LeadSloth
AUGUST 27, 2009
There has been quite a bit of change in B2B marketing over the past couple of years. Prospects now have instant access to much more information, so marketing’s involvement reaches much further down the sales cycle: they need to nurture prospects with relevant content until they are sales-ready. Enter Silverpop.
LeadSloth
AUGUST 17, 2009
This is the best way to get quick indicator of improvements, because waiting for the closed deal can take a while if you have a long sales cycle. They recommend to take the length of your average sales cycle to start decreasing, and twice the sales cycle to completely omit the activity.
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LeadSloth
AUGUST 24, 2009
Also, lead scoring only works if you know who you want to target. In complex B2B sales situations you cannot rely on product-centric communications, nor on discounts (&# this week 10% off! Marketing Automation is ideal for long sales cycles involving many different people. No Interesting Content.
LeadSloth
APRIL 15, 2010
If you’ve never nurtured your leads, you may find sales opportunities in your existing database. This depends on many factors, including the size of your database, the average age of the leads, the lead source, and the length of your sales cycle. The longer the sales cycle, the longer you want to run a particular campaign.
LeadSloth
JANUARY 12, 2010
Several new vendors appeared on the market, many existing vendors experienced rapid growth, and Marketing Automation as a term gained popularity among B2B marketers. Adam Needles , Director, Field Marketing and B2B Marketing Evangelist, Silverpop. David Raab , Raab Associates & author, Raab Guide to Demand Generation Systems.
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