Just like we discussed a checklist for nurturing there is an equally important checklist needed for lead scoring. So many prospects seem to wonder – “how hard can it be to give scores to leads?” They quickly decide that every action should be scored and then are surprised when they can’t discern and/or prioritize their leads. [...]
Continue reading about Lead Scoring: A Preparation Checklist
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
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
A Quicker, Simpler Path to Lead Management ROI
A step-by-step guide…
Today, there are lead management systems with great features and capabilities available but the reality is that due to time and resource constraints you won’t – or can’t – stop what you are doing today to put a complicated system in place in order to start gaining [...]
Continue reading about New Whitepaper: A Quicker, Simpler Path to Lead Management ROI
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 [...]
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 all are often so enamored with new tools and processes available to us that we forget about the basics of segmentation and targeting – marketing 101. Getting your lead and its associated information into a database to enable effective segmentation is really critical to the success of our outbound campaigns and ongoing engagements. The more [...]
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
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 [...]
