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 [...]
Lately I’ve seen several blogs discussing 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 very happy that [...]
We are continually talking to CSOs about how nurturing helps drive revenue. Easy to say, but what does that really mean. How does technology and process around nurturing help fill a pipeline? As I speak to more and more VPs of Sales and sales people, I’m reminded of the potential “gold” that sits within their [...]
I’ve recently had some conversations with our clients about the best time to make an outbound call on the leads that are being nurtured. Our clients understand that making outbound calls too early in the process could actually disengage the lead from interest in their company. With b2b buyers going through 60% of their [...]
Yesterday afternoon I had the pleasure of being on a webinar with Don Wynns, VP of Business Development at ZoomInfo. The webinar was titled “The 4 Keys for Turning Cold Leads into Sales-Ready Opportunities” and focused on what is necessary to move unknown and/or cold leads into opportunities that flow through the pipeline. At LeadLife [...]
I just read a great blog post from Harvard Business Review titled “What the Marketing Agency of the Future Will Do Differently” that really hit home. I’ve been talking to a ton of marketing agencies interested in white labeling LeadLife’s marketing automation technology and services into their business because it’s a natural fit. This article [...]
It used to be that tracking and measuring traffic on your website was enough. Web analytics provide insights into where visitors are going, where they are exiting, which pages are most popular and lots more. This is tremendously valuable, but it’s no longer enough. We need to understand who’s visiting our site, specifically, what type [...]
Just this past Wednesday, I conducted a webinar with Michael Nick, the CEO of ROI4Sales, titled Three Ways Lead Nurturing Generates Demand (and Why Sales Loves It!). The event was a blast! Can you believe that marketing and sales actually can get along? More so, not only can they get along, but they can also [...]
Last week I presented at the Outsourcing Institute’s Atlanta Summit. This was one in a series of summits conducted by the organization, geared toward sales and marketing executives working for vendors that provide outsourcing services. I had previously been to the summit in NYC, as well, and a few things really ring clear after talking [...]
We have lots of conversations with people about ROI. Marketers, CFOs, and CEOs alike are focused on the best approach to tracking and computing a return on their marketing and sales investments. But what is interesting is that while there are so many variations of ROI discussions, so many of them have nothing to do [...]