All posts tagged B2B Marketing

Sales Lead Management

by JFung on December 16, 2011 in B2B Best Practices with No comments
Management

Beyond lead management that takes place at the marketing level, Best-in-Class performing companies demonstrate time and time again that sales must take on the role of managing leads through a comprehensive business model too, and this is accompanied by an effective lead management solution – or a Customer Relationship Management (CRM) tool.

When a lead becomes sales-ready, it is the job of the sales department to continue engaging with the potential buyer. After all, the conversion doesn’t stop with marketing-related activities like email campaigns and dialogues that occur using dynamic content pieces and prospect-triggered messages. Sales has to make sure that engagement continues all the way to the point in which the potential buyer becomes a secured sale.

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The Role of Supportive Lead Management Processes and the Right Technologies

by JFung on December 15, 2011 in B2B Best Practices, Lead Scoring, Marketing Automation with No comments
supportive

Lead management is a combination of the kind of lead nurturing and scoring methods that allow marketers to trigger action in potential buyers by knowing all the associated behaviors of the lead as acquired from its history and activities at each sales cycle stage.

However, what’s important to consider is that there are many best practices that go beyond just lead nurturing and scoring, and these methods can be used to drive revenue growth in significant ways. Best-in-Class performers know that in order to optimize effectiveness, the right tools must be in place in order to automate the many marketing and sales processes that are associated with lead management. The right Marketing Automation platform (MAP) does not only support lead nurturing and lead scoring, but it also gives marketing the freedom to use various supportive elements in the lead management process.

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Change Management in Action: Client Overview

by JFung on December 13, 2011 in B2B Best Practices, Email Marketing, Marketing Automation, Success Stories with No comments
action

The ability to take an existing company, and completely rearrange the sum of its parts to recreate a whole new level of strategic focus and execution is a beautiful thing.

Imagine having an organization that has been in operation for 10, 20, 30 years, and implementing an entirely new business process to both its human and business dimensions in less than a month – not a small feat! It isn’t, but this doesn’t mean it doesn’t happen every day.

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Change Management: Process of Transition

by JFung on December 9, 2011 in B2B Best Practices, Marketing Automation, Other with No comments
change_management

The process of transition from one level of performance to a higher, more ingrained plane is a challenge for most companies. However, it is this process that allows organizations to perform better.

Change takes place when individuals within an organization realize that there is a needs gap that has to be met. Or In other words, they realize that somewhere in the business process there is an inefficiency or an ineffectiveness that is preventing an organization from meeting its goals.

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How New Business Processes are formed as a result of Technological Transformations

by JFung on December 5, 2011 in B2B Best Practices, Email Marketing, Marketing Automation with No comments
transformation

Knowing you aren’t operating at the performance levels that you wish you were performing at is often a very hard thing to swallow for many B2B business owners. In fact, many B2B companies face this knowledge, but are unfortunately too afraid to take the necessary steps to make effective change happen in an effort to compensate for the loss of revenue due to inefficiencies in the business process.

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