Remove work

The Point

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Tips for Increasing SDR Engagement Rates

The Point

I’ve written previously in this space about how automated lead nurturing works best, not as a dumping ground for unqualified leads, but as something that works in parallel with sales development to increase lead conversions and maximize SDR productivity. But how much better if that first outreach is automated?

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Why is Inside Sales So Scared of Lead Nurturing?

The Point

In our work developing lead nurturing programs for B2B companies , we often hear statements like the following: “We won’t be implementing lead nurturing for new leads because our telesales manager says his team is following up on every lead.”.

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Why Companies Buy Marketing Automation Software

The Point

As part of a team that works regularly with companies who are either actively considering marketing automation, or have just invested in the technology, we get a first-hand view into what drives people to take the leap. . converting more existing leads over time to new, qualified opportunities.

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Think Your Inside Sales Team Has it Covered? Think Again.

The Point

And yet, I’m finding in the course of our firm’s work that many companies don’t consider lead follow-up a priority.

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5 Mistakes to Avoid in Your Next Email Campaign

The Point

In an email like this one, sub-heads serve to break up the content, but they also work to grab the reader if he/she scans the copy at a glance. Much better to convert the questions to action-oriented benefits, for example: “Pump out email campaigns quickly regardless of bandwidth or resources!”.

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An Email is Not a Campaign: the Case for Integrated Marketing

The Point

The reality of life as a professional marketer is that there is rarely, ever, enough time, budget, resources or bandwidth to plan, design, build, launch and manage every campaign as we would if we could. Yes, Option 2 seems like it’s a lot more work, but not as much as you’d think. I get that. We all make compromises.

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When & Where Should B2B Companies Outsource Marketing?

The Point

How is working with a B2B agency different/more complex than that? (HS) Fact is, there’s a lot we can contribute on a strategic level – what’s working for other companies, where to best spend your demand generation dollar – that has nothing to do with more tactical services like media and creative. (TA) Reposted with permission. (TA)