The Point

JANUARY 14, 2014

But when this study, and the many before it, show conclusively that the speed at which companies respond to leads has a dramatic effect on the rate at which those leads convert to opportunities, why not make the investment? Probably not. A footnote: Software Advice restricted their study to domestic (US) traffic only.

Lead Ranking 100

Lead Ranking Marketing Automation Services Marketing Qualified Leads Sales Leads 100

The Point

OCTOBER 8, 2020

For more companies than not, marketing success is rarely about convincing a given individual, on a given day, to buy what it is you’re selling. Rather, it’s a question of being the company that the buyer finds, or thinks of first, when the relevant need occurs. You can quibble with the percentage, but, overall, she had a point.

Demand Generation Agencies 173

Demand Generation Agencies Paid Search Agency Advertising Agencies Marketing Agencies 1 173

The Point

APRIL 21, 2010

How do you reinvent a company blog in a way that does more than simply provide a platform for thought leadership? Like many companies, Navicure’s corporate blog had evolved organically over time, and the marketing team was looking to leverage social media for more than just PR value.

Demand Generation Agencies 100

Demand Generation Agencies Sales Leads Paid Search Agency Work Management 100

The Point

AUGUST 25, 2020

To better help our clients plan, design, operationalize, and scale their ABM strategies , the team at Spear developed a workbook designed to assist companies in assessing their ABM readiness. Industry, Company Size, Installed Technologies, Other). Contact Data. Target Account List. – Has a Target Account List been defined?

Ideal Customer Profiles 147

Ideal Customer Profiles Account Based Marketing ABM Lead Ranking 147

The Point

JUNE 24, 2022

How should companies adapt their demand generation playbook to better serve the needs of the self-serve buyer? However, companies planning their content strategy would be wise to consider every opportunity to identify and leverage third-party sources. Key Finding 1: Buyers have all but replaced vendor-provided content.

Top of Funnel 130

Top of Funnel Cold Calling B2B Demand Generation 130

The Point

JANUARY 17, 2019

At this particular company, all leads flowed first to a team of Sales Development Reps (SDRs), and were required to be contacted and qualified by that team before proceeding further along the funnel. During the audit, it became quickly apparent that one of the major issues was at the very front end of the lead qualification process.

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

The Point

SEPTEMBER 21, 2017

Now, not only was I not ready, I barely remember what his company does. That’s because I haven’t had any communication from him or his company in the last 6 months that wasn’t a direct solicitation to do business with the firm. Provide a checkbox on the registration form to request immediate sales contact; or.

Lead Nurturing 224

Lead Nurturing Sales Qualified Leads Lead Ranking Lead Scoring 224

The Point

JUNE 25, 2019

Yet, for all the interest, precious few B2B companies achieve the holy grail of knowing exactly how – and where – their marketing investment impacts revenue. An effective lead management process captures information like stage, lead/contact status, opportunity status, and deal amount. What do your leads and accounts look like?

Marketing Attribution 242

Marketing Attribution Work Management Marketing Management Marketing Automation Services 242

The Point

SEPTEMBER 24, 2019

Don’t be fooled into thinking that only California companies need pay attention. Any company that does business in California, markets to California residents, or has annual gross revenues in excess of $25 million, is subject to CCPA. First, if your company is already CASL- and GDPR-compliant, you’re most of the way there.

B2B Marketing 220

B2B Marketing Advertising Agencies Privacy Policies B2B 220

The Point

FEBRUARY 27, 2018

Of these, GDPR is the most far-reaching in that it not only impacts email communication (the focus of CAN-SPAM and CASL) but also the way companies gather, store, protect, share, and utilize personal data. Simply cloning your CASL program for EU leads and contacts will give you a great starting point for building out a GDPR program.

Privacy Policies 231

Privacy Policies Marketing Automation Services B2B Marketing Marketing Management 231

The Point

OCTOBER 15, 2019

3) you could be generating the wrong types of leads altogether, namely either people that simply aren’t ready to engage with sales, or perhaps the wrong titles at the wrong companies. 2) lead nurturing. may not be doing enough to educate the prospect , “warm up” the lead, or drive additional engagement, or. Account-Based Marketing (ABM).

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

The Point

JUNE 20, 2018

In the marketplace, this disparity between, on the one hand, the appeal of ABM as a marketing strategy, and, on the other, the resources required to make it work, creates a conundrum for those companies eager to give ABM a try but unwilling to make the investment required as a first step. In most cases, the answer is no.

