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Let’s Get Back to the Basics

Last week, I was on a panel for the Outsourcing Institute in NYC, geared toward sales and marketing executives of service provider companies. Most of these companies are multi-nationals with fairly good-sized sales and marketing teams. While I was there to speak, what was really interesting to me is that I realized just how many […]

Lead Nurturing Success: Customers Say It Best

I just got off a webinar that we did with The Outsourcing Institute and one of our customers, RunE2E.  RunE2E’s Chief Marketing Officer, Alex Gramling, gave a detailed snapshot of how they moved from email marketing to nurturing campaigns that provided them with better lead quality and a 20% increase in pipeline opportunities. It’s always […]

The Need for Digital Marketing Talent

I recently read an article in Direct Marketing News titled “CMOs Declare 2013 the Year of Digital.” It certainly wasn’t surprising to hear about the increasing need for CMOs to spend more on digital strategies and activities. What was perhaps surprising, however, was the talent-related points it made with regard to individuals within companies and […]

Simplifying Relevant Content Creation

I was reading a MarketingProfs article the other day called “A Three-Step Approach for Linking Content and Behavior: Measuring Relevancy.” The article was very good and showed how relevancy is a key measure we all struggle to obtain. The article suggested that complex modeling is often the only true way to evaluate how relevant your […]

Content Success Depends on Your Data

I recently read a MarketingProfs article that delved into the need for good data, including what kind of data is really considered good and how you can use it to your advantage in lead generation/nurturing programs. The article had some interesting points: People are not giving up much information early in the process like they […]

Is Your Lead Nurturing Engine Getting the “Fuel” It Needs?

Reading an interesting article in MarketingProfs the other day prompted me to think about our customer base and content creation. The article, titled “B2Bs Lack Collaborative Processes for Content Creation,” referenced a study conducted by Corporate Visions on how content is created within organizations today. The gist of it was this: Although businesses are waking […]

Marketing Automation ROI – Are you “still working on it”?

On Wednesday, I presented a webinar with the Outsourcing Institute about the shifts that are occurring in marketing and sales to drive profitability in businesses.  There were some interesting questions and polling information that came from the attendees. Specifically, marketing and sales departments are still struggling to move out of the legacy lead management process […]

The Early Bird Does Not Always Catch the Worm

When is the best time to send emails? Since marketing is a combination of art and science, the answer is that “it depends.” I recently read two very valuable articles from MarketingProfs regarding email marketing. “Five A/B Tests You Should Use” emphasizes the need to test key options in email presentation to determine which work […]

Nurturing Without the Right Content is Impossible

We speak to so many prospects that are desperate for our help – both in terms of the services we offer and our marketing automation technology. Such demand is certainly great for us, but as we start to do our discovery of each customer, we tend to recognize a common denominator between these companies that […]