According to Hubspot, 53% of marketers say that at least half of their entire budget is dedicated to lead generation, but more than 90% of the leads they generate never result in sales. The takeaway: marketers tend to pay far more attention to lead generation than to actually moving those leads through the sales funnel […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]
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 […]