Marketing Blog & News

Multi-touch Strategies: Using a Mix of Media in Lead Generation

Let imagine for a moment, the perfect marketing world. You or someone from your team reaches out for the first time to a prospect precisely when they have a need, they are willing to speak with a sales rep immediately, and sales eagerly takes the lead and closes it. As marketers, we know that this is rarely reality. Instead, it takes 14 touches on average to move a contact from prospect to a sales ready lead. How should you effectively integrate these touches into your marketing plan so that the prospects do not feel that they are being stalked?

Many marketing organizations contact their prospect database in a rapid-fire shotgun approach- hitting the audience sporadically without a cohesive strategy. This tactic will result in a percentage of