First off, let’s define what a lead qualification is. Lead qualification is a requirement that a prospect meets and this contributes to, whether or not they have a high chance of purchasing and are ready for sales engagement. There is no precise way of telling they are ready or not. This would be like asking [...]
Researchers estimate that United States firms alone spent US $1.51 billion on email marketing in 2011 and will grow to $2.468 billion by 2016. Research from MarketingSherpa's 2012 B2B Marketing Benchmark Report shows that the email marketing strategy for most B2B marketers still predominantly revolves around sending mass emails to a marketer’s entire mailing list. [...]
Marketers can no longer sit back and "buy attention" through mass media and then rely on professional salespeople to step in to guide buyers from discovery call through close. Engaging the changed buyer requires new insight. Search is the new sales person. "The buyer searching for information must be educated. Perceptions must change. Objections must [...]
Many early-stage sales engagements happen almost exclusively online today sales and marketing executives who understand and plan for this will increase revenue. Buyers do not need a sales rep until they are further along in the discovery phase. These buyers are researching online, receiving and forwarding emails. These online behaviors can give us important clues [...]
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 [...]
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. [...]
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 [...]
Facebook is an excellent solution for reaching out to a large audience. The social networking monster is becoming more and more popular for companies as a way to market their business. Their audiences are provided with information that is very accessible and it is easy for them to engage since Facebook is so big. Since [...]
Lead nurturing is the process of building a meaningful relationship with prospects that are not ready to buy and moving them through your sales funnel by engaging, communicating, and "keeping in touch" with them regardless of time. While nurturing leads, you always want to maintain that permission to continue to educate them until they are [...]