B2B Lead Generation

November 11, 2015: 8:30 AM – 12:00 PM

Presented By:

Shawn Elledge

CEO of Integrated Marketing Summit and Sales Lead Automation


Proven strategies, tactics, tips and techniques for generating more leads, and turning those leads into sales-ready opportunities for your salespeople, reps, dealers and distributors.

Workshop Details

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Get the inside scoop on what’s working best today (and what isn’t working) in lead generation, nurturing, qualification and conversion. By attending, you will go home armed with proven strategies, tactics, tips and techniques for generating more leads and turning those leads into sales-ready opportunities your salespeople, reps, dealers or distributors. Save yourself from costly and time-consuming trial-and-error approaches to learning what works best in BtoB Lead Generation by attending this workshop presented by Shawn Elledge, CEO of Integrated Marketing Summit and Sales Lead Automation.


B2B Lead Generation
  • Attendee Introductions and Goals
  • Understanding Today's B2B Sales Funnel
  • Industry averages for B2B Lead Generation
  • 3 Ways to Drive More Sales
  • Setting Goals & Expectations
Engaging More Prospects
  • Building a Prospect Database
  • Data Hygiene, Standardization and Normalization
  • Data Appending & Social Media
  • Data Services (The Good, The Bad & The Ugly)
  • Inbound vs. Outbound
Building a Strategic Road Map
  • Content Strategy
  • Content Assessment
  • Persona Development
  • Content Formula / How Much Content Do You Need?
  • Content Mapping Tips & Tools
Lead Nurturing
  • New Buyer Realities
  • Cost of Average Sale
  • Marketing Automation
  • Lead Nurturing
  • How Long Before Prospects Buy?
Lead Scoring
  • Identify More Qualified Leads Faster
  • Basics in Lead Scoring
  • Co-Dynamic Lead Scoring
  • Tri-Dynamic Lead Scoring or Engagement
  • Building a Lead Scoring Program
  • Industry Statistics on Lead Scoring
Reporting
  • CRM Integration
  • Sales & Marketing Alignment
  • What Reports You Need & Why
  • Helpful Tools, Tips and Tricks