Blog
New Whitepaper: A Quicker, Simpler Path to Lead Management ROI
Posted by: Meredith Smith | Posted on: May 18th, 2010 | 1 Comments
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 [...]Is My Nurturing Working?
Posted by: Lisa Cramer | Posted on: May 13th, 2010 | 0 Comments
It’s nice to finally get your nurturing programs in place, and to know prospects that visited your website (and filled out a form) are being nurtured by your company. It’s great that your company’s thought leadership and value proposition is front and center with your prospects and will continue to be over a period of time [...]Marketer’s Expectations of Marketing Automation Magic
Posted by: Lisa Cramer | Posted on: May 11th, 2010 | 0 Comments
We hear marketers constantly discussing their need for nurturing, metrics and getting more quality leads to sales. However, it’s interesting how marketers don’t seem to realize that marketing automation is no different than any other marketing initiative – strategic planning, precise execution and a thorough analysis are key to success. It’s not magic – you can’t [...]Email Marketing Adds Value to Lead Nurturing
Posted by: Lisa Cramer | Posted on: May 7th, 2010 | 0 Comments
Email marketing provides an essential element to the lead nurturing process. Lead nurturing helps keep prospects, those not quite ready to buy, warm. The Internet has dramatically changed the buying cycle because so much data is instantly available. Now, research and education start way before a prospect is ready to make a purchase. Therefore, once [...]CRM is Not Marketing Automation
Posted by: Lisa Cramer | Posted on: April 29th, 2010 | 0 Comments
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 [...]Maximizing Value of Lead Generations Dollars
Posted by: Meredith Smith | Posted on: April 26th, 2010 | 0 Comments
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 [...]Iterative Scoring
Posted by: Lisa Cramer | Posted on: April 21st, 2010 | 0 Comments
We spend a lot of time with our customers discussing scoring approaches and best practices. One of the phrases that keeps coming up is the concept of iterative scoring. We also talk about starting out simply because really unless you’ve not only implemented scoring before but proven its worth (Sales agrees that the leads passed over [...]All Leads Are Not Created Equal
Posted by: Meredith Smith | Posted on: April 20th, 2010 | 0 Comments
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’s not about process or technology – it’s about realistic results
Posted by: Lisa Cramer | Posted on: April 13th, 2010 | 0 Comments
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 [...]The Content Controversy
Posted by: Meredith Smith | Posted on: April 12th, 2010 | 0 Comments
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 [...]
