Generate more leads for your sales team. Learn how to target your best prospects and set up effective key performance indicators to measure your results. Qualify leads and discover how to create content that works best for key target audiences in this sales course.
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What you'll learn
Generate more of the leads your salespeople crave, and less of those they hate!
Understand how best to qualify a lead before handing over to sales
Maximise the use of data to make the most of every sales opportunity
Utilise automated marketing to optimise the customer journey
Integrate across digital media, to optimise performance
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Duration study load
1 day (7 CPD hours)
Set targets through the customer journey
Develop strategies to work with sales to agree to realistic targets
Learn techniques to map your key customers’ journey
Set up realistic and measurable KPIs for each stage
Work out a realistic return on investment analysis of your campaigns
Identify your audience
Find ways to analyse your current best customers to target your best prospects
Explore options to use 3rd party data to fill your prospect pool
Plan how to blueprint your main target companies and key buyers
Use a foolproof B2B persona template to help you define your buyers and guide your media selection and content needs
Utilise Account-Based Marketing techniques to focus on the most rewarding opportunities
Plan every stage
Adopt techniques to help ensure your marketing works in-synch with your sales team
Create turnkey campaign plans for every element, to ensure everything works together
Templates to help you effectively budget for every element, and avoid overspends
Review tools to help manage automated campaigns
Accurately qualify leads
Learn techniques to confidently and accurately assess the quality and potential of a lead
Review tools that are available to help you measure the level of intent shown by prospects
How you can work effectively with salespeople to perfect the process
Understand how to use technology to boost the process
Use techniques to create strong value propositions for each audience that get right to their pain points
Explore research opportunities to identify the winning propositions and find your content sweet spot
Look at how to develop response propositions that will maximise engagement with key prospects
Learn to use landing page optimisation techniques to find the best way to engage and gather valuable data
Create content that works
Develop robust plans of exactly what content to create for each of your key target audiences
Learn which type of content works best for key job functions, and ways to create it with small budgets
Look at ways to Identify the right partners to help create and promote your content
Select the right media
Review the current digital media landscape and recent trends
Develop a media plan that takes full advantage of all digital opportunities
Adopt social selling techniques within your programme
Learn ways to gauge how to use each media type in each stage of the customer journey
Integrate the use of online and offline media to maximise reach and responses
Find out how to maximise performance on a limited budget
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Course fees – £450 (Non-Member) £400 (Member)
No government funding available for this course
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About Institute of Data & Marketing
For 30 years, it's been our mission to provide best-in-class training, qualifications, events, resources and membership services to meet the real-world needs of today's digital, direct and data marketers.
Committed to helping every marketer be the best they can be, the Institute of Data & Marketing exists to support, encourage and improve marketing performance from your first steps on the career ladder, right to the very top.
Every Institute of Data & Marketing programme is designed and delivered by practising marketers, who know what it takes to succeed at the job and are dedicated to helping you succeed in yours. The Institute of Data & Marketing advocates lifelong learning. We maintain an up-to-date training and qualifications portfolio designed to meet the needs of marketing practitioners throughout their careers—at every stage, from college student to senior marketing manager.
The Institute of Data & Marketing has a worldwide reputation for the quality and practical nature of its training and qualifications. Our services – for individual marketers and businesses – are in demand worldwide as more and more businesses seek to apply personal, customer-centric, one-to-one marketing.
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