Cost per lead kills companies because there is a very basic conflict of interest: One department sets quantity standards, while another department sets the budget and another group is responsible for implementing the budget and driving potential prospects in the door. This lead generation group has the responsibility to meet the quota set for quantity [...]
Lead management really comes down to the basics. In this post we outline how to approach common problems in bridging the gap between your sales and marketing departments. Symptoms of a Lead Quality Problem: Leads are delivered to sales with little, if any, specific lead-by-lead feedback. Marketing's objective defaults to quantity and CPL because there [...]
When marketing and selling to buyers it is important to understand not only why they might buy on behalf of the company, but also to understand why they might buy for their own personal reasons. Offer - the relevant message, or value proposition that you bring to the market. A great offer considers the following [...]
Media is defined as how you approach your target market. It closely relates to the market that you have segmented, targeted and qualified. It encompasses frequency, media channels, reach, calendar, audiences, creative and active reporting. Enough contact and content to engage, but enough space to respect the space and demands on a busy business prospect. [...]
"The way customers buy is changing profoundly. This mandate changes the way marketing and sales engage and develop customers. Leads that translate into qualified opportunities are at the core of the new engagement strategies. Focus on quality, rather than quantity. It provides a clear path to align critical activities to produce the best result." (David [...]
In 1885, William Lever of Lever, Bros. said, "half of the marketing money that you spend is wasted-trouble is you don't know which half." We have found that more than half of your $$$ might be wasted because marketing and sales just do not connect on lead generation. Sales doesn't follow up, or neglects to [...]
Many companies generate leads, but do not track how those leads convert into new accounts. It is important to have feedback and insight from your sales team. To really bridge this gap between sales and marketing you need to cultivate a team that cares about the others success. This Gap between lead generation and closures [...]
With so many sales and marketing buzzwords like: Drive Marketing ROI, Lead Nurturing, Efficient Conversion, Marketing Best Practice, etc... Marketing Manager can get conned into working deals that don't ever end up impacting your companies Bottom Line! The deal is that database providers, marketing automation providers, and research companies can all give a piece of [...]
Almost 83% of all professionals are on LinkedIn, and it has become arguably the number one social media platform for professionals. Businesses tend not to tap into the gold mine of possibilities like they can. The potential for business is enormous through LinkedIn if the social media platform is leveraged and used properly. LinkedIn has [...]
Are there laws for cold calling? Cold calling and lead generation have always been the front line for obtaining new business and prospects, but why are there failures in cold calling and why has it been stereotyped by many as a waste of time? People don't realize that there is much more behind cold calling [...]