Two Questions to Help Generate Great Sales Leads

Audience at the Sales & Marketing 2.0 Conference in San Francisco, March 2011

To be successful, a sales team needs to get good (preferably great, actually) leads from marketing. These days, it seems like there are about a thousand and one ways that marketing can deliver. Lots of very bright people at the top of their game in both sales and marketing are having conversations about this. And those conversations all center around the word “social.” Social media, social networking, social CRM, social selling, social learning. What does it all mean?

That’s a question that comes up a lot at the Sales & Marketing 2.0 Conference events – and we’re not the only ones talking about it. The Social Media Marketing Summit is happening in San Francisco next week on August 15 and 16 (at the Marriott Marquis & Moscone Center West) and one of the keynotes we’re interested in is from Chad Warren, Senior Manager of Product Marketing at Adobe.

Lunch Keynote: Not all Conversations are Created Equal: Create Measurable Business Impact from Social Engagement
You’ve built an engaged audience and rich conversation about your brand through social media! So, what? Question is: how well are you monetizing those conversations? After all, conversations don’t in-and-of themselves produce revenue. In this session, you’ll learn how to move beyond engagement metrics and shift your social strategy to focus on what delivers both value for the customer, and measurable results for the business.
Chad Warren, Sr. Manager of Product Marketing, Social Media, Adobe

It’s definitely a social world out there, but on the sales side, much of it seems like noise. How can marketers help cut through that noise and put better leads in the funnel? At our March 2011 conference, speakers agreed that marketing and sales need to talk to each other. Specifically, marketing needs to ask the sales team two key questions:

1) What did you do with the leads I sent you?
2) What happened once I gave you those leads?

This is the beginning of a conversation designed to help sales and marketing agree on what a lead is, and how to design a strategy that captures those kinds of leads. Between blogs, email campaigns, social analytics, user-generated content, and more, marketing has plenty of options to help sales find great opportunities.

Check out the agenda for the Social Media Marketing Summit. Tip: register using code SP15 for a 15% discount.

About Lisa

Editorial Director at SellingPower.com.
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