Biznology

MARCH 28, 2016

A CRM with web forms can help automate your lead management process. With this feature, when a user enters their contact information into the form on your webpage, that information will automatically transfer to your CRM to start your sales funnel. Layout Matters. A little effort goes a long way in terms of conversions.

Lead Generation 80

Lead Generation Activities Marketing Websites Generation 80

Biznology

JANUARY 6, 2016

Jim Obermayer, founder of the Sales Lead Management Association. I’ve known Jim for years as a consultant and author specializing in lead management—a generally under-appreciated subject that Jim uniquely understood to be a critical success factor in business selling. These people are making a welcome contribution.

B2B Marketing 48

B2B Marketing PointClear Work Management B2B 48

Biznology

JANUARY 23, 2013

To reach cold prospects among business audiences, sales and marketing teams often begin by developing a list of prospective targets. Response files created as a by-product of other businesses, like catalog/e-commerce sales, seminars, trade organization memberships, or magazine and newsletter subscriptions. Photo credit: Wikipedia.

Acquisitions 80

Acquisitions B2B Marketing Salesforce.com Work Management 80

Biznology

FEBRUARY 25, 2013

So close rates on referred leads tend to be high. The only problem is: you can’t expect to meet your sales quota through referral alone. Here are four tips for generating more leads through referral. Don’t go into the referral-request business if you don’t have a solid lead management system in place.

Business 80

Business Best Practices Sales Qualified Leads Enterprise Management 80

Biznology

MARCH 19, 2018

The enterprise that has reached digital maturity tracks customer activity on their website to understand what offerings the visitors are interested in, and they score customer activity at the individual level so they can connect the customers with an offer or a sales rep at the exact time they’re ready for that connection. Like this post?

Digital Transformation 164

Digital Transformation Lead Scoring Lead Ranking Enterprise Management 164

Biznology

AUGUST 28, 2014

I thought it was widely understood by now that staying in touch with a prospect who has shown some interest in your product or service can triple, even quadruple, lead-to-sales conversion rates. The tone of the messaging needs to be informative and helpful, instead of sales-y. See the attached chart for an example.

Lead Nurturing 80

Lead Nurturing Peer-to-peer B2B Marketing Lead Scoring 80

Biznology

DECEMBER 15, 2015

Have you made any small tests in a portion of our massive online universe that can show a marked positive change in our visitors, our engagement, and our sales? There’s more but I don’t get some of it as I am not a sales maven. How many hours would an MAS save you? Then again, will that MAS be like your gym membership?

Marketing Automation Services 80

Marketing Automation Services Marketing Websites Enterprise Management Work Management 80

Biznology

JULY 28, 2016

These are not sales conversations. If you don’t have a solid lead management process in your company, don’t spend a penny on events. This extremely effective technique is often overlooked. In face to face, your teammates are the medium at the event. And the message. But they can be learned. Put the event in its larger context.

Marketing Analytics Tools 80

Marketing Analytics Tools B2B Marketing Trade Show B2B 80

Biznology

JANUARY 29, 2014

Their data shows that companies using automation combined with a reasonable lead management process—inquiry generation, qualification, nurturing and hand off to sales—produced four times the sales volume of companies with automation but with weaker processes.

Marketing Automation Services 80

Marketing Automation Services Work Management Marketing Automation Marketing Management 80

Biznology

FEBRUARY 27, 2015

You’ll have a better chance of landing more customers in each category if you spend time customizing each sales funnel. Use a lead-collecting CRM like Insightly to easily create a form asking for important data. Once a lead enters information, it’s added directly to your CRM database, where you can start marketing to that prospect.

Marketing Management 80

Marketing Management Top of Funnel Content Marketing Landing Pages 80

Biznology

AUGUST 24, 2012

Which media channel is really driving the sale, they ask. But what we really want to know is: 1) How do my prospects buy, and how can I make their journey easier, faster, and more likely to result in a sale for my company? Photo credit: dolphinsdock. Have you noticed how marketers are focusing on attribution these days?

Marketing Attribution 80

Marketing Attribution Multi-Touch Attribution B2B Marketing Multi-Channel 80