How do you measure e-mail marketing ROI? By the number of opens, number of clicks or number of hits on your Web site? Real ROI is more than that, and there are a few other metrics that you should track that denote success or the lack of it. E-mail marketing ROI should be measured by [...]
Just this past Wednesday, I conducted a webinar with Michael Nick, the CEO of ROI4Sales, titled Three Ways Lead Nurturing Generates Demand (and Why Sales Loves It!). The event was a blast! Can you believe that marketing and sales actually can get along? More so, not only can they get along, but they can also [...]
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 [...]
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 [...]
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 [...]
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 [...]
I just read an article in BtoB Magazine about how marketers that go to live events are there primarily to generate qualified leads. To support this, 73 percent of respondents to a recent survey by Global Experience Specialists indicated that gaining qualified leads is their key metric for success at live events. So if this [...]
Multiple lead databases don’t allow for a holistic view of a lead. What you can’t see CAN hurt your marketing-to-sales process. As I continue to talk to prospects about their marketing and sales environments, it has become increasingly apparent to me that most every company’s marketing organization has a similar issue of multiple lead databases. [...]
As we talk to marketers across companies, we are continually surprised by the level of their dissatisfaction with the current marketing-to-sales process. Many feel that something isn’t working. Salespeople are still not working about 70 percent of the leads marketing is sending them, according to MarketingSherpa. In addition, marketing budgets continue to be reduced while [...]
Do you know how many visitors are coming to your website each month? If so, do you know how they got there? How long did they stay on your site? Most importantly, what company do they work for? Which pages and resources did they look at? If you don’t know the answer to these questions, [...]