Demand Generation Lead Scoring Process 
Sales Engine
AUGUST 2, 2017
Most marketing and sales leaders in the business-to-business world know that nurturing leads is important. In this article, we look at a case study of lead nurturing that finds that nurtured leads were three times more likely to convert to sales-accepted leads than traditional marketing-qualified leads.
Sales Engine
AUGUST 22, 2016
Because we are now in a position to generate consistent, value-added content for our prospects and customers, driving people to our new website is a much easier proposition,” said Traxler. Another big change First Rate made was to their sales follow up process. What’s next for First Rate’s Marketing Efforts?
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Sales Engine
AUGUST 22, 2016
Because we are now in a position to generate consistent, value-added content for our prospects and customers, driving people to our new website is a much easier proposition,” said Traxler. Another big change First Rate made was to their sales follow up process. What’s next for First Rate’s Marketing Efforts?
Sales Engine
JUNE 20, 2016
Most marketing and sales leaders in the business-to-business world know that nurturing leads is essential to maintain a digital connection with buyers who want to learn about a business pain, product, or service—but who are not yet interested in talking to a sales person. The sales rep rejects the lead altogether.
Sales Engine
MARCH 28, 2016
Many companies have focused on increasing their inbound traffic for new leads to combat tighter spam regulations and more concentrated email filters. But increasing web traffic without a thorough conversion strategy is just branding and awareness— that won’t supply enough leads to salespeople to hit your revenue growth targets.
Sales Engine
MAY 11, 2016
The problem has been that many have invested in the technology first while grossly underestimating the amount of content needed to get value from their investments. B2B lead generation is all about conversions. So for many underfunded and over-mandated marketing departments, these technologies sit on the shelf.”
Sales Engine
OCTOBER 27, 2015
What’s the right way to follow up on content to turn leads into sales conversations? Remember, people at the beginning of the sales process don’t want to talk to a salesperson — and they don’t have to anymore. This of course will vary in every organization depending on your overall sales process. Nurture, nurture, nurture.
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