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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 […]

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 […]

Anonymous Website Visitors – Great Visibility for Marketing and Sales

At LeadLife, not only do we have a feature within our marketing automation system to identify companies that are on your website, but we also offer it as a free tool. It occurred to us years ago how valuable this feature – called Visitor Insights – can be to marketing and sales departments. This feature […]

So you need to define a MQL – now what?

Many of us have already heard about the stat that says prospects are going through 60% of the buy cycle before talking to a sales rep.  Companies are now starting to get more sophisticated in their approach and instead of sending raw leads over to the sales team for little results, they are tracking and […]

Is Your Marketing Strategy Leaking Leads? Here’s How Marketing Automation Can Help

Agencies are being held accountable for the sales their marketing campaigns are driving. Marketing is no longer subjective, but a defined approach to increase ROI. It is essential agencies not only focus on the top of the funnel, but also insert their strategies into the middle of the funnel as well. One of the most […]

Increasing your Marketing ROI through Digital Behavior Tracking

Tracking, measuring, then increasing Marketing ROI is on the forefront of clients’ minds…and it’s important you deliver. Marketing ROI is often looked at as the number of unique email opens, an increase in traffic to the website or a number of downloads. However, real ROI is more than that. Marketing ROI should be measured by […]

What does lead nurturing mean to a digital agency?

It’s probably safe to assume the majority of your clients would like to drive more qualified leads, get more value out of the lead generation dollars they are spending, and know the ROI of their marketing campaigns.   So it’s probably fair to say that lead nurturing can greatly benefit a number of your clients’ businesses.  […]

If Everyone Knows It’s Broke, Why Don’t They Fix It?

It’s interesting…. I was at a networking meeting the other night with a bunch of CEOs of small to midsize companies.  Of course you do the proverbial approach person, introduce yourself, ask their name (name tags certainly are saviors) and ask what their company does.  When it gets to my turn to tell them about […]

The Right Tool (and Focus) for the Job

My dad called laughing to tell me about a lawn care worker he saw removing dandelions with a pick shovel. In his opinion, not only was it overkill in the choice of the tool but he pointed out that the worker was actually doing more damage than good by leaving large divots all over what […]