This document discusses lead nurturing by outlining why it is important, how the process works, who is involved, and providing examples. It explains that lead nurturing maximizes sales output by balancing acquiring more leads with focusing on higher quality leads. The process involves content marketing to identify leads, conversation management to qualify them, and engagement tracking to move them through the sales funnel. It provides metrics showing the typical flow of visitors through identification, registration, presentations, and sign-ups. It concludes by inviting contact for more information on lead nurturing services.

1. lead nurturing
- why
- how
- who
- e.g.

2. lead nurturing
- why

3. more good
leads leads
sales sales
funnel funnel
sales output

4. good few
leads leads
sales sales
funnel funnel
sales output

5. conflict!
maximize
more
number
leads
of leads
maximize
sales output
maximize
few
quality
leads
of leads

6. resolving
the conflict!

7. more leads
lead nurturing
funnel
good leads
sales
funnel

8. lead nurturing
- how

9. process

10. lead nurturing
unknown
funnel individuals
i
identified
leads
qualified
leads

11. activity

12. content
unknown
marketing individuals
i
conversation
management identified
leads
engagement
tracking
qualified
leads

13. tools & analytics

14. content web site
+ blog
public
content
search
engine
online
events
marketing ( cms ) sites marketing
conversation social email blog online
networking campaigns comments registrations
management
engagement web site social
crm
lead
analytics analytics management
tracking

15. loop

16. lead nurturing
funnel
qualified
leads
sales
funnel
i
lost
leads
won
sales

17. lead nurturing
- who

18. lead nurturing
i
qualified tracking
content tech design
leads reports
team team team
i
sales
won lost
sales leads
i
business product sales
managers experts persons
product
info

19. lead nurturing
- e.g.

20. - new industry segment
- high value product
(9 month course @ 225,000)
- complex sales pitch
- wide market spread

21. content
marketing
unknown
individuals
- cms based web site
- articles and blog
- facebook, linkedin pages
- youtube channel
- google adwords

22. conversation i
management
identified
leads
- facebook –> likes, comments
- twitter –> tweets, re-tweets
- blog –> comments, registrations
- via sales => leads from other sources

23. engagement
tracking
qualified
leads
- facebook => connections
- twitter => followers
- blog => registered users
- via sales => signed up customers

24. lead nurturing
funnel
registered
users
sales
funnel
i
not signed
up
signed up
customers

25. results

26. content
marketing
web site
metrics

27. content
marketing
web site
metrics

28. content
marketing
web site
metrics

29. content
marketing
web site
metrics

30. conversation
management
facebook
metrics

31. conversation
management
facebook
metrics

32. conversation
management
facebook
metrics

33. engagement
tracking

34. lead nurturing
funnel
3,500
unidentified visitors
1,000
identified leads
250
registrations
all average monthly figures

35. sales
funnel
500
registrations
350
presentations
70
sign-ups
all average monthly figures

36. what next?

37. contact
us ! t. a. balasubramanian
http://www.linkedin.com/in/tabbyindia
tabbyindia@gmail.com
98200-06823
ashutosh bijoor
http://www.linkedin.com/in/bijoor
bijoor@reach1to1.com
98201-94408
lira priyadarsani
http://www.linkedin.com/profile/view?id=15361895
lira.priyadarsani@webofcomms.com
99712-84441