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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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
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. [...]
When setting up a lead scoring and nurturing system, one item that must be thought through is what score threshold determines when the lead goes to sales and how does that happen. To determine this, you must go through an interactive approach and measure as you go. For instance, determine what multiple interactions and/or demographic [...]
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
Lead nurturing is all about being first in mind with your prosepcts and customers. It means maximizing your sales and marketing resources and your revenue. Interacting early with a lead is not enough. Nurturing leads can create more sales than an initial lead generation campaign itself. It’s also about nurturing your customer base. Being first in mind [...]
Continue reading about Stay First in Mind with Prospects and Customers
