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Workshops

Lead generation framework and scan for post Covid Recovery.

Aside from negative and positive business impacts from the pandemic, COVID-19 creates an opportunity for a reset of your lead generation ecosystem.

As we shift from damage control to recovery, adjustments to this engine can lead a renewed future state. We have a framework including tools, processes and skills for adjusting this hybrid engine.

To assess the current state, we developed a recovery scan, which is a 0-measurement for a well-functioning new business generator. We explore the areas of People, Process and Technology by benchmarking your ratios. The result of the analysis is a concrete action plan for improvements to implement immediately.

The analysis consists of:

The effectiveness of the value proposition in the buyer’s journey.
Market coverage through marketing activities. What is the addressable market and marketing, both inbound and outbound?
The effectiveness of campaign management.
The lead management and effectiveness of qualifying, nurturing and converting to appointments, resulting in sales.
The effectiveness and synergy between marketing, inside sales and sales based on operational, tactical and strategic feedback loops.

Workshop Touchpoint Strategy

We make content mapping for your personnel to guide them in the buyer’s journey. Together with your marketing and sales management team, we make an inventory of the current content, such as: white papers, e-books, referral cases, fact sheets, demos, etc. From this, gaps and action points for improvement can be determined for development in the awareness, consideration and decision phase.