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 […]
Facts support a widening gap between sales and marketing teams. Read our article on sales and marketing alignment to see what we mean. Businesses must focus sales and marketing teams on common criteria; in particular, revenue generation. The first step in brokering alignment of sales and marketing teams is to establish an agreement, a set […]
The CMO Council sited 38% of Chief Marketing Officers (CMOs) say sales and marketing alignment and integration is a top priority. However, only 30% have a clear process or program to do something about it. With only 38% of CMOs making alignment a top priority, we can assume approximately 1 out of every 3 organizations […]
How can your company begin extracting value post sales? Britton Manasco published a post on Mastering the Customer Success Cycle. In the post, Britton stretches out the mind to encourage businesses to consider a different perspective on traditional buying cycles. Effectively, Britton splits up buying cycles into two larger phases, pre sales and post sales. […]
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 the 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 […]
What is marketing segmentation? Interestingly, marketing segmentation is not listed in Wikipedia – the mother of all definitions. However, Wikipedia does define “market segment” as “a sub-set of a market made up of people or organizations with one or more characteristics that cause them to demand similar product and/or services based on qualities of those […]
Are you like most companies and need to fill your sales pipeline? Recently, we came across this article about keeping your pipeline full with qualified leads. The article discusses three keys to lead generation success: 1. Consistency 2. Implementation 3. Patience, persistence, and follow-up However, there’s only one thing missing – how do you do […]
Sales pipeline, sales cycle, pipeline and revenue cycle are just a few terms thrown around in sales and marketing organizations across the globe to define the life cycle of a sale. There’s no single name for opportunities moving from initial contact to customer. In fact, the health care industry adds to the confusion by defining […]
Lead scoring solutions are an automated way to qualify leads. Lead Liaison’s Lead Scoring Solutions Guide serves as a cheat sheet to help organizations gain a better understanding of what lead scoring is and how it can be used. Example lead scoring models and parameters are provided to help spark ideas for your own scoring […]
