Introduction

  • Generating high quality leads is the first challenge for B2B marketers.

  • When you implement Inbound Marketing for your company you will typically see increase in lead generation.

  • Inbound Marketing is such an effective and powerful strategy for your business.

Effectiveness of Inbound Marketing

  • Inbound Marketing can certainly increase the generation of quality leads.

  • Inbound Marketing is best marketing strategy, with it’s proven track record.

  • This strategy may also generate more low-quality leads.

  • Generating low quality leads is, in and of itself, a good thing.

Attributes of an Inbound Marketing Process

  • Clearly Defined Channel.

  • Clear High Probability Indicators (HPI).

  • Increase Lead.

  • Maintain Service Level Agreement (SLA).

  • Clear Nurturing Process.

Clearly Defined Channel

  • For marketers it is important that they clearly define each stage of their channel.

  • Areas that should be clearly defined are :

    1. Visits to your website

    2. Lead

    3. Marketing Qualified Lead (MQL)

    4. Sales Qualified Lead (SQL)

  • Marketers should define categories within each level of the channel and provide a more detailed explanation

Clear High Probability Indicators(HPI)

  • Marketers should challenge, customers thinking and create a stronger impression that will lead to action.

  • Clear HPIs provide focus for your marketing and sales efforts.

  • It allows for greater alignment and more effective action.

Increase Lead

  • Clear process for assessing both the company and the contact needs to be in place to increase leads.

  • Generating leads is your biggest barriers amongst all for growth.

  • You tend not to consider and prepare what you have to do when your lead velocity increases.

Maintain Service Level Agreement (SLA)

  • An effective service level agreement (SLA) has three minimum criterias :

    1. Clearly lays out the protocols

    2. Provide clear definitions for each stage of the channel.

    3. Lays out clear targets and measurements

  • You can start with these three criteria and evolve from there, if you don’t have an SLA.

Maintain Service Level Agreement (SLA)

  • The power of building out a Clear Nurturing Process is that it builds predictability and scalability into your growth efforts.

  • If you want to see the returns from your marketing and lead
    generation investments effective nurturing is a required.

Conclusion

  • Inbound marketing is most powerful and effective marketing strategy for your business.

  • Inbound Marketing is required, if you want to see the returns
    from your marketing and lead generation investments.

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