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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 [...]

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 [...]

Forecasting 2013 Marketing Automation Success: Lessons Learned in 2012

CEO, CMO, Lead Generation, Lead Management, Lead Nurturing, LeadLife's Marketing Automation Software, Marketing Automation Software, Marketing Metrics

CRM Magazine recently ran my commentary on what I see as being important for marketers to know in 2013, and lessons we all can learn from 2012. Unlike typical vendors in our field, LeadLife has chosen a different path – one that includes experts that help customers with strategy, content and execution. This has provided me [...]

Lead Nurturing Success: Customers Say It Best

CMO, Lead Management, Lead Nurturing, lead segmentation, Lead Tracking, LeadLife's Marketing Automation Software, Marketing Automation Software, Webinars

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 [...]

Simplifying Relevant Content Creation

Content Creation, Lead Management, Lead Nurturing, lead segmentation, LeadLife's Marketing Automation Software

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 [...]

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

CEO, CMO, Content Creation, Drip Marketing, Email Marketing, Lead Nurturing, LeadLife's Marketing Automation Software, Marketing Automation Software

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”?

CEO, CMO, Lead Management, Lead Nurturing, LeadLife's Marketing Automation Software, Uncategorized

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 [...]

Automation Vs. No Automation: The Stark Contrast Continues

CEO, CMO, Lead Management, LeadLife's Marketing Automation Software, Marketing Automation Software, Marketing Metrics

I just read a really good research report, titled the “2012 Lead Generation Marketing Effectiveness Study,” that was recently published by the Lenskold Group. The report was full of interesting tidbits, including this: The majority of companies – 51 percent – responding to the survey had an integrated marketing automation system (one that is integrated [...]