Lead Follow Up

Does your organization struggle with lead follow up? Does your sales team have a less than stellar process responding to marketing generated leads? If you’ve answered yes to either of these questions help is on the way. Follow 3 rules to lead follow up to help your company produce a higher number of well qualified […]

Sales Pipeline Stages

Marketers spend a lot of time on inbound marketing activities to drive traffic to their site; investing in SEO, thought leadership, trade shows, blogs, social media, and advertising are a few examples of inbound marketing. As awareness builds and new contacts enter the sales funnel it is important businesses define the right sales pipeline stages […]

Lead Nurturing Programs

Designing lead nurturing programs can be difficult especially if you don’t know where to start. We put together five sample programs to get you going. The programs range from simple one month programs to complex 12 month programs. Feel free to take these lead nurturing programs and customize them to fit your business. Remember, getting […]

Sales Tips – Part 2

Whether we admit it or not, everyone can learn something new especially when it comes to sales. We sat down with our team to draw from 100+ people years of sales experience. Through the years we’ve all collected some useful tips, tricks and best practices from sales experts. We culminated these ideas into a list […]

Risk of Not Using Revenue Generation Software

Experts estimate that only 2-5% of all companies use marketing automation, a component of revenue generation software. Businesses not using revenue generation software are at risk relative to their competitors who use these platforms. In this article we’ll look at the disadvantages of not using marketing automation and revenue generation software. Revenue generation software can […]

How to Make Marketing Automation Successful

Marketing automation has been around for over a decade. However, it’s only recently that awareness and adoption of marketing automation has increased exponentially. In this article we’ll discuss one of the major issues facing marketers when adopting a marketing automation system. By reading this article you’ll get a better understanding of how to make marketing […]

How Lead Nurturing Helps Sales

The majority of articles on lead nurturing are written from a marketing perspective. The benefits of lead nurturing for sales are rarely highlighted. Let’s take a moment to discuss how lead nurturing helps sales. Three key benefits of lead nurturing for sales: 1. Aligns the timing of a buyer and sales 2. Builds trusting relationships […]

Marketing Content

Marketers are tasked to continually create useful marketing content to disseminate to prospects, customers and partners. The advent of lead nurturing and marketing automation has further fueled the need to have a library of marketing content on hand. Additionally, marketing campaigns typically leverage marketing content for a call to action. However, creating effective content is […]

What is Marketing Automation

The term “marketing automation” has been used extensively and possibly incorrectly in the industry. Many definitions exist and many vendors claim they offer marketing automation. As a result, no one vendor offers the same marketing automation solution. We’ll clarify some of the confusion for you and help you answer the question, what is marketing automation? […]

Getting Started with Lead Nurturing

A study by the CMO Council showed 80% of leads are lost, ignored or discarded while 73% of companies have no process for revisiting leads. If they’re not the “Glenngary leads” they’re gone, wasted, trashed – bye, bye. Experts estimate businesses have an opportunity to close 38% more deals by using lead nurturing. Getting started […]

Lead Nurturing Campaigns

Email marketing campaigns are very different from lead nurturing campaigns. Unfortunately, many marketers believe they already nurture leads by sending random, generic, and untimely email messages to their database. In reality, what they are doing is annoying prospects and diminishing return on assets. Marketers must understand that lead nurturing campaigns infuse consistency, relevance, and patience […]

B2B Buying Process

Knowing where your prospects are in the B2B buying process helps improve communication with your prospects and increases the chance of turning prospects into customers. First, companies must define what buying stages are specific to their business. Only then can companies use strategies to identify where a prospect is in the buying process. In this […]

Lessons Learned from Marketing Automation

In a series of three posts we share feedback from other senior-level marketers on why marketing automation is needed, benefits of marketing automation, and highlight their lessons learned from using marketing automation. This post covers the lessons learned from marketing automation. Forrester Consulting interviewed 15 senior level marketers who use marketing automation. The data below […]

Benefits of Marketing Automation

In a series of three posts we share feedback from other senior-level marketers on why marketing automation is needed, benefits of marketing automation, and highlight their lessons learned from using marketing automation. This post covers the benefits of marketing automation. Forrester Consulting interviewed 15 senior level marketers who use marketing automation. The data below shows […]

Track your Website

Did you know you can track your website to better understand results of your sales and marketing efforts and uncover new opportunities? This article discusses why you should track your website using lead tracking technology. Additionally, we’ll compare tracking technology to perceived alternatives, such as Google Analytics. Why track your website? Many B2B companies track […]