Hive9

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The CRM “lead” conundrum: Why did they have to get it so wrong and cause so many problems?

Hive9

I am talking about the word “lead” with regard to marketing and CRM systems. We have gotten it completely wrong for decades, and it has caused a great deal of problems and unnecessary expense for many organizations.

CRM 176
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Turn Leads into Customer Advocates

Hive9

It’s marketer’s job is to attract new leads. That’s an oversimplification, of course, but for many marketing departments, bringing in new leads is treated as the core focus. But what then?

Leads 100
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The Foundation of a Successful Agile Marketing Team: Centralization

Hive9

In the fourth season of The Office , Michael Scott, laden with financial troubles, decided he needed to declare bankruptcy, leading him to announce to his colleagues, “I declare bankruptcy!” In the marketing world, the same can be said for deciding to adopt an entirely new approach for your team.

Planning 147
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How to Figure Out Your Next Best Move Using Data

Hive9

It’s every marketer’s job. It’s what you do every time you sit down with your team to conduct marketing planning and shape the next campaign. You’re trying to figure out the next best move to take that will improve your brand visibility, earn you new leads, and ultimately lead to more revenue.

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Blueprint to a Successful B2B Webinar

Hive9

Webinars are widely regarded as one of the best tools for conversion that marketers have, and for good reason. In a lot of cases, it’s the touch point that launches prospects from the general lead pool into the category of sales qualified leads or even to the point of purchase.

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Understanding Your Pipeline Velocity for Better Budget Planning

Hive9

Your marketing analytics have a lot to tell you. They can help you identify the customers worth the most to you, the marketing activities contributing the most to revenue , and the sequence of actions most likely to lead to a sale.

Planning 106
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The Reverse Waterfall: I Need How Many Inquiries to Hit My Revenue Target?!

Hive9

Developing a demand waterfall is a critical exercise for your marketing organization. You’re likely already using this methodology to refine your approach to lead follow-up and ensure no interest generated falls through the cracks.