help Sales Cycle Related Topics 
The Effective Marketer
FEBRUARY 19, 2013
Others don’t want to “abandon” leads they have already generated and argue for more nurturing campaigns with content that will guide those leads down to eventually close a sale. I believe it is a matter of understanding a few important things before making a decision, such as: How long is your sales cycle?
The Effective Marketer
SEPTEMBER 11, 2013
The best way I found to get the conversation started is to follow a simple framework that looks at the buyer’s journey, the sales person’s needs, and matches that up with different types of content that helps sales take the prospect through the sales cycle up to closing the deal. Content Framework.
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The Effective Marketer
SEPTEMBER 11, 2013
The best way I found to get the conversation started is to follow a simple framework that looks at the buyer’s journey, the sales person’s needs, and matches that up with different types of content that helps sales take the prospect through the sales cycle up to closing the deal. Content Framework.
The Effective Marketer
FEBRUARY 9, 2012
can help you further spread the word about the content and multiply the number of new views you generate (and thus the number of shares, likes, etc.). The mixing of both Inbound and Outbound Marketing programs helps with: Brand recognition. Shorten sales cycle. Lets sale show when their prospects are engaging online.
The Effective Marketer
JUNE 1, 2011
The magic relies on the higher conversion rates throughout the sales cycle. But how are processes helping make sure the system works? According to Sirius, Marketing Automation technology paired with good processes can yield 4x to 5x the number of closed deals. It’s About Content and Processes.
The Effective Marketer
JUNE 1, 2012
Step 1: Sales and Marketing Alignment and Documentation. If you did your marketing automation purchase following best practices, the sales team (or at least sales management) was involved to help make the selection. If not, stop what you are doing and meet with the sales leadership. Step 2: Buyer Personas.
The Effective Marketer
MARCH 22, 2012
Create (generation of “original” demand, focusing on quality, i.e. generating a better lead for sales). Nurture (care and feeding of prospects that aren’t ready for sales or that have fallen out of the waterfall). Enable (help reps increase productivity, both for sales and marketing-sourced demand).
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