LeadSloth
AUGUST 17, 2009
A proper follow-up ensures that leads are nurtured until they are ready to talk to a sales person. And - because of the nurturing - they are much better educated, making the sales person’s job a lot easier. Both papers suggest setting the duration of your nurture campaign to the length of the average sales cycle.
LeadSloth
OCTOBER 18, 2010
It mentions the importance of valuable content, the increasingly longer sales cycles and the “consumerized&# B2B sales processes. The most junior person on the marketing team is often not the right person. Today I read a blog post about 7 trends that speed up the adoption of marketing automation.
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LeadSloth
AUGUST 27, 2009
Prospects now have instant access to much more information, so marketing’s involvement reaches much further down the sales cycle: they need to nurture prospects with relevant content until they are sales-ready. I hope to meet several of my readers in person! Let me know if you’re attending.
LeadSloth
APRIL 15, 2010
If you’ve never nurtured your leads, you may find sales opportunities in your existing database. This depends on many factors, including the size of your database, the average age of the leads, the lead source, and the length of your sales cycle. The longer the sales cycle, the longer you want to run a particular campaign.
LeadSloth
JANUARY 12, 2010
In 2010, many will start to reengage with creative agencies and marketing consultancies as they realize that they can’t do everything and that finding a good marketing operations person is hard and getting harder. When measuring number of leads and cost per lead, marketing’s goals aren’t aligned with sales.
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