Demand/Lead Generation

  • Available Now: On-demand
  • Duration: 108 minutes
  • Number of classes: 13
  • Cost: $199 | You Pay: $199
  • See our group discounts for 2+
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This course contains 13 classes designed to help you create or refine your demand/lead generation program. Get insights on everything from how to refine your funnel and charming your leads to aligning with sales and prepping your website to be a lead capturing machine.

You'll learn how to get the most of your CRM and marketing automation platforms, use content and social for lead gen, and improve your lead nurturing and lead scoring.

How does it work?

Our Demand/Lead Generation course includes 13 classes (each 7–13 minutes long). All classes are recorded and available online, anytime, on your computer or mobile device. Watch them at your convenience.

For each class, you'll have access to the class lecture (streaming media), as well as several types of support materials: the slide deck (PDF), the audio track (MP3, so you can listen to the lectures on other devices), a transcript (PDF), and a "cheat sheet" (PDF). Once you view all of the classes, you can download a Certificate of Completion (PDF).

Demand/Lead Generation includes these 13 classes:

FUNNEL

Understanding the Demand-Generation Funnel

Speaker:
James Obermayer—Principal, Sales Leakage Consulting, Inc.

ON-DEMAND: View at your convenience for 12 months

This class takes you through a demand-generation funnel to identify each part and the valuable role each contributes to close a sale. You'll gain a better understanding of the process and how to apply it to your own business.

BUYER JOURNEY

Build a Demand-Generation Program That Aligns With Your Buyers' Journey

Speaker:
Carlos Hidalgo—CEO and Principal, Annuitas

ON-DEMAND: View at your convenience for 12 months

It's critical that you understand your customer before you start to generate leads. Learn how to develop a demand-generation strategy that is aligned with your buyer's journey. You'll learn how to develop content that is targeted and relevant to move qualified leads faster through the conversion phase.

HEADLINES

First Impressions Count: The Key to Increasing Lead Generation

Speaker:
Erik Luhrs—Creator and Lead-Generation Consultant, The GURUS Selling System

ON-DEMAND: View at your convenience for 12 months

The first impression you make with your lead-generation message is the headline, subject line and title. Yet 82% of prospects never even engage with a message because the headlines don't command their attention. In this class, learn how to create headlines that will help you grab more of that 82% and make a lasting impression.

SOCIAL

How Social Media Can Help You Capture More Leads

Speaker:
Jeffrey L. Cohen—Distinguished Lecturer, Ball State University

ON-DEMAND: View at your convenience for 12 months

Social media is a powerful way to engage with potential customers. Learn the right strategy and a smart approach so that you can harness the power of social media lead generation. You'll be increasing the number of leads and boosting your sales results in no time.

LINEKDIN

The "Ins" on How to Use LinkedIn to Generate Leads

Speaker:
Viveka von Rosen—Founder, LinkedInto Business

ON-DEMAND: View at your convenience for 12 months

In the latest LinkedIn study, 93% of marketers rated LinkedIn as effective for generating leads as Twitter, Facebook, and Google+ combined. Although LinkedIn seems intuitive enough, this class shows you a few unique strategies that can be applied to ensure you are attracting, connecting to, and engaging with the right leads to generate more business.

ALIGNMENT

How Marketing and Sales Can Define and Close a Qualified Lead Together

Speaker:
Peter Gracey—COO, AG Salesworks

ON-DEMAND: View at your convenience for 12 months

In this class, you'll learn how marketing and sales can work together to identify a qualified lead. Discover how to separate the cold, warm, and hot leads so you can develop a strategy for each that lures leads in and increases your conversion rate.

SCORING

Top Tips for Lead Scoring

Speaker:
Peter Gracey—COO, AG Salesworks

ON-DEMAND: View at your convenience for 12 months

Implementing a scoring system within your lead-management process is a prospecting strategy that will help you assess the quality of your leads. Learn how to maximize the impact of lead scoring throughout your demand funnel. You'll learn how to anticipate what's going on in your prospects' minds so you can validate their level of interest in a more strategic way.

NURTURING

Convert Prospects With a Lead-Nurturing Strategy That Works

Speaker:
Gretchen Scheiman—Managing Director, L5 Direct Consulting, Inc.

