REV UP the B2B Marketing Process
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Transcript of REV UP the B2B Marketing Process
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Turbo Charge Your Marketing Machine
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2. Determining profitability of
customers
3.Segmentation of customers based on
profitability and actionable segments
4. Develop tactics to increase revenues,
lower costs, improve profitability and
enhance retention
1. Collection of accurate and relevant customer information
A Marketing Database Alone Does Not
Guarantee Revenues!
It Must Facilitate…
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WHAT AN
IDEAL B2B
MARKETING
PROCESS
LOOKS
liKe…
Step 1: Build A Database
Step 2: Record initial raw inquiries
Step 3: Identify potential prospects
Step 4: Qualify leads
Step 5: Classify opportunities
Step 6: WIN customers
Step 7:
Drive
Repeat
Customers
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• Collate contact information of people, who have not responded to your
campaign
• Why? Because they meet your prospect criteria
• Your Mission -To convert them to initial raw inquiries
Step1: Build a
Database
• Record contact details of raw inquiries of people from various
sources…Those who have responded…Whether they are qualified
or not.
• Your Mission - To convert them to potential prospects
Step 2: Record
Initial Raw
Enquiries
• Identify prospects after an initial screening that seem to have
potential
• Your Mission - To convert potential prospects into
qualified leads.
Step 3:
Identify
potential
prospects
• Classify and qualify leads to identify if they are ‘hot’ as in
ready to decide, ‘warm’ as in ‘thinking about it and ‘cold’ or a
dead lead.
Step 4:
Qualify leads
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• Qualify leads that are included in an active sales cycle and assign dollar
amounts.
• Best Practice Tip – Let your sales team classify leads as opportunities
Step 5:
Classify
opportunities
• If the process is implemented systematically, it is possible to convert
raw enquiries to customers.
• Your Mission – To drive repeat customers
Step 6: WIN
customers
• It is a known fact that dollars spent on acquiring new customers
is definitely more than dollars spent on retaining existing customers.
• Your Mission – to drive repeat business
STEP 7: Drive
Repeat
Customers
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Build a List of Prospects
Qualify Them
Classify Them
Nurture Them
Connect With Them
Engage Them
Win Them as Customers
Retain Them
to Build a Generation of Loyal
Customers
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Let your B2B Database
Develop Marketing Strategies
And
Drive Marketing ROI
With INFO CHECKPOINT
Phone: 800-662-2980 Mail: [email protected]
Website: www.infocheckpoint.com