Lead Nurturing: Profitable hand off between marketing and sales
Lead nurturing can allow your sales team to be more efficient by letting them focus on qualified "ready-to-buy" leads. Done well, lead nurturing will also affect your quote-to-close ration and average order size. We will discuss:
· What are the best practices for effective lead nurturing?
· What are the sales versus marketing responsibility in lead nurturing?
· Why the marketing mindset creates conflict with sales in lead management.
· What can you do to make lead nurturing more effective for your organization.
Look forward to a lively discussion!
Presenter:
Richard Balius – Sales Management Academy
LinkedIn: http://www..linkedin.com/in/salesmanagementacademy
Twitter: @rbalius
Richard is skilled in helping business leaders with all aspects of sales management including selecting sales people, effective sales conversations, territory development and establishing metrics for the team. Richard has performed over 700 one-to-one coaching sessions with CEO's and sales managers and had involvement in training over 500 sales professionals at companies like Astra Zeneca, J.M. Smuckers, TimeWarner, and Myriad Genetic Laboratories. Richard is has been a facilitator for The Alternative Board (TAB Austin) for 7 years and is committed to the Austin Business Community.
When:
Tuesday, March 13, 2012
Networking: 7:30 – 8 a.m.
Program: 8 – 9 a.m.
Registration fees:
Free for Members
$20 for Non-members
If you have an issue with event registration, programs or e-mails, please e-mail the appropriate contact below:
Event registration issues - membership@austinama.org
Program issues - programs@austinama.org
E-mail issues - communications@austinama.org
