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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 [...]

Nurturing to Conversion – It Should Be Natural

CEO, CMO, Content Creation, CSO, Drip Marketing, Email Marketing, Lead Generation, Lead Management, Lead Nurturing, Lead Tracking, LeadLife's Marketing Automation Software, Marketing Automation Software

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 [...]

Second Quarter Already – How Full Is Your Pipeline?

CEO, CSO, Drip Marketing, Email Marketing, Lead Generation, Lead Nurturing, lead segmentation, Lead Tracking, LeadLife's Marketing Automation Software

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 [...]

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 [...]

Need Hot Leads? It All Starts With The Data

CMO, Content Creation, Email Marketing, Lead Generation, Lead Management, Lead Nurturing, Lead Scoring, Lead Tracking

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 [...]

Is Your Website Attracting Engaged Prospects or Mysterious Guests?

CMO, CSO, Lead Generation, lead segmentation, Lead Tracking

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 [...]

Want Customer Advocates? Start Early With Lead Nurturing

CMO, CSO, Lead Management, Lead Nurturing, lead segmentation, Lead Tracking, Marketing Automation Software

I just presented a webinar with David Nour, CEO of The Nour Group, titled “Five Keys to Creating Customer Advocates: How Effective Lead Nurturing Sets the Stage.” It was a blast! David is an international speaker and the author of many outstanding books that revolve around the concept that relationships are the greatest “off-balance-sheet” asset [...]

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 [...]