HUG Event Deck

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Mike Donnelly

Cultivating contacts and turning them into leads.

Marketing

◼CEO & Founder of Seventh Sense
◼Prior Sales Leader & Individual Contributor
•Over $40 Million In Sales as a Rep
◼Primary Experience in Startup Companies
& New Territories
INTRODUCTION

TALK ABOUT LEAD GENERATION
WHY ARE WE HERE

What is a “Lead”?
LEAD CONFUSION
Marketing Qualified Lead
Sales Qualified Lead
Unqualified Lead
Lead
Inbound Lead
Tradeshow Lead
Sales Lead
Partner Generated Lead
Inside Sales Lead
Friend of a friend Lead
Board of Directors Lead Shitty Lead

◼DEFINE “LEAD”, “PIPELINE” &
“OPPORTUNITY”
◼IDENTIFY YOUR AUDIENCE
◼MARKETING CHANNELS
IDENTIFY THE OPPORTUNITY

◼DEFINE “LEAD”, “PIPELINE” &
“OPPORTUNITY”
• Gather functional leaders and *top individual contributors.
STEP 1 – DEFINE

◼YOUR BEST FRIEND
• Spending time on personas and account based marketing
is your best friend.
STEP 2 – PERSONA & ACCOUNT BASED MARKETING

◼THE BEST CHANNEL(S)
• Where does your audience live?
STEP 3 – CHANNEL

◼THE BEST CHANNEL(S)
• Where does your audience live?
• For most, Email is critical
• Facebook?
• Google? (B2B & B2C)
• LinkedIn? (B2B)
CHANNEL EXAMPLES

CALL TO ACTION 1
DEFINE WHAT A “LEAD” MEANS TO YOUR ORGANIZATION!

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HUG Event Deck

2. ◼CEO & Founder of Seventh Sense ◼Prior Sales Leader & Individual Contributor •Over $40 Million In Sales as a Rep ◼Primary Experience in Startup Companies & New Territories INTRODUCTION

3. TALK ABOUT LEAD GENERATION WHY ARE WE HERE

4. What is a “Lead”? LEAD CONFUSION Marketing Qualified Lead Sales Qualified Lead Unqualified Lead Lead Inbound Lead Tradeshow Lead Sales Lead Partner Generated Lead Inside Sales Lead Friend of a friend Lead Board of Directors Lead Shitty Lead

5. ◼DEFINE “LEAD”, “PIPELINE” & “OPPORTUNITY” ◼IDENTIFY YOUR AUDIENCE ◼MARKETING CHANNELS IDENTIFY THE OPPORTUNITY

6. ◼DEFINE “LEAD”, “PIPELINE” & “OPPORTUNITY” • Gather functional leaders and *top individual contributors. STEP 1 – DEFINE

7. ◼YOUR BEST FRIEND • Spending time on personas and account based marketing is your best friend. STEP 2 – PERSONA & ACCOUNT BASED MARKETING

8. ◼THE BEST CHANNEL(S) • Where does your audience live? STEP 3 – CHANNEL

9. ◼THE BEST CHANNEL(S) • Where does your audience live? • For most, Email is critical • Facebook? • Google? (B2B & B2C) • LinkedIn? (B2B) CHANNEL EXAMPLES

10. CALL TO ACTION 1 DEFINE WHAT A “LEAD” MEANS TO YOUR ORGANIZATION!

11. CALL TO ACTION 2

12. Conversation?

Editor's Notes

Personal Dig….

HUG Event Deck

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