The good news about inbound marketing is that it can help you attract high volumes of leads. The challenge then becomes, how do you separate the good, quality leads from the people who are just starting to look around? That’s where lead management , and specifically, lead scoring comes in. With lead scoring, you can attach values to each of your leads based on their professional information and the behavior they’ve exhibited on your website. Decide if Your Business Needs Lead Scoring. Maybe not. Company Type/Industry. MORE >>

As every marketer knows, we exist in a point in time where paradigm-shifting innovations require us to constantly evaluate our programs and the value they deliver. With the growing expectation that marketing departments will increase revenue and cut costs, being able to quantify the results from previous programs and then predict the financial impact of future efforts are becoming must-do items. Check out the job boards; most senior marketing positions are being defined with a requirement for statistical analysis. How do you determine marketing ROI? Hurry up. MORE >>

As the amount of computing power and number of solutions targeted at the front office increases, so too has the appetite to measure sales and marketing productivity and effectiveness. Traditionally, the Sales team is a little ahead of marketing in terms of their comfort level when talking with management about conversion rates, win-loss ratios, pipe-to-close, sales velocity etc. Sales mangers have taken those low level metrics and used them to help build sophisticated models for forecasting and trending bookings. Multidude of Marketing Metrics. MORE >>

If you’re going to count the time and rates to engage, listen, and monitor social media as part of your ROI calculations, then you’d better start applying that same logic to your paid search agency, your digital agency, your ad agency, internal marketing staff, and any marketing consultants.  So before we look at calculating ROI of social media let’s understand the following: Social media marketing IS marketing; and that means the goal is leads and sales; no argument there. All marketing must contribute to revenue. Lead/Conversion Metrics. MORE >>

It has always been Sales that is responsible for the revenue, measuring how leads move from one stage to the other, with the ‘Funnel’ as the foundation. The Sales Funnel signifies how the funnel entry, where large volumes of leads enter the system, becomes narrower with the passage of time. Let us examine the different adaptations of the Sales Funnel and the Evolution of the Marketing Funnel: Traditional Funne l. We start with the traditional Sales Funnel, which is basic and is focussed on showing the transformation of leads to customers. MORE >>