The beginning of a new year is a great time to reflect on your progress over the past 12 months and more importantly, plan how you want to grow and change in the upcoming year. Your business resolutions may look Continue reading →
One thing you can always count on is that sales representatives like to make money. During the final months of the year, they’re aggressively focused on closing (winning!) business in order to maximize their compensation plans.
Generating, qualifying and delivering leads to the sales organization is only part of an effective lead generation initiative. Successful marketing managers are also focused on accelerating pipeline and ensuring marketing’s contribution to revenue.
Many companies are utilizing digital nurturing as an important component of their marketing strategy. However, frequently marketers are missing a “human-touch” element. Consequently, they are missing an opportunity to proactively engage with their top prospects and increase their pipeline with Continue reading →
Several years ago IBM coined the acronym “BANT” when training their sales team on what they should look for in a qualified lead (BANT = Budget + Authority + Need + Timeframe). Many B2B marketing departments and agencies are Continue reading →
The term “lead nurturing” is commonly seen and heard in marketing publications, in marketing blogs and at B2B marketing events. Defined as “a relationship-building approach utilizing multiple media to provide relevant information tailored to prospects while engaging in an ongoing Continue reading →
Lead Nurturing has been a hot button over the last several years especially as marketing automation has become more and more of a standard in today marketing world. While most email nurturing engines offer lead scoring as an option, it Continue reading →
Even in the B2B world, cold calling and teleprospecting can be viewed as intrusive and self-serving. However, for those marketing and sales professionals who take the time to deliver a respectful, thoughtful approach, teleprospecting will initiate meaningful conversations with decision-makers, Continue reading →