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 […]
Need for Marketing Automation
Marketing automation is gaining wide adoption as a standard technology used by sales and marketing teams of all sizes. A sea change in how B2B buyers buy and marketers market requires a new look at techniques to better align sales and marketing teams, gain control over marketing programs, measure marketing effectiveness, and strengthen the sales […]
White Papers
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 […]
Increase Sales Productivity
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 […]
Tracking Website Visitors
Lead Liaison gets lots of leads daily by tracking website visitors that interact with our marketing assets. In this article, we’ll discuss the opportunity created by website visitor tracking, explain how technology enables tracking, and summarize our website visitor tracking solution so you can begin finding new leads for your company today. Benefit of tracking […]
B2B Buyers
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 Best Practices
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 […]
