sales Database Marketing Related Topics 
The Point
JUNE 29, 2009
Here’s an interesting post by Mike Damphousse of Green Leads that I found through Funnelholic (thanks Craig) on how lead nurturing impacts the effectiveness of calling campaigns designed to secure qualified sales appointments.
The Point
MAY 6, 2010
Fortunately, and to the client’s credit, they had firm metrics for each stage through which a raw inquiry ultimately converted to a sale. For other companies, the decision of whether or not to take the plunge into marketing automation is less of a slam-dunk. How efficiently do raw sales inquiries convert into qualified prospects?
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The Point
MARCH 18, 2014
But let’s say your sales team wants to go after 200 “target accounts” within the financial services industry. However, as I wrote in a recent post , inbound marketing isn’t always an option. In those select situations, list buys still have their place.
The Point
OCTOBER 26, 2010
lengthening sales cycles during a down economy and the desire to support sales reps who are reluctant to dedicate their valuable time to nurturing buyers throughout that process. Marketing automation helps eliminate marketing waste. which leads merit sales investment and which don’t.) The Changing Role of Email.
The Point
JULY 15, 2010
Salesforce.com is a dominant player in the CRM category and an integral part of many companies’ lead management, database marketing, and demand generation programs. DT: Well, the biggest misconception about Salesforce is that it’s something Sales reps like and Marketing folks don’t. HS: Thanks David!
The Point
NOVEMBER 24, 2009
A client asks: “Now that we have our marketing automation system in place, is it really necessary to use registration forms in our lead nurturing (follow-up) campaigns? After all, we already know who these people are, correct? Can we do without?”.
The Point
FEBRUARY 4, 2011
My response: Based on our firm’s experience , the most common benefits of marketing automation are these: 1. Improved consistency of follow-up to all new leads independent of sales bandwidth. Increased sales productivity due to better identification of sales-ready leads.
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