Pressure is mounting on companies to maximize marketing ROI (return on investment). In other words, the money spent on lead generation should show a strong return related to sales revenue. This money should be evaluated so it is continually applied to the highest yielding program(s). To do this, marketers must gain visibility into individual programs [...]
Continue reading about Maximizing Value of Lead Generations Dollars
Marketers often tell us that they feel challenged to effectively nurture their leads because they don’t have enough content – or the time and resources to create it.
The fact is that you have more content than you think, and you don’t have to recreate the wheel. See my five tips below on where you can [...]
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, [...]
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. Â
Well the answer of what is lead management [...]
Continue reading about What is the definition of lead management?
With the current economic situation, it’s clear that marketing efficiency and effectiveness are increasingly vital for companies of every size. Lead management systems give marketers tremendous insight and action into the life of a lead, helping to nurture leads, drive value and show accountability for the lead generation dollars being spent. As companies come to [...]
Now more than ever, it is essential that money spent on lead generation shows a solid return related to sales revenue or ROI. To this end, the success of marketing activities must be continually evaluated so that dollars are properly applied to the highest-yielding programs. Today’s lead management systems track all interactions of a lead [...]
Continue reading about Visibility into Your Marketing Programs
In actuality, lead generation should not be just the initial creation of interest, but the full slate of nurturing activities growing the lead into a genuine prospect. Marketing’s role must include taking responsibility for moving sales-ready leads to sales, instead of simply handing over cold inquiries and then attempting to match back the revenue won [...]