ON-DEMAND: View at your convenience for 12 months

Much of the modern marketer's focus is on trying to capture leads, but an equally important aspect is nurturing leads to convert them into potential customers. That time-sensitive process is best managed with a lead-nurturing strategy. This class covers marketing automation, relevant content, and personalized lead-nurturing campaigns to help you develop a bond with your leads.

CONTENT

Charm New Leads With Appealing Content Aligned With How They Buy

Speaker:
Ardath Albee—CEO, Marketing Interactions, Inc.

ON-DEMAND: View at your convenience for 12 months

It's not enough to develop good content; you need to ensure it's content that answers what prospects need to know, based on where they are in their buying journey. In this class, you'll learn how to design content that meets leads where they are and moves them forward so they become your customers.

WEBSITE

Expert Tips to Get Your Website in Lead-Converting Shape

Speaker:
Bob DeStefano—Online Marketing Strategist and Speaker, SVM E-Marketing Solutions

ON-DEMAND: View at your convenience for 12 months

With most of your marketing efforts driving prospects to your website, you need to be ready to capture those leads. This class offers tips on how to set up your site to capture and engage leads so you can be in tip-top shape to convert them to buyers.

AUTOMATION

The Case for Marketing Automation: What It Can Do for You

Speaker:
Janet Driscoll Miller—President and CEO, Marketing Mojo

ON-DEMAND: View at your convenience for 12 months

Marketing automation provides far more benefits than an email service provider, but you might not be sure if it's the right fit or if you're using it to its full potential. This class reviews what marketing automation is and the core components of progressive profiling, lead scoring, automated programs, and sales reporting.

RELATIONSHIPS

Best Practices on How to Manage Your CRM to Convert Leads

Speaker:
Mark O'Brien—CEO, Newfangled

ON-DEMAND: View at your convenience for 12 months

This class reviews the best practices of customer relationship management adoption, daily use, and integration with other tools. You'll discover several examples, and how they can apply to your business.

MEASUREMENT

Measure Your Lead-Nurture Success the Right Way

Instructor:
Gretchen Scheiman—Managing Director, L5 Direct Consulting, Inc.

ON-DEMAND: View at your convenience for 12 months

Having a lead-nurture program is a great start, but if you don't measure the results the right way, you can't improve your efforts. Discover an analytics approach that can gain buy-in across the organization and increase support from key stakeholders. Uncover valuable insights that will help you refine and improve your lead-nurture program.

Ardath Albee

Ardath Albee, CEO of Marketing Interactions, Inc., applies her nearly three decades of management and marketing experience to help B2B companies with complex sales create eMarketing strategies that ...

Bob DeStefano

Bob DeStefano is president of SVM E-Business Solutions, a B2B online marketing agency. He has worked with a wide variety of companies, from Fortune500 companies ...

Carlos Hidalgo

Carlos is CEO at The Annuitas Group where he has helped clients identify more than $300 million of potential revenue by developing and implementing lead ...

Erik Luhrs

Erik Luhrs is known as "the Bruce Lee of sales and lead generation." He is the creator of The GURUS Selling System and Front-Loaded Lead Generation, and ...

Gretchen Scheiman

Gretchen Scheiman is the founder of L5 Direct Consulting, Inc., a marketing strategy consulting firm specializing in direct marketing and customer relationship management communications. Gretchen ...

James W. Obermayer

James W. Obermayer is the founder of the Sales Lead Management Association and principal of Sales Leakage Consulting, Inc., a marketing and sales interim management ...

Janet Driscoll Miller

Janet Driscoll Miller is president and CEO of Marketing Mojo (formerly Search Mojo). With more than 12 years of search engine optimization (SEO) experience, Janet has spoken ...

Jeffrey L. Cohen

Jeffrey L. Cohen is a social strategist and the managing editor of SocialMediaB2B.com. He is also the co-author of The B2B Social Media Book (Wiley, ...

Mark O'Brien

Mark O'Brien is president of Newfangled, a Web-development company that has been helping marketing firms plan and build websites for their clients since 1995. Mark ...

Peter Gracey

As the co-founder and COO of AG Salesworks, Peter Gracey oversees the daily operations, which include client engagement, personnel management, business strategy, across-the-board data analysis, and long-term strategic ...

Viveka von Rosen

Known internationally as the "LinkedIn Expert," Viveka von Rosen speaks to business owners, corporations, legal firms, and associations on the benefits of marketing with social ...