Rules of Engagement: APAC Lead Engagement: Best Practices to Maximize Conversion

Presented by

Tom Walker (TechTarget), Jireh Tay (TechTarget), Min Erh Mah (Palo Alto Networks), Alan Ho (DataStax)

About this talk

Lead engagement has always been difficult. In the post-Covid era it’s gotten even tougher. With the increase in online content and digital marketing, buyers are more self-enabled than ever before and often prefer researching tech purchases without direct contact with sellers. Prospects are often working remotely and can be difficult to reach. Yet many of our engagement strategies have been based on phone outreach, especially in some of the more traditional APAC markets. The most successful sales and marketing teams have pivoted. In this webinar, we’ll share what they’re doing. Hear from trailblazing APAC marketing and sales teams as they describe how they’re modernizing their lead follow up efforts. Attendees will learn: - The appropriate way to treat differently sourced leads: intent leads, PDF downloads, webinar leads, inbound leads, etc. - How to embark on a multi-touch cadence to ensure you’re leveraging all possible avenues for engaging prospects - The best approach for handling leads who resist interacting with sales reps - How to effect positive change in lead follow-up practices despite some internal resistance to doing something different

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