What's New in Teams Calling, Meetings and Devices March 2024
Will Schnabel, Silverpop/B2B Engage
1. Automation and Technology: How to Choose Effectively How to Select the Right Technology to Grow Your Business Will Schnabel VP , International MarketsSilverpop
2. Agenda The B2B Challenge Lead Management Technology Overview Keys to Successful Use of Technology Getting from Here to There
6. Buyer 2.0 “[T]he hunter has become the hunted. Buyers are more informed and seek information independent of sales. ... How sales people want to sell has little impact on how buyers are choosing to buy.” Source: SiriusDecisions, “Marketing Needed for Sales 2.1”
8. What is Lead Management? Lead Nurturing Marketing Automation Lead Scoring Demand Generation B2B Marketing Lead-to-Sales Process Lead Funnel
9. Lead Management Automation Tooling and process that help generate new business opportunities, manage volumes of business inquiries, improve potential buyers’ propensity to purchase, and increase alignment between marketing activity and sales results. Forrester Research: B2B Lead Management Automation Market Overview
11. The Lead Funnel-As a Process Lead Generation Reporting & Analysis Lead Nurturing Lead Management Process Lead Qualification & Scoring Sales/Opportunity Management Lead Routing & Acceptance
12. Process Drives the Technology Requirements Data Segmentation Multi-Channel Campaign Management (e.gemail, DM, web, telesales) Reporting & Analysis Unified Customer/Prospect Database Campaign (Nurture) Automation Integration/ Sales Tools Lead Profiling and Scoring
15. Advanced Lead scoring Explicit Criteria BANT Demographics/firmagraphics Implicit Criteria Recency of interactions Frequency of interactions Specific Behaviors
25. Process and Content are critical 79.2% [of Marketing Automation Users] said they would “better prepare their organization by building proper processes and content offers to feed the automation system.” DemandGen Report: Marketing Automation: Lessons From the Trenches
34. IV Increasing Lead Management Capabilities and Business Benefit III Business Value II I Level 2 Level 3 Level 4 Level 1 Lead Management Sophistication Lead Management Maturity Model