One thing known with certainty is that all leads are not created equal. This makes lead scoring crucial for marketers so they can determine prospect readiness and take appropriate action at the right time. Increasingly, automation is key, since spreadsheets and calculators can no longer handle the volume of leads and their varying sources, interactions [...]
It seems I stirred up a little controversy in one of my recent postings about taking a small step in lead management (yes a tactic) versus pouring over a process map and revising a company’s lead to sales process. I certainly did not intend to suggest that process and the need for planning for lead [...]
Continue reading about It’s not about process or technology – it’s about realistic results
Learn how you can gain visibility into your sales pipeline, segment your database, deliver targeted messages, and enable qualification through lead nurturing.
Gain Greater Visibility and Build a Pipeline that Never Leaks
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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
Is the lack of visibility into your sales pipeline causing constraints within your organization? On average 16% of the total leads that are deemed “sales-ready opportunities” actually close. So you might ask what’s happening to the remaining 84% of possible opportunities, and how are they being handled. These are real opportunities that have a good [...]
Continue reading about Webinar: Gain Greater Visibility & Build a Pipeline that Never Leaks
By now, we are all well acquainted with open and click-through rates as a way to measure the initial impact of a marketing campaign. But we need to look further in order to really understand how well leads are progressing through the lead and sales lifecycle. Only by evaluating conversions (and by extension, their movement [...]
It’s no surprise that these days, we have lots of conversations with people about ROI. Marketers, CFOs, and CEOs alike are struggling to figure out the best approach to tracking and computing a return on their marketing and sales investments. But what is interesting is that while there are so many variations of ROI discussions, [...]
Because the Internet has changed buying behavior forever, companies must enhance sales and marketing processes to be “first in mind” with prospects and customers.
Being first in mind means engaging prospects before the actual selling process begins, when they are just looking you over. Perhaps they’ll need what you offer later, as they grow their business. [...]
Tracking metrics throughout the lead lifecycle is important to most companies, and it is especially trying for those with long sales cycles. Having to wait 12-18 months before revenue is generated to learn which, if any, of your marketing campaigns are working can be a long time. Not to mention the process is further complicated [...]
