Professional Documents
Culture Documents
6a e Mail Marketing Leadnurturing PDF
6a e Mail Marketing Leadnurturing PDF
Checklist blacklisting
▪ https://mxtoolbox.com/blacklists.aspx
Check reputation
▪ https://www.senderscore.org/
▪ https://www.gmail.com/postmaster/
▪ https://www.trustedsource.org/
▪ https://sendersupport.olc.protection.outlook.com/snds/
▪ https://www.barracudacentral.org/lookups
Segmentation examples
▪ Gender
▪ Interest
▪ B2B profile settings
▪ OneSignal
▪ Clevertap
Best practices
▪ Different models for different services / products
▪ Use negative scoring and score degradation
▪ Set-up alerts when prospects getting certain scores/points
Requirements
▪ Set-up analytics and tracking
▪ Integration with CRM
Demographic information
▪ Location, company size, etc
© https://e-commercemanagers.com 14
SDR ready
→ Enough leadscoring points
PAIN / FIT
PAIN
▪ Are you the solution to the prospects problem?
▪ How big is the pain relative to other problems? Is there urgency?
▪ Can you create urgency? Calculate opportunity cost? Lost income? Saved costs?
FIT
▪ Can they afford us? Is budget available?
▪ Can they implement us? Technical and organization strains
E-mail marketing & Leadnurturing
© https://e-commercemanagers.com 15
▪ BANT
PAIN +
B.A.N.T. (Budget Authority Need Timeline) ▪
▪ Types
Budget
▪ Whose budget is this coming out of?
▪ How much would it cost to build the system by yourself?
▪ How much would it cost if you haven’t fixed this issue in five years?
▪ How heavily will price factor into the decision?
▪ Have you identified a budget range for this purchase?
▪ What’s the ROI you’re hoping to see?
▪ What do you currently spend now on this problem or need?
Don’t fire these questions like an interrogation ~ but subtile as in a real conversation
Don’t fire these questions like an interrogation ~ but subtile as in a real conversation
Don’t fire these questions like an interrogation ~ but subtile as in a real conversation
For example: “… we need this implemented before October so we can utilize the solution
for Black Friday…”
▪ What will it do for your organization and yourself, personally?
▪ What if it’s not in place