prospect Process Related Topics 
LeadSloth
AUGUST 24, 2010
On Thursday I’m presenting a webinar with Treehouse Interactive , called “Lead Nurturing 101″ One of the registrants sent me the following question: How much of this webinar will be about content, i.e. exactly what to say in each subsequent email in a series designed to move someone from prospect stage to buying stage?
LeadSloth
NOVEMBER 16, 2010
Some companies were actively capturing more information on prospects (e.g. A recurring theme is that you need to really understand the prospect. Several people had worked with the sales team to better understand the buying process, and one company even started a user experience group to better understand the customers.
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LeadSloth
JUNE 18, 2010
Effective lead nurturing will prevent prospects from falling out of the funnel before they are ready to talk to a sales person. This video is a preview of Tuesday’s webinar “ 7 Steps to Finding Untapped Revenue in Your Marketing Database “, which covers a comprehensive 7 step process to design a lead nurturing strategy.
LeadSloth
AUGUST 27, 2009
Buyers have moved online, which has had a major impact on the buying process. 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.
LeadSloth
MARCH 8, 2010
Think Facebook built into Salesforce.com: it looks just like the Facebook timeline, but it is built around your sales processes. You can follow coworkers, prospects, deals, documents but also 3rd party applications. See how your prospects respond to it. Social Media monitoring? The company newsletter was just sent out?
LeadSloth
MARCH 15, 2009
It is focused on advanced email strategies, which is an important part of the demand generation process. Using Artificial Intelligence to predict prospect behavior. Today MarketingSherpa’s Email Summit started in Miami. Most of the case studies seem to be B2C rather than B2B. Email Analytics. Email design. Mobile email marketing.
LeadSloth
AUGUST 24, 2009
Unclear Prospect Profile(s). Part of a good lead management process is knowing exactly who are involved in the sale. If possible, create personas for all people involved in the buying process. Even more: the content should match the phase in the buying process, from awareness to validation. No Interesting Content.
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