| | | The Effective Marketer | |  Sales + Sales Cycle | 5 articles |
| Page 1 of 1 | Previous | Next | THE EFFECTIVE MARKETER MARCH 22, 2012  The State of Demand Generation There are over 20 presentations available, ranging from Social CRM and Lead Generation, to Case Studies and Sales Enablement. Buying cycle control (you need to facilitate the buying process and understand what is required of you as a result). Create (generation of “original” demand, focusing on quality, i.e. generating a better lead for sales). Sales Programs. | THE EFFECTIVE MARKETER JUNE 1, 2012 Getting Started Guide for Marketing Automation Step 1: Sales and Marketing Alignment and Documentation. If you did your marketing automation purchase following best practices, the sales team (or at least sales management) was involved to help make the selection. If not, stop what you are doing and meet with the sales leadership. What does the sales and marketing funnels look like? How and in which stage will marketing hand leads off to sales? How will marketing get feedback from sales? Make sure to validate with sales and other relevant departments. Now what? Step 2: Buyer Personas. | | | | | |
| THE EFFECTIVE MARKETER FEBRUARY 9, 2012 When Inbound Marketing Goes Wrong Shorten sales cycle. Lets sale show when their prospects are engaging online. The fact that Inbound Marketing is taking over traditional marketing methods is not news. It seems that every eBook, blog post, and webinar is now touting content marketing and inbound marketing as the go-to strategies for the new marketers. Marketing is evolving , there is no denying that. But for those out there in the trenches, trying to follow all the advice and get their marketing engines running it is not that simple. Why Your Inbound Program Isn’t Working. Capture your target. | THE EFFECTIVE MARKETER JUNE 1, 2011 Marketing Automation is More Than Technology The magic relies on the higher conversion rates throughout the sales cycle. And when the process includes both sales and marketing working together on definitions, on content strategy, and qualification criteria companies see higher response rates overall. As the report states: With a handoff process in place, sales now accepts and processes more than 58percent of MQLs; the higher quality of these leads in turn yield a third conversion rate of roughly 49 percent to opportunity, and an increased close rate of a bit more than 23 percent. Increasing Response Rates. | THE EFFECTIVE MARKETER FEBRUARY 19, 2013 Your Content Focus: Narrow vs Wide Others don’t want to “abandon” leads they have already generated and argue for more nurturing campaigns with content that will guide those leads down to eventually close a sale. believe it is a matter of understanding a few important things before making a decision, such as: How long is your sales cycle? If you have a relatively short sales cycle, then developing content focused on driving leads down the marketing funnel to help close deals might be the best bet. These are simple, but important questions. So how do you solve this? | |
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