTG

HOW GOOD ARE YOU AT CONVERTING LEADS?

Special Offer for todays webinar participantsWeb Lead assessment

WWW.crmdynamics.ca/wra

23Customer Story One – Window company

• Customer needs new windows- Buy Now• Web visit to homestars.com• Form filled in• No response• Called and was promised a call..• No Call• Bought from someone else

24Customer Story Two – E-book Lead

• Financial Services firm looking for new CRM• Visit web site and download E-book• Inside sales triage and learn they are Buy Later• Add to Digital Nurture• Invited to an event 2 months later• Ready Now• Sales engages• Closed deal in 3 weeks

25Customer Story Three – Buying a Car

• Customer needs new car- Buy Now• Web visit three dealer web sites• Form filled in• One out of three responded• Test drive booked with the one• Purchase made• 2nd of three called… two days later• Too Late

26Customer Story Four – Student Enrollment-Education

• Student applies to a college • Application is received• Student communication system manages

the compiling and sending of enrollment documents

• Faster, more accurate, less time, less people• Attract and win more new students

27

• Attract more buyers to your digital presence• Implement the lead conversion process

• Capture-triage-nurture-convert• Leverage a dedicated inside sales resource• Set up your CRM and Click Dimensions to

support the new process• Track and measure with CRM reporting • Improve• Enjoy all the new sales

@CandyboxMKTG

HOW GOOD ARE YOU AT CONVERTING LEADS?

Special Offer for todays webinar participantsWeb Lead assessment

WWW.crmdynamics.ca/wra

29

Live Chat to

Dynamics Integration

http://bit.ly/1R2ghhc

30

Questions?

WWW.crmdynamics.ca/wra

LEAD ASSESSMENT OFFER

www.CRMDynamics.ca

Rob.Triggs@CRMDynamics.ca@Robtriggs

Thank You

WWW.crmdynamics.ca/wraLEAD ASSESSMENT OFFER

http://bit.ly/1R2ghhc

Live Chat

32

END