Why you are not reaching your audience

A recent survey of 550 sales executives found that 60% of the companies do not properly align their offers to target customer segments (Bain & Company, “Mastering the new reality of sales”). That’s like trying to sell a vegan on a new double bacon chili cheese burger. A company is simply spinning its wheels (read: […]

5 Easy Ways to Increase Your Clients’ Landing Page Conversions

An effective landing page optimization strategy can have a substantial impact on your clients’ marketing ROI. In fact, according to Ion Interactive, 73% of marketing professionals that create, test and optimize landing pages achieve a 100% lift in their conversion rate. We have put together a list of the top 5 easiest ways to increase […]

How department frenemies hurt your pipeline

fren•e•my [fren-uh-mee] (noun): A person or group that is friendly toward another because the relationship brings benefits, but harbors feelings of resentment or rivalry Let’s be honest, your marketing and sales teams aren’t bosom buddies. Heck, they likely aren’t even pals. For the majority of companies today, they are “frenemies.” In fact a recent survey […]

How to Implement an Integrated Lead Scoring Strategy for your Clients

The more leads you send to sales the better, right? Not really. The challenge with generating a high volume of leads is separating the good, quality leads from the people who are just clicking around. This is where a lead management strategy, specifically lead scoring, comes in. Before you begin diving into the lead scoring […]

Getting the the buy-in for revising your lead management process

Revising your lead management process is do-able without completely disrupting your current processes or changing the entire culture of the organization. The most important tip is to start small. Mapping out a strategy is essential, understanding what makes sense for your company is key, but work to implement these changes in phases. We all must […]

Cold to close should be a natural process for leads

Lately there has been a lot of discussion about how salespeople need to embrace the concept of early stage nurturing and how if done correctly, can make qualification through closing a very natural process. We’ve seen some issues within our customer base where there’s a gap between thought leadership nurturing and conversion.  The customer is […]

6 Lead Management Tactics to Drive Client Success

Lead Management is a comprehensive marketing and sales strategy that utilizes lead nurturing and marketing automation to drive client revenue. Lead management allows you to track, capture, respond and manage client leads. 1.       Work directly with sales to determine when a lead is ‘sales ready’ We cannot stress this point enough. In order to provide […]

Implementing a Marketing Qualified Lead Strategy for Your Clients

What is a Marketing Qualified Lead? A Marketing Qualified Lead (MQL) is a prospect that is more likely to be a customer compared to other leads based on their digital activity before converting. As a Marketing Agency, if you only send MQL’s to your clients, then Sales spends less time qualifying a lead and more […]

5 Resolutions That Will Make Your Lead Nurturing More Successful

The start of a new year gives us the opportunity to revise, re-evaluate and revitalize. While New Years’ resolutions are often personal goals and objectives, it’s often a good time to look at what we are doing professionally as well. This time of the year affords us the opportunity to make sure our programs are […]