что такое взращивание лидов в В2В

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  • 1. 2 , 13 2014

2. , , 2 B2B Ukraine http://b2b-insight.com/ - - B2B Ray http://www.b2b-ray.com/ 3. 2 4. 1. : 2 5. (), , , Prospect or Engaged Lead SRL or SQL Opportunity 6. - : 20-80% 7. ? 8910111213141516 8. 9. 100% , -8% 30%7% 55%30 % . 12-18 10. (Glengarry glen ross) ()? ? 11. : 1 - , 2 , 3 - , 12. 2014 1. 2. 3. 13. ? 14. c ?1234 14 15. ! 1. 2. % , 3. 4. EngagedLeadSales Ready Lead Sales OpportunityCustomer, , Repetitive, Loyal . . . D. 16. - 1. 2. % , 4. 3. Prospect LeadSales Ready LeadSales OpportunityCustomer, , Repetitive, Loyal . 1 . 2-5 . 1-2 D. 17. 1 2 . 3 4 5 , , 1717 18. 3 1. 1) 2. 3. , 2) 19. 2. 20. , 1 (-) 2 1) , 2) , 3) , 4) 3 1) handoff, 2) 4 ! 21. () ? () - ? (?) ( ) 22. 0 1-5 6-15 0 1-10 11-20 21+ - 16+ 23. : Exact targetMQLSQL 24. , 25. -- , 26. : 7 -, 14 27. - ! , , 28. !!!, - , 29. 1. 2. 3. 4.- 30. : Marketo 10- - -, 15- - 30- - 45- 60- - 75- - , - 85- 90- - 31. , 1 (-) 2 1) , 2) , 3) , 4) 3 1) handoff, 2) 4 ! 32. E-: 4-10 : 50% : 33% . : 20% : , , 47% 10 33. 3. : Marketing Automation 34. 1. , 2. 3. , . 35. : 8 . 314 PI. 6SEO1 - 2- - 3 - -2. 5, , : 1. , 2. , . () 3. - , , , - 4. , , , - 5. SEO- . 8 6. - 7 36. Act-on KPI 37. , > > 38. : 39. - 40 40. vs CRM 1. c2. ProspectLead3. 4. Sales Ready LeadSales OpportunityCustomer, , Repetitive, Loyal . . Marketing Automation. D. CRM 41. Technology is not the solution, its just an enabler (Forrester) , - , 42. 3 3 - () 3 , 43. - - - CRM Marketing Automation 44. () 2 Ukraine LinkedinB2B-insight : B2B Ray: + - , -, Lead Generation & Nurturing Benchmarking Report , B2Bmarketing.net Lead nurturing guides and reports Hubspot, Marketo, Eloqua Forrester Research - 28 -1