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3 Lead Management Questions Sales will Ask Marketing

It's All About Revenue

by Doug Sechrist | Tweet this Most of you regular readers have hopefully broached the sales and marketing alignment discussion within your organization and are on your way to a building a lean, mean, revenue-producing machine. A healthy lead management process transcends sales and marketing, resulting in a unified view from inquiry through opportunity to revenue. But this evolution can create some uncertainty, questions and challenges from your sales counterparts – even if they helped define it. Because of lead scoring , we now only pass on “sales ready” leads.

B2B Marketing Automation gathers steam

grow - Practical Marketing Solutions

Marketing automation software is arguably the hottest segment of the CRM industry and becoming the centerpiece of many marketing programs. The increasingly challenging B2B sales environment is forcing companies to explore new ways to market and sell their products. As a result, sales and marketing teams are facing the challenge of selling to buyers who won’t talk to their sales team.

Can the social web play a role in customer retention?

grow - Practical Marketing Solutions

This process of listening, reacting and renewal must be continual and integrated through an effective CRM system. The social web might be a tool to listen and tune-in to possible innovations and market needs but I don’t see how social networks can create sustainable switching costs in this part of the sales cycle. Digg this! A process to retain customers.