Lead nurturing is the process of advancing leads from suspect status to sales-ready buyers. In the past, lead nurturing was the responsibility of salespeople who received homogenous contact information from the marketing department. There was no process of determining which leads were preparing to buy and which leads were “kicking the tires”. With our Lead Management [...]
Do you have B2B leads that aren’t converting to sales because they are falling through the cracks of a poorly managed sales funnel? If your company’s lead management system isn’t preserving your marketing leads, you’re not alone. According to B2B experts, 80% of leads aren’t converted because of poor lead management. The good news is [...]
In today’s uncertain economy, every company has to recognize and actively pursue every possible lead that crosses their path. Every prospect that comes in contact with a company has the potential to be converted into a sale. The problem is many companies miss the connection or they don’t realize that the lead is part of [...]
With social media interaction in full force, businesses are afforded the opportunity to harness leads targeted specifically to their needs. Properly prospecting to collect potential sales, however, takes more than sleight of hand and quick email responses: it requires understanding what the socialites actually ‘like’ while matching their ‘likes’ with your product offerings. While it [...]
Marketing and sales departments provide essential functions for company success. Marketing creates awareness and sales creates revenue. Each department has a distinct role, but in order to maximize effectiveness the two must operate in tandem. So how can your sales force support your marketing people? Through feedback from customers and prospects. Certainly the marketing department [...]
Are you searching for a post sales process to implement at your company? This article provides suggestions. Don’t forget to use marketing automation technology to pre-configure a post sales process like this that automatically schedules tasks for your sales people in your CRM such as Salesforce.com. You’ll be well on your way to a systematic [...]
A few times a week I get calls from businesses asking if I can provide a contact or prospecting lists for them to buy. They usually want the list to include specific criteria based on demographic, industry, title, revenue and email. I don’t sell lists, but I love this question because it gives me an [...]
Identifying how to get more sales is often a struggle for many companies. Whether you’re an early stage start-up trying to meet the pressing demands of your board and/or venture capitalists or a seasoned company stuck in a rut; every business could gain from more sales. Too many businesses put the cart in front of [...]
One of our founders recently bought a Buick Enclave. Most of the folks on our team are not car experts. Needless to say, we knew little about Buick Enclaves. When we heard she bought a Buick, we thought – “that’s an old man’s car”. Buick Regal, Roadmaster, Park Avenue, LeSabre – the list of old [...]
Marketing campaign messaging is important, but it’s more important to think about who you’re messaging to. When building a campaign, it doesn’t make sense to make a one-size fits all message. Sales and marketing people need to tailor messaging around the recipient. Similar to giving a presentation, before you present you’ve got to know your [...]