Tell the world about your product and what it has to offer
Social Media Marketing
Pay Per Click Marketing
Outsourced Lead Generation
Outsourced Appointment Setting
Ensuring that when a prospect goes looking for a solution, they find yours first
Keyword ad purchases that match prospect's pain
Similar to SEM, but residing on the product's site, and jockeying for best position in SERPs
Prospects gain understanding of vendor's product, including who else is using the proposed solution. (Think Use Case and Testimonial).
Offer a limited time, or limited features version of the solution. The goal is to convert this trial to a sale.
The combination of the Marketing activities mentioned in phase 2, plus...
Openness from customer to provide/act as a reference point for future sales
Sales agents negotiate buying process, contract negotiation, Legal Terms and Conditions, Signoff
Are they qualified to by a buyer?, Title, Industry, Revenue, Purchasing Power
Are they interested as a buyer?, Online Activity, Marketing Response
Explicit, 1, 2, 3
Implicit, A, B, C
Follow Up Process, 1A, Contact within 24 Hours, 1B, Contact within 72 Hours, 1C, 2A, 2B, To be contacted, usually by an inside sales agent., 2C, 3, Not contacted
Which qualified leads are distributed to which Sales representative
Based on, Geographic Territory, Industry, Company Size