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.
The Point
JUNE 23, 2020
Indeed, those who announce that anything is “dead,” marketing-wise, typically have an agenda in mind, most often selling you a product or solution to facilitate whatever replaces the (allegedly) departed. But there are still 5+ billion email accounts worldwide. Email is very much alive.
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The Point
JANUARY 17, 2019
Some years ago, our firm conducted a lead management audit for a technology client who was struggling to convert raw, inbound inquiries into sales qualified leads. During the audit, it became quickly apparent that one of the major issues was at the very front end of the lead qualification process.
The Point
JUNE 5, 2018
for lead management to 3.35 However, when you consider that, in our model, a 5 represents the most advanced state of practice from a business theory perspective, and a 1 represents basic control and management of a process, you recognize how difficult the transition from 1 to 5 really is. for organization.
The Point
MARCH 22, 2019
Lead scoring – as a fundamental part of a company’s lead management strategy – has officially fallen out of fashion. An effective, accurate, trusted lead scoring model is a vital cog in a company’s overall lead management process. I would argue: no.
The Point
JULY 1, 2019
A highly tuned lead scoring program will help ensure that motivated buyers receive the appropriate attention and don’t fall through the proverbial cracks. How well does your current lead management process alert reps – be they BDRs or field reps – to high-intent behavior? Sales Alerts. Conversational Marketing.
The Point
MAY 19, 2020
Leveraging of social engagement data, through a solution like Oktopost , to inform lead score, identify topic/product interest, generate sales alerts, and direct specific leads into more relevant nurture streams based on how and if those individuals engage with social content. Photo by Marvin Meyer on Unsplash.
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