Advanced Lead Generation

Learn how to align your sales and marketing approaches and generate enough leads to hit your business goals. Get actionable strategies for developing demand generation programs.

Introduction

• Create predictable demand for your organization

1. Developing Objectives and Goals

• Start with business objectives
• Build a simple funnel model
• Confirm goals and assumptions with sales
• Identify risk factors and pivot points

2. Target Audience Definitions

• Ideal customer profile
• Buyer personas
• Buying committee detail
• Buying journey development
• Commercial insights
• Messaging and content map

3. Campaign Development

• Buying journey stages
• Developing offers
• Conversions and intent signals
• Interest follow-up planning

4. Campaign Plan, Execution, and Follow-Up

• Channel plan and mapping
• Sales enablement and coordination
• Evaluation and refinement

Conclusion

• This is only the beginning