How to bring sales and marketing together to create powerful lead generation programmes.

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So, you have Marketing

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Marketing’s key objective is to run highly effective online campaigns within
limited budgets that will yield sale-ready leads to Sales. However,
Inability to provide Sales with ‘sale-ready’, ‘hot’ leads
No clarity on effectiveness of the campaigns - leads generated due to
each campaign
Ineffective nurturing campaigns due to lack of Lead Intelligence and
Lead Intent
No visibility on which enterprises are coming to the website and what
are they interested in
No reliable means of measuring the ROI of the different campaigns

3. 3
And then, you have Sales

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Sales is under constant pressure to meet revenue targets. However,
Long sales cycles often resulting in sales targets not being met
Inadequate intelligence on what kind of solution the leads are looking for
based on the leads’ behavior on the corporate website
Huge prospect lists, but no qualified pipeline of leads based on their
intent and readiness to buy
No information about the contact persons or decision makers within
the organization

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Not to forget the quarterly Marketing – Sales Blame Game

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The chasm between Marketing and Sales seems too wide to bridge
MARKETING SALES
We have done so many
campaigns and given you
so many leads…
But most of them are
not ready to take a
purchasing decision…
You are not selling
effectively !
You are not
giving us quality
leads !

7. 7
MARKETING SALES
There is a big difference between Marketing & Sales’ perception of how
Marketing has enabled Sales Effectiveness
Source: IDC. On a scale of 1 (low) to 100 (high)

8. 8
What if….
MARKETING
Runs highly effective, measurable
online campaigns within limited
budget that yield sale-ready, hot
leads
SALES
Reduces sales cycle time by
pursuing leads who are ready to
buy NOW and pitch the relevant
solution for a faster closure

9. 9
What if….
MARKETING
Runs highly effective, measurable
online campaigns within limited
budget that yield sale-ready, hot
leads
SALES
Reduces sales cycle time by
pursuing leads who are ready to
buy NOW and pitch the relevant
solution for a faster closure
Marketing and Sales
collaborating with each other
 Enhance Revenues
 Decrease Sales Cycle
 Increase ROI

10. 10
That would be the Holy Grail of B2B Marketing and Sales
The Truly Integrated
Marketing Automation Platform
Introducing

11. 11

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The most important part of generating the
lead capsules is identifying VISITOR
INTENT.
LeadFormix’s patent pending method of
identifying
VISITOR INTENT is the most critical piece in
the exchange.
LeadFormix IP : Determining Visitor Intent

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The LeadFormix Platform enables Volume, Value and Velocity of Leads

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1. Marketing
campaigns
Run Marketing campaigns to create awareness and drive
visitors to the corporate website

15. 15
2. Prospects &
Behavioral Analysis
LeadFormix’s patent pending technology reveals
Who? What? When? How Much?
Still exploring
In the process
of shortlisting
Decided on specs – is
this the right solution?
Its time to
make a decision

16. 16
2. Prospects &
Behavioral Analysis
Who:
All prospects currently demonstrating interest anywhere on the Internet
Contact details of possible visitors
Still exploring
In the process
of shortlisting
Decided on specs – is
this the right solution?
Its time to
make a decision

17. 17
2. Prospects &
Behavioral Analysis
What:
Exactly what aspect of the solution they are interested in
Determine the Visitor Intent
Still exploring
In the process
of shortlisting
Decided on specs – is
this the right solution?
Its time to
make a decision

18. 18
2. Prospects &
Behavioral Analysis
When:
When did they demonstrate interest
Still exploring
In the process
of shortlisting
Decided on specs – is
this the right solution?
Its time to
make a decision

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Still exploring
In the process
of shortlisting
Decided on specs – is
this the right solution?
Its time to
make a decision
2. Prospects &
Behavioral Analysis
How Much:
Aggregate, analyze, and package visits to give a Company level view
Reveal company’s interest level and where they are in purchase cycle

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3. Nurturing
Campaigns
Nurturing campaigns using LeadFormix tools bring
prospects closer to a “sale-ready” state:
Email, Webinar, Landing Pages, Whitepapers …

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3. Nurturing
Campaigns
Marketing monitors the performance and effectiveness
of each campaign
Focuses on specific campaigns to improve ROI

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4. Live Connect
LeadFormix helps Sales call and connect to those
prospects who are in a “sale-ready” state

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4. Live Connect
Sales focuses only on sale-ready, hot leads
Lead Intelligence from LeadFormix, helps them pitch the right
solution since they know what they are interested in

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5. Conversion
SALES with the HELP of MARKETING has a higher
success rate because they are in the RIGHT PLACE
at the RIGHT TIME with the RIGHT SOLUTION

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Prospects &
Behavioral
Analysis
Live
Connect
Nurturing
Campaigns
Marketing
Campaigns
Conversion
The LeadFormix Integrated Marketing Automation Solution

26. 26
Next Steps
2 Week Pilot Project
Takes 2 minutes to deploy. Add one line of
code on your website
Success Measured by:
• Volume (increased number of new
leads)
• Velocity (faster turnaround of leads)
• Value (qualification and prioritization of
leads and decision makers)
Contact
Email: info.uk@LeadFormix.com
Main Phone : +447832998516
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