The Point
JANUARY 17, 2019
But I would argue that both points are also a business case for the integration of automated lead nurturing and sales enablement campaigns into the SDR process. In the context of the report, the first point argues for SDRs to employ other channels beyond just phone and email. The second makes the case for fast response times.
The Point
APRIL 16, 2019
A free trial or demo is likely to be only effective for “high intent” keywords relating to product categories, for example, whereas more “low intent” keywords – those relating to a trend or business issue – are better served by informational assets like white papers. Failure to Nurture Leads Correctly.
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The Point
JANUARY 14, 2014
But that doesn’t mean that you can’t use marketing automation, and a simple autoresponder program, to ensure that each and every lead receives an instantaneous response via email, regardless of sales bandwidth. Would sending an automated email to a new lead within 5 seconds have the same impact as reaching that same individual by phone?
The Point
FEBRUARY 13, 2013
How easy is it to customize the system to our specific business model and/or sales process? Have a strategy in place and orient your use of the technology (and the programs you design) towards specific sales, marketing, and business goals. Increase the efficiency and bandwidth of inside sales without adding headcount.
The Point
FEBRUARY 4, 2011
Improved consistency of follow-up to all new leads independent of sales bandwidth. Most salespeople are compensated on closed business, NOT on keeping leads warm. My response: Based on our firm’s experience , the most common benefits of marketing automation are these: 1.
The Point
MARCH 12, 2012
Besides ensuring that every lead receives prompt, systematic follow-up regardless of sales bandwidth, marketing automation also increases the productivity of an inside sales team by helping filter out junk leads (eliminating wasted calls) and prioritizing the rest based on demographic and behavioral criteria.
The Point
APRIL 1, 2014
The client had only one BDR (Business Development Representative) but was generating a reasonable volume of leads with our help, so the decision was made to automate lead nurturing as a way of ensuring that every lead was responded to effectively and consistently, regardless of the BDR’s bandwidth on a given day.
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