Lead Management 101: Qualifying, Scoring, and Routing Your Leads for Success

Do you need to convert more leads to fill the sales funnel? Are you making the most of Salesforce's lead-management capabilities? Join us for a session covering lead management basics, including lead business processes, techniques for Web capture, lead routing, lead scoring, and conversion. Then hear how experts are using Salesforce to generate better leads. We can see that funnel filling up already!

Published in: Business

Lead Management 101: Qualifying, Scoring, and Routing Your Leads for Success from Salesforce

Transcript

• 1. Lead Management 101: Qualifying, Scoring, and Routing Your Leads for Success
  Conor Nolen
  Senior Sales Engineer, salesforce.com
• 2. Safe Harbor
  Safe harbor statement under the Private Securities Litigation Reform Act of 1995: This presentation may contain forward-looking statements that involve risks, uncertainties, and assumptions. If any such uncertainties materialize or if any of the assumptions proves incorrect, the results of salesforce.com, inc. could differ materially from the results expressed or implied by the forward-looking statements we make. All statements other than statements of historical fact could be deemed forward-looking, including any projections of subscriber growth, earnings, revenues, or other financial items and any statements regarding strategies or plans of management for future operations, statements of belief, any statements concerning new, planned, or upgraded services or technology developments and customer contracts or use of our services.
  The risks and uncertainties referred to above include – but are not limited to – risks associated with developing and delivering new functionality for our service, our new business model, our past operating losses, possible fluctuations in our operating results and rate of growth, interruptions or delays in our Web hosting, breach of our security measures, the outcome of intellectual property and other litigation, risks associated with possible mergers and acquisitions, the immature market in which we operate, our relatively limited operating history, our ability to expand, retain, and motivate our employees and manage our growth, new releases of our service and successful customer deployment, our limited history reselling non-salesforce.com products, and utilization and selling to larger enterprise customers. Further information on potential factors that could affect the financial results of salesforce.com, inc. is included in our annual report on Form 10-K for the most recent fiscal year ended January 31, 2010. This documents and others are available on the SEC Filings section of the Investor Information section of our Web site. 
  Any unreleased services or features referenced in this or other press releases or public statements are not currently available and may not be delivered on time or at all. Customers who purchase our services should make the purchase decisions based upon features that are currently available. Salesforce.com, inc. assumes no obligation and does not intend to update these forward-looking statements.
• 3. Our Agenda
  Introductions
  Best Practices Deep Dive
  Customer Stories and Demos
  Customer Panel/Q&A
  Resources Review
• 4. Lead Management 101: Best Practices
  Understand the tools available to help you align and integrate your Marketing and Lead strategies
  Utilize best practices to enable an effective and efficient Lead Management process within your organization
  Capitalize on key configuration and process principles in order to track the Lead to Cash process
• 5. MarketingEffectiveness
• 6. Marketing Challenges Driving value from Marketing efforts and spend
  1
  2
  Insufficient Lead Generation
  Poor Alignment with Sales
  
  • How do I generate more leads to drive growth?
  What’s happening to the leadsI’m passing to Sales?
  3
  Measuring Marketing ROI
  
  • What’s my return on the money I’m spending on marketing programs?
• Top Search Terms
  Leads by Source
  Campaign ROI
  Lead Quality