Account Based Marketing 168

Account Based Marketing ABM Multi-Channel Cost per Lead 168

The Point

FEBRUARY 28, 2023

Weaving that story into content, ads, and other campaign assets will help your company stand out. To learn how we work with channel partners looking to maximize their use of MDF funds, contact us to schedule a free consultation with our BD team. The post MDF Funds & How to Use Them appeared first on The Point.

Demand Generation Agencies 147

Demand Generation Agencies Advertising Agencies CMS Development Work Management 147

The Point

MAY 17, 2021

Marketers are often under pressure to evaluate lead gen programs very quickly, often within weeks, and to declare success (or failure) based on the rate at which those contacts convert to sales-ready leads and pipeline, even if the average sales cycle for their product is weeks or months longer than the window of measurement.

Marketing Management 207

Marketing Management Paid Search Agency Buying Cycle Demand Generation Agencies 207

The Point

NOVEMBER 13, 2018

Marketers can’t know what laws are coming down the legislative pike, but there are ways to be prepared, and to minimize the wholesale disruption and process upheaval many companies faced in May of 2018, when GDPR went into effect. Not quite ready to wipe your database clean and start over?

Trust Marketing 133

Trust Marketing Privacy Opt-out Opt-in 133

The Point

AUGUST 27, 2019

Or opt for LinkedIn’s Lead Gen Forms, which generate a pre-populated contact form inside the app. Poor Company Page. Expect that some percentage of people who view your Sponsored Content will opt to click through to your company page. business) email address. Audience Size. Only testing will tell.

Paid Content 241

Paid Content Advertising Agencies Linkedin Advertisements 241

The Point

MARCH 7, 2019

HS) Despite what you might hear in some circles, email still has a major role to play in most companies’ demand gen strategies. DGR) What other channels/tools are companies using to augment their email marketing strategies? However, these days it’s less likely to be a standalone channel. Direct mail? Chat bots?). (HS)

Deliverability 150

Deliverability Account Based Marketing ABM Demand Generation Agencies 150

The Point

MAY 28, 2019

Like so many other trends that first take root in the consumer realm, B2B companies are starting to take note, to the point where chatbots – programs designed to simulate (and stimulate) conversation with online users – are being heralded as the “next big thing” in B2B marketing. They’re a complementary technology.

Demand Generation Agencies 127

Demand Generation Agencies Demand Generation Demand Top of Funnel 127

The Point

OCTOBER 3, 2012

Even while fewer than 30 percent of contacts on average actually change companies (your numbers may be higher depending on the industries you serve, or even target geographies), one thing is certain: the data you have in your CRM database on an individual customer or prospect is likely to be outdated after a mere 12 months.

InsideView 100

InsideView Zoominfo Content Landing Pages 100

The Point

AUGUST 8, 2013

Web page activity is a useful measuring stick to gauge a prospect’s interest in your company and solution, but not all Web pages are created equal. Some lower-value pages, “careers” for example, may even merit negative scores, whereas more high-value pages, say: “pricing” or “contact”, should be awarded relatively more points.

Lead Scoring 100

Lead Scoring Lead Ranking Sales Qualified Leads Marketo 100

The Point

FEBRUARY 11, 2013

In 2011, she became President and CEO of Full Circle CRM , a company dedicated to helping VPs of Marketing use Salesforce.com to get accurate and useful performance data about marketing campaigns. I sat down with her recently to find out more about her company and what makes their solution different.

Marketing Automation Services 100

Marketing Automation Services Salesforce.com Campaigns Budget Programs 100

The Point

JANUARY 13, 2017

In an era when the average business buyer only contacts a brand when he/she is 67 percent through the buying process , there’s every reason to make sure that you’re reaching prospective customers at every stage of their research, not just when they’re ready to buy.

SEM 100

SEM Paid Search Agency Marketing & Strategy Sales Qualified Leads 100

The Point

NOVEMBER 22, 2016

In a nutshell, the process is: lead comes in, SDR contacts leads, if no response, he/she moves that lead to the nurture program. Currently we have a bunch of leads sitting in that “contacted” stage. Our SDR manager wants his reps to qualify all the leads rather than put them immediately in the nurture program.

Lead Nurturing 100

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Ranking 100

The Point

JULY 1, 2019

programs and hand off leads to sales at the first opportunity, but there are more incremental steps that companies can take to ensure – if buyers are indeed ready to engage earlier in the process – that they have the opportunity to do so. Now, I’m not about to advocate that we all dismantle our lead nurturing. For example: * Lead Scoring.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Ranking 124

The Point

DECEMBER 12, 2014

So, for example, in that earlier post I wrote: “Be cautious with customer logos, award icons, and gushing quotes of praise for your company or product. Testimonials of this type can detract from the primary offer and create the aura of a sales pitch for your company that runs counter to the information of value the reader is searching for.”.

