The summer of strong leads. That sounds nice, right? This month, I want to dive into a few key insights about obtaining strong leads for your solutions. Let’s dig in.

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.

Know What Your Target Audience Is Consuming

🤨 How? We will tell you with Industry Navigator’s newest premium feature: Intent Insights.

With this new feature, you can read what your prospective buyers are reading to better understand how to influence them. Know what types of personas are reading information about your solution so you can better understand who to target.

This new feature is the earliest indicator of interest and a game-changer in your marketing and sales efforts in the SLED market. The data is pulled from the largest publications in the SLED market – all brands under the e.Republic umbrella – including Government Technology and Governing.

Join me for a webinar on June 7, where I will show you this feature as well as other ways Navigator can do the homework for you, including access to jurisdictional profiles with essential information like IT budgets, org charts and strategic plans, information about the latest trends, procurement processes and agency research and more.

Register for the webinar here. Looking forward to showing you the newest features.

Meet Your Potential Buyers in Person: State of Technology – California Industry Forum

If you are looking for insights on California’s SLED market to target strong leads in the state, I hope you will join me at the State of Technology – California Industry Forum.

This event is at a brand-new location right across from the Capitol in July. California’s budget drop will be fresh, so join us for this briefing to unpack it.

Register for the event here. Hope to see you there!

P.S. — We will have the same event in Texas this year. Get insights on that market and attend the State of Technology – Texas Industry Forum event in Texas in August.

Thanks for reading along. See you next month!

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