Remove sales

The Point

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Why is Inside Sales So Scared of Lead Nurturing?

The Point

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Marketo creates task in CRM to remind BDR to call lead 1 week later. Wait 2 weeks.

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How Quickly Should I Suspend or Delete Non-Responsive Leads?

The Point

There are multiple, legitimate reasons to suspend or even delete non-responsive leads from your mailing lists or CRM database: * Non-responsive leads can weigh down engagement rates and create a distorted view of campaign metrics. What best practices should we put in place?

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Take a Sales Guy to Lunch: Bridging the Sales & Marketing Divide

The Point

It’s no secret that I am a fervent evangelist for marketing automation, and at our agency we see the real-life benefits every day in the form of clients generating higher conversion rates, more qualified leads, and shorter sales cycles. Sales management and executives, however, are focused on hitting monthly and quarterly targets. (HS)

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MDF Funds & How to Use Them

The Point

In uncertain economic times, Market Development Funds (MDF) can be a precious resource for channel partners (resellers, distributors, ISVs) looking for budget to fund sales and marketing activity. If you do invest in lead generation, set clear expectations for sales follow-up. Many will even help write the proposal to apply for funds.

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Exegraphics – What They Are & How They’re Changing B2B Marketing

The Point

Account-Based Marketing (ABM) programs are especially prone to unscientific methods of target account selection, as in: “these are the accounts that sales says they want to go after.”

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The Risks of Over-Reliance on Late-Stage Content

The Point

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.

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Content Selling: How Sales Can Better Leverage Marketing Content

The Point

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. We call that approach Content Selling. (HS)