Landing Pages 100

Landing Pages Lead Ranking Lead Scoring PPC 100

The Point

MARCH 12, 2012

And yet, I’m finding in the course of our firm’s work that many companies don’t consider lead follow-up a priority. In a ground-breaking report back in 2007, the people at InsideSales.com reported some startling statistics about just how quickly companies should follow up on Web leads, and the repercussions of not doing so.

Top of Funnel 100

Top of Funnel Bandwidth Sales Qualified Leads Marketing Automation 100

The Point

OCTOBER 25, 2017

you ensure that a prospect feeling the pain that you can solve is more likely to engage with your company, even if he/she wasn’t scheduled to hear from you on that day, or (just as likely) that particular individual didn’t happen to make it onto your contact list.

Account Based Marketing 127

Account Based Marketing Demand Generation Agencies ABM Paid Social Agency 127

The Point

AUGUST 16, 2016

Origami Logic is a marketing analytics company and a global leader in marketing performance measurement. The company’s technology helps large brands master their marketing performance by unifying and refining their vast array of marketing data, across every channel and platform, so they can see what’s working and what’s not.

Microsite 100

Microsite Campaigns Demand Generation Agencies Brand Identity 100

The Point

MARCH 18, 2014

Over at marketing automation firm Marketo , CEO Phil Fernandez just wrote a full-throated rant against the evils of unsolicited email and purchased email lists used indiscriminately: “How does anyone think that these are sensible emails to send to the CEO of a fast-growing public company? Stop buying lists.

Demand Generation Agencies 100

Demand Generation Agencies Advertising Agencies Marketo Demand Generation 100

The Point

SEPTEMBER 4, 2012

Daniel explains: “If your sales force has a long list of leads they still haven’t contacted, you can dial up friction to reduce the overall number of leads but acquire higher-quality leads that go straight to sales with a clear priority attached to them.”. Except that is not always a bad thing.”. Wait, what? Sorry Daniel, but I disagree.

Landing Pages 100

Landing Pages Conversion Rate Lead Qualification Peer-to-peer 100

The Point

APRIL 1, 2014

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.”. Put another way, the number of deals credited to telesales qualification increased 700 percent.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Lead Ranking Lead Scoring 100

The Point

JUNE 8, 2016

Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign. That’s not because email is going away any time soon.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Account Based Marketing Leads 100

The Point

OCTOBER 30, 2013

If you utilize a marketing automation platform, the registration form on your landing page will be pre-populated with the prospect’s contact information, so conceivably all he/she has to do is click on the “submit” button. With a landing page, you’ll at least have the opportunity to capture his or her contact information.

Lead Nurturing 100

Lead Nurturing Lead Ranking Lead Scoring Landing Pages 100

The Point

DECEMBER 18, 2012

And that means that 1) the decision to re-engage with your company is placed entirely in the prospect’s hands, and 2) he or she will likely only engage with you at the very tail end of the sales cycle. Outdated contact information will forever remain inaccurate because the prospect is never provided the opportunity to correct it.

Lead Ranking 100

Lead Ranking Lead Generation Sales Qualified Leads Marketing Websites 100

The Point

AUGUST 18, 2014

Research has long suggested that the majority of leads generated by trade shows never receive follow-up by company representatives. A prompt, professional, tailored response is a great way to make your company stand out from the competition who may take days or weeks to respond. Most trade show leads are routinely ignored by sales.

Trade Show 100

Trade Show Campaigns Tips Lead Nurturing 100

The Point

APRIL 22, 2016

Our firm produces dozens of client email campaigns every month, and for almost all of those clients (mostly B2B technology companies ) we use responsive design across the board – for both emails and landing pages – to ensure that campaigns render optimally on mobile devices. Well, not so fast. Shorten email copy for mobile users.

Design 100

Design Landing Pages Marketing & Strategy Mobile Marketing 100

The Point

FEBRUARY 24, 2011

Call me a data point of one, but the company that makes those phone calls to my desk is someone with whom I’d never want to do business. They claim that “contacting potential customers six times is the best way to maximize conversion rates without overtaxing staff resources.” However, here’s where I think the argument falls apart.

Leads360 100

Leads360 Sales Leads Telemarketing Leads 100