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24 - MCR - Customer Relations and Marketing


MCR 220 - Business to Business (B2B) Sales Lead

Code Start Date Duration Venue Fees
MCR 220 21 June 2021 5 Days Istanbul $ 3950 Registration Form Link
MCR 220 16 August 2021 5 Days Istanbul $ 3950 Registration Form Link
MCR 220 13 September 2021 5 Days Istanbul $ 3950 Registration Form Link
MCR 220 11 October 2021 5 Days Istanbul $ 3950 Registration Form Link
MCR 220 08 November 2021 5 Days Istanbul $ 3950 Registration Form Link
MCR 220 06 December 2021 5 Days Istanbul $ 3950 Registration Form Link
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Course Description

A B2B sales lead is a sales qualified business lead. This lead has shown immediate interest in buying your product/service for their business. B2B sales leads are often sourced by sales reps through prospecting. They differ from marketing qualified leads sometimes sourced when a consumer downloads a content offer. These consumers might be interested in your product but have not demonstrated immediate intent to buy. Sourcing B2B leads requires you to understand a company’s goals as well as the individual’s. This course unveils the details of B2B sales leads marketing strategies. 

Course Objectives

  • Understand how do B2B generate sales leads
  • Convert digital sales conversations into profits
  • Create a campaign with multiple touches
  • Make offer compelling
  • Include a human touch in a campaign

Who Should Attend?

  • Junior and Senior Product/Brand Managers
  • Marketing Managers
  • Senior Sales Managers
  • Anyone who wants to set up or improve their sales pipeline

Course Details/Schedule

Day 1

  • What is lead generation?
  • Lead generation during & after COVID-19
  • What is B2B sales 
  • Similarities and differences between B2B and b2c sales
  • Important factors in B2B business
  • How to do it effectively 

Day 2

  • Key elements of B2B marketing
  • Well defined strategy of B2B marketing
  • B2B Lead Generation marketing
  • Elements of a good campaign to generate B2B sales leads 
  • Marketing Automation Tools
  • Chatbots
  • Using Twitter
  • Leads from Quora Q&As
  • Email Signature
  • how to get your content found in Google in 2020
  • Social media groups

Day 3

  • Customer acquisition 
  • Why is timing so important to generate leads?
  • How to generate B2B sales leads
  • Organic lead generation
  • B2B lead generation companies
  • B2B sales leads database
  • Customer journey
  • Customer journey strategies
  • Mapping customer journey

Day 4

  • Common sales problems
  • Lack of clear market differentiation 
  • Having to discount 
  • The sales team lack the sales skills 
  • Lose sales opportunities 
  • Quoting but not converting
  • Poor sales pipeline management 

Day 5

  • KPI’s and targets in B2B sales 
  • What makes a KPI Effective
  • What is a SMART KPI
  • Building and mapping content