The Point

NOVEMBER 5, 2009

Recently I sat down with Barbara Angius Saxby, founder of Accelent Consulting , to discuss the role of new technologies in helping companies achieve what Barbara calls “process excellence.” Barbara’s firm helps clients achieve business growth through strategic marketing management, sales leadership, and business process alignment.

Salesforce.com 100

Salesforce.com Eloqua Work Management Marketing Management 100

The Point

JUNE 8, 2016

Here are 5 ways to expand your lead nurturing program beyond the inbox: • Telesales – often, inside sales plays only a reactive role in the lead nurturing process, responding when prospects engage with the nurture program or show other signs of interest. But direct mail doesn’t have to be a “batch” process.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Account Based Marketing Leads 100

The Point

FEBRUARY 13, 2013

You can download a free copy of the ebook – 100 pages on everything you need to know about marketing automation – what it is, how it’s different from CRM, common features, keys to success, and more – by clicking here. How easy is it to customize the system to our specific business model and/or sales process? Finance, ERP).

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100

The Point

MARCH 13, 2013

One reason is that sales bandwidth ebbs and flows, so, for example, if you return from a trade show and dump 3,000 leads into your CRM system, you can bet that some of those leads aren’t going to hear from anyone in sales for days or weeks, if at all. Integrate both early- and late-stage offers.

Autoresponders 100

Autoresponders Effectiveness Trade Show Bandwidth 100

The Point

FEBRUARY 4, 2011

When you dump 200 leads into the CRM database following a trade show, marketing automation guarantees that every one of those leads hears from your company in a timely fashion. Shortened sales cycles due to more systematic nurturing of leads through the selling process.

Marketing Automation 100

Marketing Automation Automation Bandwidth Cost per Lead 100

The Point

MAY 6, 2010

Or even if the processes with which those leads are shepherded along the sales cycle are woefully inadequate, a company may not generate the volume of inquiries necessary in order for marketing automation to make a difference. Where in the current sales and marketing process will the software make a difference?

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Automation 100

The Point

SEPTEMBER 6, 2011

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. In order to improve the pace and rate at which raw inquiries converted to opportunities and deals, iDirect made the decision to improve both the systems used to manage leads and the processes behind them.

Lead Nurturing 100

Lead Nurturing Lead Scoring Sales Qualified Leads Lead Ranking 100

The Point

JUNE 18, 2013

DC) Content Marketing is a major weapon for marketers, but it hasn’t always translated into value in the selling process. And it’s also no surprise why we found that a major issue that salespeople have with marketing in general is what they perceive as a lack of relevant content to use in their sales process. Secondly: measurement.

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

The Point

OCTOBER 26, 2010

* lengthening sales cycles during a down economy and the desire to support sales reps who are reluctant to dedicate their valuable time to nurturing buyers throughout that process. Tags: B2B Marketing CRM Database Marketing Lead Management Lead Nurturing Marketing Automation.

Marketing Automation Services 100

Marketing Automation Services Work Management Marketing Management Marketing Budget 100

The Point

APRIL 18, 2011

At a recent marketing conference I attended, an exec from CRM giant Salesforce.com tagged video as far and away their heaviest focus for new marketing investment, but not all of us have the same kind of marketing spend at our disposal. The process was remarkably simple and hassle-free. So why don’t more B2B companies use video?

Cost 100

Cost Video Marketing Effectiveness Microsite 100

The Point

FEBRUARY 11, 2014

Marketing automation and CRM have now become mature, so Captora can now attack the ineffectiveness across the top of funnel. In the process, we accelerate new leads, at a lower CPL, by engaging conversion-ready buyers before they’ve found your company (or your competitors).

Paid Content 100

Paid Content Demand Generation Agencies Cost per Lead Lead Ranking 100

The Point

JANUARY 6, 2014

If you don’t have that capability in place, look at marketing automation platforms like Marketo or reporting solutions like Full Circle CRM that can give you the data you’re looking for. is not a question to be asking in the creative process. Make content a part of every campaign planning discussion. What’s the offer going to be?”

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Autoresponders 100

The Point

JANUARY 17, 2013

What business processes are you hoping to improve? Generate 10 deals per quarter from contacts already in our CRM database. And it’s that end goal, the business objective, that should be the true measuring stick for the year. Ask yourself: why lead nurturing? What sales and marketing metrics are you hoping to impact?

Demand Generation Agencies 100

Demand Generation Agencies Demand Generation Demand Generation 100