July 30th – August 1st, 2013 McCormick Place, Chicago, IL Presented by: Michael Hatch HATCH Marketing & Consulting Basics of Lead Management

July 30th – August 1st, 2013 McCormick Place, Chicago, IL Basics of Lead Management Presented by: Michael Hatch HATCH Marketing & Consulting

3 What are your challenges?

4  No control over the leads What are your challenges?

5  No control over the leads  I can’t track our leads What are your challenges?

6  No control over the leads  I can’t track our leads  No budget to create or launch What are your challenges?

7  No control over the leads  I can’t track our leads  No budget to create or launch  Can’t create lead-to-sales conversion reports What are your challenges?

8  No control over the leads  I can’t track our leads  No budget to create or launch  Can’t create lead-to-sales conversion reports  Can’t get the sale department to cooperate What are your challenges?

9  No control over the leads  I can’t track our leads  No budget to create or launch  Can’t create lead-to-sales conversion reports  Can’t get the sale department to cooperate  I get excuses from sales people why they cannot get me follow-up data What are your challenges?

10  No control over the leads  I can’t track our leads  No budget to create or launch  Can’t create lead-to-sales conversion reports  Can’t get the sale department to cooperate  I get excuses from sales people why they cannot get me follow-up data  Don’t have the time What are your challenges?

11  No control over the leads  I can’t track our leads  No budget to create or launch  Can’t create lead-to-sales conversion reports  Can’t get the sale department to cooperate  I get excuses from sales people why they cannot get me follow-up data  Don’t have the time  I can not tag this sales to just one lead source What are your challenges?

12  No control over the leads  I can’t track our leads  No budget to create or launch  Can’t create lead-to-sales conversion reports  Can’t get the sale department to cooperate  I get excuses from sales people why they cannot get me follow-up data  Don’t have the time  I can not tag this sales to just one lead source  Too much record keeping What are your challenges?

13  No control over the leads  I can’t track our leads  No budget to create or launch  Can’t create lead-to-sales conversion reports  Can’t get the sale department to cooperate  I get excuses from sales people why they cannot get me follow-up data  Don’t have the time  I can not tag this sales to just one lead source  Too much (paper) work  The leads were not good What are your challenges?

14  No control over the leads  I can’t track our leads  No budget to create or launch  Can’t create lead-to-sales conversion reports  Can’t get the sale department to cooperate  I get excuses from sales people why they cannot get me follow-up data  Don’t have the time  I can not tag this sales to just one lead source  Too much (paper) work  The leads were not good  I only followed up on the good leads What are your challenges?

15 ? What are your challenges?

Tip #1 Technology Today  Cloud-based universal lead capture systems  Sales CRM applications  Smartphones  Marketing Automation (MA) programs  Your website 16

Two Approaches  Manual  Technology 17

Manual  Disconnect from sales or marketing  Lack of budget  You can still start 18

Historically  Show Organizers  One system for ALL 19

The Basics Who are your best prospects?  100% of attendees? 20

The Basics Score your leads  A,B,C 21

The Basics Score your leads  A,B,C 22 + or -

What is the right information to capture on leads?  Follow-up KILLER The Basics 23

The Basics What is the right information to capture on leads?  Follow-up KILLER  What is the essence of trade show marketing? 24

The Basics 25 The essence of trade show marketing

Tip #2 Straight from the Horse’s Mouth 26 What is the right information to capture on leads?

Tip #2 Straight from the Horse’s Mouth  Only one question  One more  Repeat  Salespeople will respond 27

28 ?

The Basics What should you do with leads (suspects) that are not ready to buy?  Before the internet  Today (Sirius)  Living in the month  Nurture and cultivate 29

The Basics What should you do with leads (suspects) that are not ready to buy?  Before the internet  Today (Sirius)  Living in the month  Nurture and cultivate... 30

The Basics What you need to create an effective lead management program? 31

The Basics 32 Content is King

The Basics What you need to create an effective lead management program?  Content is King  Company library  How To and Tip sheets  White papers  Articles  Content assignments 33

The Basics Reports  The Basics  Number of leads from each show  How many are A, B and C leads  Near-term revenue 34

The Basics Reports you can generate with Technology: 35

The Basics Reports you can generate with Technology:  Customer and product  Automated Campaigns  Real-time prospect activity  Sales and revenue reports  Integration with your CRM  Leads-to-sales conversion rates  Monthly/quarterly/annual sales revenue  ROI reports  Custom 36

Tip #3 CRM integration  Percentage vs. ABC method 37

Tip #3 CRM integration  Percentage vs. ABC method 38 90% vs. ABC+/- ($80K vs. $75K-$100K)

Lead Management Technology  Universal Lead Capture Solutions 39

Lead Management Technology  Universal Lead Capture Solutions  How they work 40

Lead Management Technology  Universal Lead Capture Solutions  How they work  Examples:  Bartizan iLeads  Blue Stone Nexus  NewLeads  Sales Lead Management Association (SLMA) 41

Lead Management Technology 42 ? Marketing Automation Solutions

Lead Management Technology Marketing Automation Solutions  How they work 43

44

Lead Management Technology Marketing Automation Solutions  How they work 45

Lead Management Technology Marketing Automation Solutions  How they work  Examples:  Eloqua  Marketo  Pardot  LeadFormix 46

Lead Management Technology Marketing Automation Solutions  How they work  Examples:  Eloqua  Marketo  Pardot  LeadFormix  Marketing Automation Institute (SLMA) 47

48

Lead Management Technology Marketing Automation Solutions  3 in 1  InfusionSoft * 49

The BIG Payoff(s) 50

Lead Management Technology The BIG Payoff(s)  2x to 4x  Company wide  Management attention  Promotion & raise 51

52 Q A & The Next Level Tomorrow/Wednesday July 31 st “Automated Lead Follow-up & CRM”

July 30th – August 1st, 2013 McCormick Place, Chicago, IL Thank You Michael Hatch HATCH Marketing & Consulting