Resource constraints, constantly trying to drive leads with limited budgets to stay above water, moving of leads between systems (email, CRM, etc.) and manual tracking, trying to track various spreadsheets, CRM mixed systems, multiple departments to satisfy, sales/business demands, cost center not profit center, and so on…
Yes, these are many of the reasons marketing is [...]
We tend to speak to two types of prospects – those that have been given the order from management to get Marketing Automation and those that know they need Marketing Automation, but aren’t getting support from management. So, we often hear the comment – how do I get management to buy-in to Marketing Automation?
We actually [...]
The other night I was a featured panelist at the Executive Sales and Marketing Association’s monthly event in Atlanta. As a panelist we discussed the benefits of Marketing Automation and revenue acceleration. It was a good group as Atlanta is home to a number of Marketing Automation vendors. There were a lot of marketing and [...]
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We hear this all the time – “Hmm…when I bought our CRM system; I thought I had what I needed for marketing automation.”
During implementation it becomes apparent that is not really part of the system nor was it the intent of a CRM system to incorporate all the functionality that a marketing automation system has [...]
We often hear marketers struggle, knowing that they need and desperately want lead management systems and processes, but are worried about their ability to implement one. We are all resource constrained, marketers probably more than most, so how can companies start down the path of lead management without overhauling their entire operation in a 3-6 [...]
Continue reading about Starting Down the Path of Lead Management
We sometimes get asked what the definition of lead management is… is it the company you are calling on, the opportunity that’s been identified, the individual, etc.? And often the question really revolves around how is tracking happening between lead generation and sales, especially when crossing multiple systems.
Well the answer of what is lead management [...]
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Lisa Cramer, president, of LeadLife Solutions has been recognized as one of the top 5 thought leaders in lead management.
See what Lisa has to say about the steps to consider when managing lead inquiries, what to do first when managing sales leads, the process she recommends for nurturing sales inquiries, and how to effectively measure [...]
Yesterday, I was reading Aberdeen’s new industry analyst report, which discusses the best practices of lead nurturing by exploring the tactics and strategies of top performing organizations. I found it quite interesting that 56% of all respondents surveyed indicated that they lack a formal lead nurturing process.
With 80% of sales closing after the 5th contact, [...]
Continue reading about Lead Nurturing…the New Wave of the Future
The CRMA conference offered something a little different this year – they’ve included marketing automation. Some might have wondered the reason behind this addition; well, many CRM professionals are noticing a “new guy” in the industry [marketing automation]. Arguably, these are two completely different industries, so the introduction of marketing automation at this conference was certainly educational.
Companies [...]
In the age of the Internet, lead scoring has become crucial for marketers. Leads must be scored and prioritized for appropriate action. Otherwise, you’ll be wasting time, effort and your budget.
Today, leads flow to Marketing from ever-increasing online sources—email campaigns, the company website, Google AdWords and Google searches, webinars, online advertising, blogs and virtual trade [...]
Continue reading about Scoring: A Leading Priority for Marketers
