Lead Nurturing
Make an intelligent and informed decision to ensure success with your marketing automation system.
Lead lifecycle refers to how we manage the life of a lead (or contact or prospect depending on your terminology) from the moment it shows up in the system to deal close. The lead lifecycle defines where a lead can live, how a lead moves along, and what we do with a lead at each stage.
Companies typically use a lead lifecycle model for two primary reasons:
1) Preventing sales leads (and potential sales leads) from falling through the cracks
2) Reporting on conversion rates through each…
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In the final part of our Marketing in a Downturn series, we’re examining the importance of getting your sales and marketing teams aligned. (Read Part 1: Lead Generation and Nurture and Part 2: Content, Content, Content.)
Historically, the relationship between marketing and sales has been (to put it politely) problematic, with lots of finger-pointing, and lots of valuable sales leads falling through the gaps between the two functions. But in an age of cautious spending, no company can…
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We welcome Leslie Griffey, Marketing Content Manager at Xactly Corporation, as a guest blogger.
Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work. Rewarding people to do it well is even trickier business. A good lead generation team keeps your sales team fed and focused on closing deals. It fills your pipeline, creating a steady revenue stream. The lead generation team members develop unique skills and learn how to carefully track leads to…
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It’s 10 o’clock in the morning…do you know where your leads are?
On March 6th, Brian Carroll, author of Lead Generation for the Complex Sale, shared his marketing wisdom as part of our Revenue Masters Webinar Series. Brian’s been investigating the relationship between Sales and Marketing departments around the globe for some time. Some of the statistics he’s uncovered about lead generation and lead nurturing may shock and awe you – and could lead to fisticuffs between you and your sales…
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Fast forward to 2012, and the global economy is not faring much better. While bailouts and austerity measures have helped most European countries to keep their heads above water (if only just, in some cases), those same austerity measures, coupled with the threat of a complete or partial collapse of the Eurozone, have dampened spending both by consumers and by businesses.
But while the economy has been standing still, there has been a surge in marketing creativity. B2B buying cycles…
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Years ago when I started embracing marketing automation it was because we were generating a lot of demand from trade shows, emails, seminars, webinars, search engine marketing, and of course, our website. We were not having any problems collecting names of interested parties but I was tired of “throwing everything over the fence” to our sales team without some level of qualification. Marketing automation provided the lead scoring and lead routing to help us manage our lead process…
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Brian Carroll, author of Lead Generation for the Complex Sale, writes:
It is not accurate to say that generating more sales leads is the key to hitting revenue targets. As a matter of fact, most companies need to do a better job of managing leads they already have.
Read that sentence again. I’ll wait.
It is not accurate to say that generating more sales leads is the key to hitting revenue targets. As a matter of fact, most companies need to do a better job of managing leads they…
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Part two of the follow up from our Reaching the Social Customer webinar features our very own Jon Miller, VP of Marketing and co-founder of Marketo. Jon shares his thoughts on content marketing, lead nurturing, social media, and lead generation responding to your questions that were unanswered during the live webinar. For a quick refresher, the webinar recording is now available to view on demand.
Q: From a B2B standpoint, how important is it to give information/content “free” (ie,…
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Most of us have come a long way and have witnessed how life was before Google, or even before Twitter and LinkedIn. It is difficult to imagine the world without them now!
Similarly, we have also seen how traditional marketing use works, and how we market today with the goal to get to Closed Loop Marketing to generate more revenue. In a nutshell, with a Closed Loop Marketing approach, marketers are responsible for more than branding and product updates, and need to watch customer…
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Last month at Cloudforce London, Henry Seddon of QlikView wowed the audience in his presentation entitled “Sales and Marketing Alignment: Drive Revenue and Achieve Explosive Growth”.
In August, QlikView was awarded the “Most Successful Global RPM Execution” at the 2011 Revenue Performance Excellence Awards. This set the stage for a great presentation, and flocks of Cloudforce delegates poured in to hear how Qlikview had done it.
Henry, who is the VP of Global Field and Industry…
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