VEChannel Event Profile

Wooing, Wowing and Winning Qualified Leads

Businesstobusiness marketers require a new approach for generating qualified leads. Its a style best suited to the realities of doing business in the 21st century. This approach replaces the ongoing cycle of lead feast or famine, with a consistent, refined, lowpressure process that improves the Customer Experience. It offers prospects something of value while helping to build a connection with them over time. Marketers cant control when prospects will look for new suppliers or vendors. But marketers can do a lot to be the topofmind solution for when prospects do search. In this session, you?ll learn how smart marketers develop integrated sales and marketing programs that drive sales pipeline growth. Youll learn how to choose the right mix of activities to acquire leads in and move them through your marketing and sales pipeline. Youll gain insight into the latest thinking on lead lifecycle management and how it integrates communication and selling functions to solve the customer acquisition challenge. Youll also learn : How to better define your target market, and identify segments of opportunity How to develop contact strategies that capture, keep and increase your prospects attention, while not making them feel like they are being sold How to forecast lead flow and determine the economic measures of success Three key takeaways : Youll see why lead generation today is more like dating than selling, and learn lead generation techniques that make prospects feel delighted that they are being wooed Youll learn successful best practices in businesstobusiness customer acquisition and lead generation programs Youll learn about lead lifecycle management, an endtoend lead management process, built on measurable results, a key ingredient in marketing activity today All you need to attend is : A 56Kbps Internet connection or better Computer speakers for audio Netscape 4.x or Internet Explorer 4.x (AOL users: AOL 5.0 and above only) Linux Users Please Note: To use the current Java client you will need to update to the latest version of Mozilla 1.7.3. Firefox/Mozilla. Using FireFox. Click Here To Set Up The WebEx Event Manager installed before the event Click Here To Set Up . NOTE: This plugin will not install if your browser has high security settings or you do not have administrative rights on your PC.

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