Hence in a Lead generation process it is very important for marketing folks to pull in the sales team and establish the criteria for ’sales ready Leads’ They should even establish a metrics of sales accepted Leads to sales rejected leads and also put together a Lead nurturing process and research process to convert rejected leads to accepted Leads. If you sell your products primarily to purchasing managers, it’s unlikely that a sales ready Lead would have the job title of administrative assistant. The sooner they plan to buy the hotter the Lead. MORE >>

Hence in a Lead generation process it is very important for marketing folks to pull in the sales team and establish the criteria for ’sales ready Leads’ They should even establish a metrics of sales accepted Leads to sales rejected leads and also put together a Lead nurturing process and research process to convert rejected leads to accepted Leads. If you sell your products primarily to purchasing managers, it’s unlikely that a sales ready Lead would have the job title of administrative assistant. The sooner they plan to buy the hotter the Lead. MORE >>

The B2B buying process has undergone a sea change in the last decade or so. even a good purchase decision begins at home or in this case within your company. Marketing automation is a solution which assists your marketing team in finding more qualitative leads and prioritizing them, understanding the needs and requirements of these leads, easing the process of nurturing them when not sale-ready and measuring the return on the company’s marketing investment and marketing department’s contribution to the revenue generation process within the company. MORE >>

Marketing automation can play a key role in the retention process: It improves customer data quality, provides location intelligence and consolidates data from multiple sources to a single view. The ability to assess customer needs is the foundation of marketing, and marketing automation enhances that process immeasurably. Understanding purchase cycle behavior on a large scale and reacting to it in meaningful ways is one of the most powerful capabilities at a marketer’s disposal. Do our current best practices hurt customer intimacy or enhance it? Or is it a wash? MORE >>

Enterprise buying decisions are taken by multiple people, hence to understand the stage of decision making process an enterprise buyer is in, it is imperative to understand the roles of different people who participate in the decision making process. Since the role of each of these visitors is different in the decision making process, looking at the kind of content researched and the time spent on the site can give an idea on the role of the visitors in decision making process and the stage of decision making their company could be in. Finding Visitor Type. MORE >>