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

CEO, CMO, CSO, Drip Marketing, Lead Management, Lead Nurturing, Lead Prioritization, lead segmentation, Lead to Revenue, Lead Tracking, LeadLife's Marketing Automation Software, Marketing Automation Software, Uncategorized

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

CEO, CMO, CSO, Lead Generation, Lead Management, Lead Nurturing, Lead Prioritization, Lead Tracking, Marketing Automation Software

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 [...]

Nurture to Call – When’s the Right Time?

CEO, CMO, CSO, Drip Marketing, Lead Generation, Lead Management, Lead Nurturing, Lead Prioritization, Lead Tracking, LeadLife's Marketing Automation Software, Marketing Automation Software, Uncategorized

  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 [...]

The Struggling Sales Executive

CEO, Email Marketing, Lead Generation, Lead Nurturing, Lead Prioritization, Lead Tracking, Marketing Automation Software

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 [...]

Right Person, Right Time – Increasing First Call Success Rates

Lead Nurturing, Lead Prioritization, Lead Scoring

Imagine a perfect world where every outbound phone call ended in a closed sale for your company. Although an unlikely scenario, marketing automation software can increase those odds. According to a recent study by Aberdeen Research, companies that use marketing automation had 107% better lead conversion rates. The sales process can be extremely time consuming [...]

Stepping Stones to Successful Lead Management

Lead Management, Lead Nurturing, Lead Prioritization, Lead Scoring, Marketing Automation Software

Many marketers know they need, and desperately want, lead management systems and processes, but are worried about their ability to implement them. Marketers are all resource-constrained, so the question is, “How can they start down the path of improved lead management without overhauling their entire operations in a lengthy three to six-month implementation?” The good news [...]

Webinar: Gain Greater Visibility & Build a Pipeline that Never Leaks

Lead Management, Lead Nurturing, Lead Prioritization, Lead Scoring, Lead Tracking

Is the lack of visibility into your sales pipeline causing constraints within your organization? On average 16% of the total leads that are deemed “sales-ready opportunities” actually close. So you might ask what’s happening to the remaining 84% of possible opportunities, and how are they being handled. These are real opportunities that have a good [...]