Lead Generation for Complex Sale

Lead Generation Model

Buying Process Model

Sales types • Active – (prospect search, cold calling)

90% seller, 10% buyer

• Passive –contact form

90% buyer, 10% seller

• Direct – seller communicates directly with a customer (meetings, conferences, events, etc)

• Indirect – selling through Partners, Dealers, franchising

Sales Process

• Prospecting and Lead Generation

• Qualifying Prospects

• Setting Appointments and Making Presentations

• Requirements assessment, preparing estimates/conducting interviews, proposals

• Addressing Objections and Closing the Sale

Lead Qualification

Implicit & Explicit • Web site visits

• PDF, webinar downloads

• Contact Form completion

• E-mail campaign opens/clicks

• Event attendance

• In-person meeting with Top Management

• Telemarketer call disposition

Company Data • Company Type

• Location

• Industry

• Contact info available

• Previous opportunity history

• Technology focus

Thank you!