ANNUITAS
OCTOBER 17, 2010
A few years ago that simply meant generating some leads and some new names for the sales team to pursue, but we are now seeing marketing teams play an active role on engaging prospects at each stage of the buying cycle. This requires new discipline in lead management, which many B2B marketers are still getting their arms around.
Adobe Experience Cloud Blog
MARCH 3, 2011
Send pertinent messages related to where your prospect is in the buying cycle offering them information to help move them from one stage to the next. Communicate with leads in time. Too many companies lose business because of lack of timely follow up on leads. Communicate with prospects effectively.
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ANNUITAS
NOVEMBER 2, 2011
Part of the reason that executives are so hesitant to buy into marketing is that they’ve not been provided a solid business case for making the necessary marketing investments that will improve their business. Earlier in my career, I was asked to begin developing a lead management process for my employer, a $1 billion software company.
Adobe Experience Cloud Blog
MARCH 7, 2011
In spite of this reality, a recent survey of more than 100 for-profit colleges found that the median phone response per school to respond to Internet leads came in at one hour, 36 minutes.”. In addition, automated marketing tracks online activity to measure buying interest and sales-readiness.
Adobe Experience Cloud Blog
JUNE 6, 2011
As more and more data feeds in from prospects and current customers, marketers need to ensure the lead data they have is quality. Those who haven’t evolved past spreadsheets or homegrown databases may incur lower-quality data, which will result in poor lead generation.
Hubspot
SEPTEMBER 30, 2011
This is a guest blog post by Mari Anne Vanella , one of the 20 Women to Watch in Lead Management in 2011. I have seen organizations push follow ups on good leads months out, long after the prospect has forgotten the original exchange they had and are well along with evaluating (and now preferring) other vendors.
Webbiquity
FEBRUARY 14, 2011
They want to be able to engage with a vendor when they are ready and actively seek out advice, often very late in the buying cycle, and have the vendor guide them through a complex buying and problem solving process.&# Best Practices Produce Mediocre Results by iMedia Connection. ** 5 Stars. Are B2B Marketers Missing the Point?
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