Ilavarasan D

Experience

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  Ignitee

  Mar 2011 - Apr 2012

  Jr. Lead generation Analyst

  * Develop new business via telephone and mass communication such as email and social media to introduce the Montage solution and identify appropriate buyers within the target market. * Follow up on leads and conduct research to identify potential prospects.* Conduct a needs analysis and determine prospects pain points to determine how the Montage solution will speak to those needs.* Identify key buying influencers within these prospects to determine budget and timeline.* Build and cultivate prospect relationships by initiating communications and conducting follow-up communications in order to move opportunities through the sales funnel. * Work with the Regional Sales Directors and VP of Sales to develop and grow the sales pipeline to consistently meet quarterly revenue goals. * Manage data for new and prospective clients in Salesforce.com, ensuring all communications are logged, information is accurate and documents are attached.* Prepare and analyze sales pipeline reports and dashboards. Show less

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  BYT Social

  Feb 2012 - Mar 2014

  Sr. Lead generation Specialist

  Lead Generation:1.In partnership with the Sales Team, responsible for driving the completeness and accuracy of the contact list in salesforce.com.2.Owner of the budget and relationships for purchased and rented lead sources.3.Partner with members of the marketing team to create campaigns from beginning to end, including campaign planning, audience targeting, messaging, and reporting. Examples include email, direct mail, webinars, downloadable web content, events, etc.Lead Nurturing:4.Administrator and primary expert user of the marketing automation overlay to salesforce.com.5.Work with sales, marketing and other stakeholders to develop lead scoring criteria within salesforce.com to validate a lead’s quality before handing it off to sales.6.Work with marketing stakeholders to create lead nurture programs that will create greater velocity through the sales pipeline. Assist marketing stakeholders with customer contact strategies to deepen the customer relationship and increase sales opportunities and then execute on these campaigns.Creative Development:7.Develop innovative approaches to lead generation.8.Work with creative team to adapt messaging into compelling and effective direct response copy that fits the appropriate audience and marketing vehicle while maintaining the Precor brand and voice.Analytics & Reporting:9.Define and report on the lead to close process, and conduct rigorous measurement of sales and marketing programs at both a macro and micro level. Analyze campaign outcomes in detail, draw insights and make data-based adjustments.10.Produce weekly reports and monthly dashboards and analysis to demonstrate campaign progress on revenue, pipeline, awareness and market perception through reports on leads, conversion, ROI, opportunities and revenue potential. Show less

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  Key Difference

  Apr 2014 - now

  Lead Generation Manager

  *Daily Pipeline Management Activity, including Call Volume, Quality Conversations, Follow-up Conversations, Internal Dialogues, and Opportunity Advancing Phone Calls.*The candidate will also analyze and manage Lead Development Pipeline, Qualified/Converted Leads/Opportunities, PipelineVelocity, Percentage of Leads Rejected, Leads Closed/Won, and Opportunities.*Consistency of maintaining, updating, coaching, monitoring and communicating within the CRM.*Demonstrated abilities executing the principles of the consultative sale.*Consistency leveraging dashboards and pipeline metrics to uncover the need to accelerate, advance, or un-stick opportunities within the pipeline.*Ability to balance inbound, outbound, communications, and campaign activity.*Leadership, timeliness, professionalism, desire to learn, and willingness to contribute to continuous improvement.*Guide and direct campaign-related activity to optimum efficiency by placing a consistent flow of leads into the top-end of the pipeline after appropriate qualification, and guiding those leads to a close monitoring sales and operations follow through using CRM metrics and dashboards.*Work with executives to set agreed upon phone calls per day to support demand-developing and lead generation goals*Initiate an agreed upon daily number of opportunity-advancing customer calls, helping progress customer interest forward to the next opportunity development stage.*Work with Business Development and executives to optimize the flow of leads based on average opportunity size, pipeline velocity, and organizational ability; maintaining an appropriate lead generation pipeline to support the continuous flow of new opportunities to sales.*Manage Customer Contact, Lead Page, Account, and Opportunity information inside the CRM with a high-level of consistency and influence other users do the same.*Proactively engage key internal representatives to receive feedback on lead quality and campaign progress. Show less