The Point

JANUARY 17, 2019

Some years ago, our firm conducted a lead management audit for a technology client who was struggling to convert raw, inbound inquiries into sales qualified leads. 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.

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

The Point

APRIL 1, 2014

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

The Point

APRIL 16, 2019

Add in the fact that B2B sales cycles are typically long and complex (meaning that advertisers may not see ROI for weeks or months), and it becomes clear that thriving in today’s SEM landscape requires getting a lot of things right. Is the offer appropriate for the likely sales stage of the prospect? Photo by Charles on Unsplash.

Cost per Acquisition 235

Cost per Acquisition Paid Search Agency Campaigns Cost Per Click 235

The Point

JANUARY 14, 2014

In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. Probably not.

Lead Ranking 100

Lead Ranking Marketing Automation Services Marketing Qualified Leads Sales Leads 100

The Point

MARCH 12, 2012

Here are some highlights from the original report: “The chances of reaching a new sales lead drop over 10x if you wait longer than the first hour of shown interest, and the odds of qualifying that lead decrease 6x after the first 60 minutes”. It’s a win-win for both sales AND marketing. Big mistake. What’s the solution?

Top of Funnel 100

Top of Funnel Bandwidth Sales Qualified Leads Marketing Automation 100

The Point

MARCH 13, 2013

Studies show that responding to new sales leads promptly, literally within minutes, can have a dramatic impact on the rate at which those leads are qualified, and the speed at which they convert to opportunities and, ultimately, deals. Integrate both early- and late-stage offers.

Autoresponders 100

Autoresponders Effectiveness Trade Show Bandwidth 100

The Point

NOVEMBER 4, 2010

Our inside sales reps are fairly prompt about following up with all leads by phone. My response: Most all of our clients combine email and phone follow-up – i.e. inside sales calls combined with some kind of automated email response. Why do I need to set up automated email response as well?”. Here are the key reasons: 1.

Lead Scoring 100

Lead Scoring Lead Ranking Telemarketing Process 100