Using Lead Nurturing to Build Trust and Establish Long-Term Clients
Use lead nurturing to build trust and establish long-term clients. It’s always interesting to hear business owners talk about how they don’t have time to “court” leads. The purpose of lead nurturing isn’t to create an extra, unnecessary step in your closing process – it’s about making more money and increasing your bottom line. It’s also about […]
Calculating Email Marketing ROI: How it Works
According to the most recent Direct Marketing Association Power of Direct Marketing report, in 2011 calculating email marketing ROI returned $40.56 for every dollar spent. This blew away other touch points including: Search engine – $22.24 Desktop display ads – $19.72 Mobile display ads – $10.51 Catalogs – $7.30 EmailStatCenter.com revealed in its 2010 Compensation & Resources […]
Automated Marketing Solutions: Gathering Data
Most people know when they’re ready for some quality automated marketing management. While many larger firms still keep marketing management duties in-house, smaller businesses are the perfect candidates for streamlining their marketing efforts – that is, a marketing automation system. Why does it take start-ups so long to look into marketing automation? There are as […]
Four Simple Steps to Improving Lead Scoring
One of the biggest advantages that come from using a marketing automation system is the ability to effectively score and prioritize leads based on their likelihood of conversion. It gives marketing and sales powerful insight into a leads behavior, as well as their demographic characteristics, so they can decide the best method for converting that […]
Is Your Marketing Automation Software Managing Your Leads?
Marketing automation software (MAS) should provide front to back lead management capabilities. From lead generation to lead distribution, a robust, full-feature program, such as our Lead Management Automation™ platform, must enable your marketing department and sales team to effectively manage leads to achieve maximum sales effectiveness. There are several key functions that should be available […]
Mix Up Your Marketing and Invest in the Best Lead Management Solution
Mix up your marketing and be sure to invest in the best lead management software. Before we start talking about our ultimate goal – lead management solutions – let’s get into some background. Brad Miller at Search Engine Watch recently penned an article discussing how the future of SEO is based on today’s search marketing […]
The Consequences of Poor Lead Management
Infographics are an easy, eye-catching way to discuss issues in today’s B2B environment. We recognize how helpful infographics can be in developing a lead management strategy. So we’ve produced a colorful, extensive lead management chart, which should help small to mid-size companies struggling with how they should manage their lead generation process. We call it, […]
Download this infographic.
Quick Questions that will help Qualify Leads
The ability to qualify leads and prioritize them based on their potential for conversion is priceless. However, before a company can put a lead scoring plan into place, they will first need to understand what constitutes a quality lead. By asking the right questions, a company can build an effective profile that will capture leads […]
Scoring Leads from Marketing Qualified Lead to Sales Qualified Lead
Effective B2B lead management involves more than simply preventing viable leads from falling off the radar. The effectiveness of a lead management program is really measured by how well it moves suspects from marketing qualified leads (MQL) to sales qualified leads (SQL). The difference between the two statuses can represent tens of thousands of dollars […]
The Final Steps toward Effective Lead Qualification
For some companies there may be no shortage of leads. But how does the marketing team pass off the most qualified leads to your sales department? The answer is to take action that ensures your leads are ready to buy. This post is the second of a two-part series addressing effective lead qualification strategies. Create […]
B2B Marketers need Marketing Automation and Lead Scoring
As the global marketplace expands due to the power of the internet, B2B Marketers need to rise to the challenge and start thinking in terms of large-scale strategies. B2B marketers need marketing automation and lead scoring. They need to market to businesses that are searching for resources online. This is important since every company with an online presence who […]
When Does Your Marketing Qualified Lead Become a Sales Qualified Lead?
How does your company define a lead as “qualified”? Are the leads that fit a demographic/firmographic profile and respond to marketing touchpoints considered qualified? Your marketing and sales departments may disagree on which leads are truly qualified to become a sales opportunity. In this post we look at when your marketing qualified lead (MQL) becomes […]
Common Lead Scoring Mistakes – Part 2
As we mentioned in an earlier post, Common Lead Scoring Mistakes – Part 1, there is sometimes a lack of sales effectiveness when using a lead scoring system. Often this is a result of poor lead management. In this post, we discuss two issues: the first one concerns what sales agents do with leads that […]
Common Lead Scoring Mistakes – Part 1
Lead scoring can be a valuable asset to your sales department. Prioritizing leads so sales agents are focused on opportunities with the highest conversion potential increases sales effectiveness. However, there are some common lead scoring mistakes that companies make when they use their lead scoring system improperly. We want to share several common mistakes that […]
5 Ways Marketing Automation Simplifies Sales Tasks
Any automated task provides exceptional time-saving opportunities for businesses to both increase sales funnels and effectively raise ROI. Marketing automation, simply defined as any software platform which streamlines automated tasks for marketing departments, provides an avenue for employees to specifically require certain contingencies which software executes. When viewing the grand scheme of marketing processes altogether, […]
