Often we hear when marketers start using marketing automation tools that they can’t wait to get lead nurturing going, which is great. What isn’t great is that they haven’t done any prep work to make their nurturing effective before they’ve engaged with the tool. There are definitely some key things you should think through and do before [...]
Continue reading about Lead Nurturing: A Preparation Checklist
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 [...]
Keeping with this theme of simplicity, it’s time to get down to the guts of nurturing programs – the content. The two essential elements for content are personalization and relevance. Personalization means that you tailor the content to the specific prospect – for instance, start out the email with the person’s name. You should also [...]
Continue reading about Two Essential Elements for Nurturing Content
There is not a “one size fits all” nurturing campaign. Not only does effective nurturing highly depend on your business – i.e., the length and complexity of your sales cycle, your target audiences, who within the prospect organization buys and who influences, and more – it also depends on your ability to provide content. While we [...]
Continue reading about Lead Nurturing Is Not “One Size Fits All”
Everyone knows that marketing analytics are important. However, we find that most organizations are only scratching the surface when it comes to measuring their marketing efforts. Website hits, email clicks and opens are no longer adequate metrics – they are merely a starting point. Real marketing analytics provide visibility into how your campaigns are impacting [...]
Chances are your company has come up short on a sales forecast or two during the past year. Challenged by cautious buyers who have strung out purchase plans, managing the pipeline has become increasingly challenging for organizations. Therefore, in many cases, the four or five deals forecasted to close in the last quarter often resulted [...]
Continue reading about Practical Ideas for Improving Your Conversion Rates
We are often asked what companies can do to get business in the pipeline now that we’ve entered the 3rd quarter. You can jump start finding prospects through your current systems, use accumulated information to segment the leads, and nurture them to stay top of mind. Read our 4 steps and learn how to get started…
Step [...]
Continue reading about Revitalize for Quick Results in 4 Steps
The age old question – is it better to provide more leads to sales or less leads that are better quality? Well it really depends – is your company meeting and/or exceeding its revenue numbers? Are your sales reps hitting and/or exceeding quota? If you are like the majority of companies out there, the answers [...]
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 [...]
Continue reading about Panel Discussion with Sales & Marketing Executives
