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Mastering B2B Lead Generation Training Course by Dimitar Savov

Join Dimitar Savov, Head of Marketing at Startup Masters, for a comprehensive training course on B2B lead generation strategies, sales funnel stages, inbound marketing, customer personas, and lead generation metrics. Learn valuable techniques and tools for successful digital businesses looking to scale and grow. The course covers lead stages, customer journey, trust factors, and conversion rates per campaign.

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Mastering B2B Lead Generation Training Course by Dimitar Savov

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  1. Generation TRAINING COURSE B2B Lead BY DIMITAR SAVOV

  2. SPEAKER DimitarSavov Head of Marketing @Startup Masters.

  3. Training Agenda • Customer Definition • Conversation Flow • Lead Hunting • Tools & Automation • Golden Rules of Sales • Top Reads

  4. Preparation Phase I

  5. The Stages of a Sales Funnel • Prospecting • Sourcing • Selection / Approval / Pre-Qualification • Enrichment • Messaging Development • Approach • Closing • Fulfilment / Upselling / Retention / Advocacy • Analysis & Optimization • Automation & Transition to Marketing

  6. The Inbound Model • We position Ourselves as Experts in our Field • We attract and grow an audience • Leads come to us • Closing • Fulfilment / Upselling / Retention / Advocacy • Analysis & Optimization • Automation & Transition to Marketing

  7. ThePersonas Geography • Country • Region • City • Climate • Population Demographics • Age, Gender • Family status • Occupation • Income • Education Psychology • Lifestyle • Values • Interests • Opinions • Way of thinking Behaviors • Activities • Purchases • History • Types • Hobbies

  8. BANTVCheck Budget: Can they afford it? Authority: Do they make the decision? Need: They need you? You can help? Time: Now or Later? Value: What they stand to gain?

  9. Description - Successful Digital Businesses looking to Scale and Grow fast. Personas: The successful businessman who wants to start a new digital business venture The successful digital business owner who wants to scale up & scale out. Countries: US, Canada, UK, Israel, Australia Team Size: 5-75 Revenue: $1 000 000+ Annual Revenue Monthly Marketing Budget: $15 000+ Software: Salesforce, Infusionsoft, Marketo, VWO, Optimizely, Demandware, Magento Enterprise, Hubspot, Activecampaign. Position: C-Level Only - CEO, COO, CTO, CMO etc. (Decision Makers Only) Industries: Ecommerce, SaaS, Inbound marketing (B2B)

  10. LeadStages • Aware • Engaged • Comparing • Inquiring • Contacted • Qualification/Interview • Fit / Unfit • Demo / Proposal • Verbal Agreement • Closed / Failed

  11. The Customer Journey

  12. The SevenStrata • Who Are they? • When do they think of us? • What are our products/services? • What are our Brand Promises? • What happens if we do not keep them? • What are we doing different? • What is our X-Factor?

  13. TrustFactors • Reviews & Social Proof • Certificates, Achievements • Stats, News Coverage • Team & History • Security • Guarantees • Social Causes

  14. Lead Generation Metrics • Cost per lead - MQL, SQL, Opp, Customer. • Lead to meeting Ratio - LTM - 30% • Meetings to Deals ratio - MTD - 20% • Lead Close Rate - 10% • Deal Size - €9000/month to €22500 • Estimation Time - 2 days max • Proposal Time - 2 days max • Lead to Deal Time - 3 weeks max • Leads Target - 10 per week - 40 per month • Fit Leads target - 2 per week - 8 per month • Meetings Target - 4 per week - 16 per month • Deals Target - 2-5 per month • Monthly Sales Target - €45 000 • Conversion Rates Per Campaign • Conversion Rates Per Funnel Stage

  15. Lead Generation Objectives Top Lead Gen Objectives • Generating brand awareness • Acquiring prospects/leads • Nurturing prospects • Fast funnel / Funnel Speed • Quality of leads How to Choose Where to Focus? • Do we struggle driving awareness? • Do we struggle getting prospects? • Do we struggle converting leads? • Do we struggle getting high quality leads?

  16. Execution Phase II

  17. The SalesChecklist • Full Funnel messaging for each step in the journey • Lead handoff rules • Inbound & Outbound campaigns • Nurture to move leads forward • Measure Every Step • Focus on the Bottlenecks • Comms between Sales & Marketing • Repeat

  18. Crafting a BrandStory • Present the challenge • Introduce the element • Show the outcome • Immigrants, Terrorists, Jobs, Debt • Trump • Make America Great Again

  19. The Mom Test • Short • Based on past behavior • Focused on facts • Specific not general • Actionable • Let them answer in a way you dislike • Do not ask leading questions

  20. TheConversation Listen For • Problems • Goals • Money • Jobs to be done • Motivation • People • Numbers • Locations • Timing • Competitors • Ideas • Solutions • Patterns EstablishCredibility Tell them about your work Give them a reason to… Give you the info AnchorQuestions Lead in a direction you like Ask them to elaborate Tell me more about ... SoftballQuestions Tell me about… Top 3 topics Get them going & listen VERY IMPORTANT! Get them to take action! Get a Commitment. Money, Time or Reputation!

  21. Clearbit, Hunter.io BuiltWith.com - Technology Lookup Linkedin Sales Navigator Skrapp.io - Linkedin Emails Leonard - Linkedin Automation reply.io, outreach.io - Email automation Heresy.io - Management Hubspot, Salesforce - All in 1 Tools & Technologies

  22. Techniques Closing

  23. The Golden Rules of Sales • See the big picture / Sell like a boss • Identify the client’s position • Check for a good fit / Avoid Low Hanging Fruit • Help the client realize their needs • Get them to say it by asking the right questions • Price the client not the job. Look at what they stand to gain • Be an oasis in the desert • Present complete solutions with confidence • Appear the least risky option • Execute perfectly to gain reputation • Sell & Upsell effortlessly with reputation

  24. Aristotle’s Rhetoric Logos- Argument from Reasoning. Pathos - Argument from Emotion. Ethos - Argument from Authority.

  25. Top Sales Reads • The Republic by Plato • Rhetoric by Aristotle • The Mom Test • Steal This Computer Book 4.0 • How to win friends and influence people • Never Split The Difference - Chris Voss

  26. Let’s Do it.

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