lead nurturing

Hiring Sales People and Ensuring Their Success

Hiring Sales People and Ensuring Their Success

Are you hiring sales people? Are you nervous about how to on-board them and teach them the processes that lead to success? Has your company’s past sales training process consisted mainly of a few days of product training and a list of potential customers and a pat on the back? Have you decided it’s time … Continue reading

Lead Nurturing, the No-Brainer for Sales Growth

Lead Nurturing, the No-Brainer for Sales Growth

Do you have a lead nurturing plan?  Are you leaving that up to your salespeople to manage? Every sales manager knows that sales people very commonly have a tough time managing to follow up consistently with active customers and leads.  If you’re expecting them to also keep in touch with cold leads, you’re asking them … Continue reading

Why Combine CRM and Marketing Automation

Why Combine CRM and Marketing Automation

The benefits of combining CRM and marketing automation are tremendous and very profitable.  In fact, one of the primary reasons businesses decide to implement their first CRM solution is to get their customer and prospect list organized to enable email marketing and other outreach. Frank Paterno detailed these benefits here.  A few of the highlights … Continue reading

Email Marketing for Sales Teams: Best Practices

Email Marketing for Sales Teams: Best Practices

Email marketing is not one thing. There’s a lot that goes into it.  The most effective emails are those that are created with a very specific purpose and a very targeted audience in mind.  Small and medium sized businesses often miss the mark with email marketing.  Of course, so do the big guys.  The causes … Continue reading

Easy Steps to Start Nurturing Leads

Easy Steps to Start Nurturing Leads

Your spending a lot of time and money generating leads and only a small percentage turn into customers initially. 79% of new leads are not ready to purchase yet.  Can you stay in touch with them for weeks, months or even years as they go through their own buying process? Lead Nurturing consistently yields 15 … Continue reading

Buyer Engagement: Breakingdown the Buying Cycle

Buyer Engagement: Breakingdown the Buying Cycle

There’s a lot out there about the Buyer Engagement Cycle or the Buying Cycle.  For B2B sales teams, it’s important to break the process down into finer detail than most marketing folks typically do.   The common Buying Cycle goes like this: Awareness, Interest, Consideration/Trial, Purchase, Support, Loyalty, Advocacy A crucial aspect of this cycle … Continue reading

Can Sales Teams do Email Marketing?

Can Sales Teams do Email Marketing?

I bet you didn’t know you’re already in the email marketing business, big time! How many people on your staff are sending emails to clients? How many of those emails are directly impacting the client’s relationship with your company and your revenue? Of course, sales teams are the greatest example of this!  Every time they … Continue reading