DemandCon events offer training workshops on all topics related to Integrated funnel management which includes; Demand Generation, Lead Management, Marketing Automation, Sales and Marketing Alignment to name only a few of the topics we cover.
March 7th, 2012
Workshops Cost $695.00
Wednesday, March 7th, 2012
|Time||Program Topic & Speakers|
9:00 AM – 3:00 PM
Title: Lead Management: Engaging the B2B Buyer with Effective Qualification and Nurturing
Lead nurturing is essential to B2B marketing, but the game has changed. Gone are the days of the seller-driven sales model. Today’s B2B buyers have taken control and are now connecting with sales later in the buying process. They’re conducting research about your products and your competitors’ products, gathering information through social media, interacting with their peers, and taking full ownership of the buying process. B2B buyers want to engage with you in a dialogue on their terms, not yours.
In order to stay relevant, you must adapt to this new buying process, and develop demand generation strategies that manage the relationship with the buyer at every stage of the buying cycle. The key to managing the buyer is developing a lead management process, delivering relevant content, and qualifying them accurately so sales is getting true, “ready-to-buy” leads. These processes do not just happen and will not be delivered with the adoption of a marketing automation platform. The development of processes takes collaborative planning that is then enabled by marketing automation.
During this interactive workshop, you’ll learn: