Market Insights Newsletter (June 2023)

The summer of strong leads. That sounds nice, right? This month, Joe Morris dives into a few key insights about obtaining strong leads for your solutions. 

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3 Takeaways from the “Mastering the Lead Management for State and Local Government” Webinar

The Center for Digital Government hosted a Lead Academy, where our panel of go-to-market experts shared their knowledge and experience on how to effectively approach, nurture and convert leads in SLED. Here are my top 3 takeaways from the webinar:

  1. Build lead generation programs with a slogan or theme: Rather than focusing solely on generating leads, create programs with a catchy name or theme that not only captures attention in the market but also appeals to management.
    Why? This approach allows for a more comprehensive presentation of the program’s ROI by highlighting the reach, engagement and lead generation achieved over an extended period, such as 12 months.
  2. Use multiple media types for lead generation: Instead of relying on a single media type, such as webinars or papers, cast a wide net by creating content in various media formats. By diversifying the media types, you can effectively reach a broader audience and cater to different preferences and consumption habits.
    Hot tip: Prioritize awareness both before and after a lead campaign, as it helps potential leads recognize and remember your organization, particularly considering the long buying cycle in the government sector.
  3. Lead scoring and nurturing: Lead scoring is essential for prioritizing leads based on their level of engagement, demographics and fit with your ideal customer profile. By assigning scores, your team can focus their efforts on leads with the highest potential for conversion.
    Don’t forget! Keep your contacts engaged throughout the buying cycle and guide them through the sales funnel.

For more lead management tips, watch the full webinar with our go-to-market experts here.
To talk to one of our experts about our lead gen capabilities, email us here.

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