sales Buy Related Topics 
LeadSloth
AUGUST 24, 2010
On Thursday I’m presenting a webinar with Treehouse Interactive , called “Lead Nurturing 101″ One of the registrants sent me the following question: How much of this webinar will be about content, i.e. exactly what to say in each subsequent email in a series designed to move someone from prospect stage to buying stage?
LeadSloth
OCTOBER 26, 2010
It would be great if you can move towards the development of buying personas – so you can model what segmentation has been most profitable. Relevant content is not just about the content the user cares about, but also what is important to them at the phase of the buying cycle they are in. Is the lead every “touched” by sales again?
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LeadSloth
NOVEMBER 16, 2010
Often, this is based on product, company size, industry or sales channel (direct, partner, affiliate). Several people had worked with the sales team to better understand the buying process, and one company even started a user experience group to better understand the customers. Email Sent on Behalf of Sales Reps.
LeadSloth
OCTOBER 18, 2010
It mentions the importance of valuable content, the increasingly longer sales cycles and the “consumerized&# B2B sales processes. They think strategically about their sales & marketing processes. Once I tried to implement advanced lead management processes without the budget to buy a Marketing Automation system.
LeadSloth
AUGUST 11, 2010
For example, the complex sale is usually unique to B2B selling, and that’s when you would map content to stages in the buying cycle. Steve Woods, The Buying Process; Auditing your Content Assets. Steve Woods, Buyer Roles, Buying Stages, and Perception Challenges. My focus is on B2B, rather than B2C.
LeadSloth
APRIL 15, 2010
When do you send leads to sales? 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. Sales Handover. Data Quality.
LeadSloth
AUGUST 27, 2009
Buyers have moved online, which has had a major impact on the buying process. 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.
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