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We recently had a meeting with one of our prospects who told us they do no outbound marketing (or “push marketing”) and focus solely on inbound marketing. At first, they said they didn’t need Lead Liaison because they don’t do outbound marketing. They couldn’t be more wrong. Coincidentally, if you’re only doing inbound marketing you […]
Lead scoring is the process of automatically qualifying and prioritizing leads for sales. If you own revenue generation software and haven’t developed a lead scoring program yet or you’re considering investing in a lead scoring program you’re probably wondering how to get started. First, identify your lead scoring criteria. Businesses typically categorize lead scoring criteria […]
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 […]
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? […]
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 […]
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 […]
White papers are extremely valuable assets to a company and should be constructed carefully. It’s imperative white papers include proper call to actions to appeal to the target audience. Additionally, white papers should be combined with marketing automation technology to maximize return on assets. In this article, we’ll provide suggestions on how marketing automation technology […]
Would you be surprised if you knew your sales people were only selling 11.5% of the time? CSO Insights, who surveyed over 1,800 companies, found this to be true. As a best practice, business should increase sales productivity by focusing sales on selling instead of spending their time traveling, training, researching, prospecting, servicing customers, and […]
The way B2B buyers are buying and budgeting solutions has changed. The internet era has permanently altered B2B buyer’s behavior. In today’s age, an abundance of information is available online via web pages, press releases, social media and blogs. As a buyer, all you need is time and a browser. A study, pioneered by DemandGen […]
Lead nurturing is the process of building relationships with prospects over time while shaping their interest in your solution to a certain threshold, or lead score, until the lead is ready for sales. It’s similar to progressing from dating to marriage. First, there’s initial contact where one person expresses interest in another. If the person […]
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