LeadSloth

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7 Reasons Why Marketing Automation Projects Fail

LeadSloth

No Interesting Content. In complex B2B sales situations you cannot rely on product-centric communications, nor on discounts (&# this week 10% off!&# ). For each persona you need to have relevant content: whitepapers, blog posts, case studies, webinars, and so on. Not Enough Leads. Selling Simple Products.

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What is the ROI of Lead Management?

LeadSloth

This is the best way to get quick indicator of improvements, because waiting for the closed deal can take a while if you have a long sales cycle. They recommend to take the length of your average sales cycle to start decreasing, and twice the sales cycle to completely omit the activity. Conclusion.

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Lead Nurturing Checklist for Marketing Automation

LeadSloth

Which content is available for nurturing? 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.

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Process Turns Marketing Automation Into Revenue

LeadSloth

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. The top three issues are people , processes and content. Technology & Process Go Hand in Hand.

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B2B Marketing University: What Do You Want to Learn About?

LeadSloth

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. Buyers have moved online, which has had a major impact on the buying process.

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Marketing Automation Trends for 2010

LeadSloth

Creation of buyer-centric content. Sales & marketing alignment. Lead nurturing must match the complexity of the sales cycle: Despite the typical complexity of B2B sales cycles, B2B marketers have traditionally run very basic campaigns to match basic sales processes. Renewed focus on data quality.