DEMANDAY (formerly The Marketing Code) is a global Digital Transformation sales engagement and enablement company focused on executing Sales & Marketing programs by leveraging Technology to drive potential revenue growth for our customers across the globe

1. Sharpen Your Aim:
Mastering B2B
Sales Lead Focus
Identifying and targeting the right leads is crucial for any successful
B2B sales strategy. This presentation will guide you through the process
of defining your ideal customer profile, generating qualified leads, and
nurturing them to drive sales conversions.

2. Identifying Your Ideal Customer
Profile (ICP)
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Understand Your
Buyer Personas
Research Your
Market Segment
Define Your Ideal
Fit
Gather detailed
information on your
target audience,
including their pain
points, decision-making
process, and preferred
communication
channels.
Analyze industry trends,
competitor offerings,
and customer
demographics to
determine your most
promising market
segments.
Establish a clear set of
criteria that defines your
perfect customer,
including company size,
industry, budget, and
business needs.

3. Prospecting and Lead Generation
Strategies
Outbound Tactics Inbound Strategies Referral Programs
Leverage cold outreach,
networking, and targeted
advertising to identify and
connect with potential leads.
Implement content
marketing, SEO, and lead
magnets to attract and
engage your target audience.
Encourage existing
customers to refer their
colleagues and connections
to amplify your lead
generation efforts.

4. Qualifying Leads Effectively
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2
3
Opportunity Evaluation
Initial Contact
Needs Assessment
Reach out to potential leads, gather
information, and assess their fit with
your ICP.
Determine the viability and potential
of the lead, considering factors like
budget, timeline, and decision-
making authority.
Engage in deeper conversations to
understand their pain points, goals,
and decision-making process.

5. Nurturing Leads and Building
Relationships
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3
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Ongoing Engagement
Relationship Management
Personalized Communication
Tailor your outreach and content to each lead's specific needs and
preferences.
Cultivate trust, address concerns, and position your solution as the best fit
for their business.
Maintain regular contact, provide valuable insights, and demonstrate your
exper tise.

6. Closing the Deal: Techniques for
Conversion
Negotiate Effectively Finalize the Contract Monitor and Optimize
Use proven negotiation
strategies to address
objections and secure
favorable terms.
Streamline the contracting
process and ensure a
seamless transition to
onboarding.
Continuously analyze your
sales pipeline and refine your
approach to drive better
results.