Archive | Lead Prioritization RSS feed for this section

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 […]

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 […]

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 […]

What is Proper Follow Up on a Sales Alert

I felt compelled to write this blog post about questions we get from our customers quite often: How and when should they follow up on a sales alert? Ok, well let’s start at the beginning. A sales alert is a notification sent by the LeadLife marketing automation system that tells a sales rep the details […]

What to track: CRM vs. Marketing Automation

                As with most marketing automation systems, LeadLife syncs with CRM systems.  This allows the sales team to stay in their CRM system and still get the contact’s or lead’s specific sales intelligence that the marketing automation system is providing.  Likewise, CRM data is syncing back into LeadLife […]

Why your clients should be nurturing their leads: Just the facts!

Lead nurturing is one of the most important and effective strategies in marketing, yet somehow 65% of marketers are not utilizing it (MarketingSherpa). Lead Nurturing has been proven effective. In addition, it can be a huge opportunity to increase your clients’ marketing ROI and increase your revenue. Below are our favorite lead nurturing statistics, which […]

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 […]