1. Lead Nurturing After the Sales Handoff: Accelerate the Buying Process
February 15, 2011
2/16/2011
Manticore Technology, Inc. Copyright 2011.All rights reserved.

2. Sales & Marketing Love
Sales
Marketing
3. Agenda
Manticore Technology Overview
Why Are We Here?
Guest Speaker Introduction
Building your Ideal Prospect Profile & Creating Buyer Personas
3 Types Post-Sales Handoff Nurture Programs
A Strategic Framework for Building Nurtures
Q&A
4. About Manticore Technology
Founded in 2001
Trusted provider of SaaS marketing automation solutions since 2003
Companies of all sizes around the globe rely on Manticore to manage and measure their marketing funnel.

Simply powerful marketing automation

5. Developed for marketers 6. Ideal combination of usability and power 7. Its about process not technology for technology sakePeople
Process
Technology
8. Customers Around the Globe
MEDICAL & INSURANCE
TECHNOLOGY
FIANANCIAL
BUSINESS SERVICES
9. Market Overview
Then
Now
MARKETING
MARKETING
SALES
SALES
95% of Buyers chose a vendor that provided ample, relevant content during their buying process DemandGen Report
10. Market Overview
90% of Buyers Prefer to
Consume Information Online
11. Buying Continuum vs. Sales handoff
12. About Sales Engine International
Private - founded in 2006
Executive team of senior sales and marketing executives expert in go to market strategy, demand generation and sales-operations
Delivered decade double digit sales growth for $1B company through productivity adding no additional headcount
Deliver digital marketing, demand generation and sales-operations services to companies of all sizes from start-up to Fortune 50
Profitable growth walking our talk
13. Persona Matrix
14. Map Personas | Buying Process
15. Map Personas | Buying Process &Content
16. Sales REP engagementChallenges
Establishing contact even after theyve filled out contact me
Staying engaged with early stage prospects the tickler file
Re-engaging prospects
17. Nurture Type #1
Sales Challenge: Establishing contact even after theyve filled out contact me
Lifecycle Nurture
Enroll prospects who raise hand digitally
Personalize the sender
Spoon feed content that aligns to buying process
Create out paths where the prospect can consume what they want when they want it
18. Nurture Type #2
Sales Challenge: Staying engaged with early stage prospects the tickler file
Stay in Touch
Enroll prospects who made a connection with a sales rep and said thanks but no thanks for now
Text only personal design and style
19. Nurture Type #3
Sales Challenge: Re-engaging prospects
Re-engage
Respond to digital behavior after dormant period
Auto responder to prospect
Instant email alert to sales rep
Contextualize auto-responder based on web activity
20. Managing Your Nurtures
Lead Nurturing Based On Persona & Buying Phase
Lead Nurture 1: CFOs
Lead Nurture 1: CTOs
Lead Nurture 1: CEOs
Lead Nurture 2: CEOs
Lead Nurture 2: CTOs
Lead Nurture 2: CFOs
Lead Nurture 3: CEOs
Lead Nurture 3 : CTOs
COMPLEX
Lead Nurture 3: CFOs
21. Dynamic Content Reduces Complexity
LN #1: CTOs, CFOs, CEOs
LN #2: CTOs, CFOs, CEOs
LN # 3: CTOs, CFOs, CEOs
Dynamic Content Selects Appropriate Content Based onBuying Persona
22. Your Marketing Automation Toolkit
More than 47 percent of B2B marketers indicate they are currently using 50 percent or less of their marketing automation systems functionality.
23. Summary
No such thing a Clean Sales Handoff
Sales & Marketing need to agree on their Ideal Prospect Profile
3 Post sales handoff nurtures
Life cycle
Staying in touch
Re-engaging
Execute nurtures using Dynamic Content
24. Q&A
25. Contact Information
Mike Vannoy
@MikeVannoy
Salesengineintl.com/Business-to-Business-Sales-Lead-Blog/
Emily Mayfield
@Manticoretech
manticoretechnology.com/blog