This Slideshare presentation is a partial preview of the full business document. To view and download the full document, please go here: http://flevy.com/browse/business-document/lead-acquisition-model-439 The Lead Acquisition Model illustrates your lead generation & nurturing process. This PowerPoint Presentation provides you with read-world example of a potential lead generation process. Your lead acquisition model should include: *Direct & Indirect Marketing Campaigns *Lead Scoring *Lead Nurturing Campaign *Lead Assignment This is easily customizable and includes flow charts to share with your team.

1. Lead Acquisition Model
Direct Marketing Campaigns
Paid
Search
Online
Ads
Phone
Email
Indirect Marketing Programs
Event
Registration 1
Organic
Search
Channel
Partners
Public
Relations
Whitepaper Form
Prospect
Activity
Landing Page
Form 2
Lead
Acquired
Webcast Form
Free Trial Form
* Website Visitor
Page Views
Downloads
Explicit Profile Score
(title, industry, etc.)
Implicit Activity Score
(page views, downloads)
1. Lead Acquisition
2. Lead Scoring
3. Lead Nurturing
4. Lead Assignment
*Website visitors will not
be individually
tracked/scored until they
submit form or click on
email link.
Newsletter Form
Lead
Acquired
Lead Scoring
Client
Referrals
Orange Boxes Indicate
Marketing Automation
Software Activation:
Registration 2
Landing Page
Form 1
Referral
Sites (blog)
Lead Nurturing Campaign (email)
6 Step Email Drip Campaign:
(1 email sent out each week)
Prospect Score = 70+
1. Webcast/Podcast Library
2. Whitepapers & RFP
3. Technical Data Sheets
4. Pricing Model & SLA
5. Free Trial Offer
6. Demo with Sales Rep
Lead
Qualified
Lead Assignment
Lead Score Increases in Points Until Qualified (Sales-Ready)
CRM System
Measure Campaign ROI