The Point

JANUARY 24, 2013

Key to designing an effective lead nurturing program is taking stock of your current lead management process. Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing.

Lead Management 100

Lead Management Process Work Management Sales Qualified Leads 100

The Point

MAY 6, 2010

Or even if the processes with which those leads are shepherded along the sales cycle are woefully inadequate, a company may not generate the volume of inquiries necessary in order for marketing automation to make a difference. Inevitably, much of the business case for a marketing automation solution comes down to intangibles.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100

The Point

NOVEMBER 15, 2010

Verticals are often the first place marketers look when segmenting a lead nurturing program, but sometimes that priority is misguided. This is one example where content can drive segmentation. It’s tempting to want your lead nurturing program to magically guide the prospect seamlessly through the sales cycle.

Lead Nurturing 100

Lead Nurturing Segmentation Sales Qualified Leads Campaigns 100

The Point

DECEMBER 15, 2020

Here are some tips to keep in mind when deciding when to finally suspend or remove those leads that aren’t showing signs of life: * Define what you mean by “non-responsive.” ” Opens and clicks, for example, are very different metrics.

Lead Scoring 162

Lead Scoring Lead Ranking Leads Lead 162

Customer Experience Matrix

JANUARY 31, 2010

Project management is especially powerful. Plans can automatically modify themselves in response to events: for example, if a piece of copy is rejected, the system can add a new set of review and revision steps. Lead scoring supports multiple scores per person, which is typical in high-end demand generation systems.

Paid Search Agency 120

Paid Search Agency Work Management Marketing Management Resource Management 120

The Point

SEPTEMBER 6, 2011

All this presents real challenges for both demand generation and lead management. The company must direct end user inquiries promptly and efficiently to the sales channel, while responding to prospective partners and end users with a message tailored to iDirect’s specific experience in that company’s market.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

The Point

MARCH 27, 2013

A client writes: I attended a Webinar recently at which one of the speakers prescribed scheduling lead nurturing emails on different days of the week – for example: newsletters on Mondays, product announcements on Tuesdays, Webinar invitations on Wednesdays, etc.

Webinar Metrics 100

Webinar Metrics Autoresponders Lead Nurturing Sales Qualified Leads 100