All posts tagged Lead Nurturing

5 Ways to Effectively Manage Leads

by JFung on January 12, 2012 in B2B Best Practices, Lead Scoring, Marketing Automation with No comments
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1. Respond to Leads According to where they are in the Sales Process

Lead scoring is essential to the lead management process. The better understanding we have of the nature of a lead in terms of how sales-ready it is or how ‘hot’ it may be, the better does our decision-making process become. When we know that a lead hasn’t met a particular set of criteria, we know that it is still ‘warm’ and needs more marketing-related activities in order to be ready to be passed off to sales. Leads are very delicate when it comes to engagement, and sophisticated marketers know and value this most. Brash or out of turn action can cause negative effects in the short- and long-term. It is important to respect each lead in the buying cycle and respond accordingly.

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The Value of a Good CRM

by JFung on November 16, 2011 in CRM Integrations with No comments
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As an account manager and a sales rep., your most important asset is your ability to have access to every piece of information pertaining to each contact, lead, opportunity and client. It’s true when they say that knowledge is power, and this is especially so in the sales environment – where sales reps. are the front line of business acquisition and require knowledge to manage customers while effectively nurturing and growing a viable client-base.

This is why CRM training is so important, because it makes all these good things actually happen. Neglecting to take advantage of all the functionalities that a good CRM offers, sales reps. become only as effective as their customer knowledge.

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Enabling Sales with Effective Lead Scoring

by JFung on November 4, 2011 in B2B Best Practices, Lead Scoring, Marketing Automation with No comments
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Lead scoring gives marketing and sales teams an objective definition of lead quality while keeping sales team focused on the best leads while increasing close rates and identifying better opportunities. In a study of ten B2B organizations using lead scoring systems, Eloqua found that, on average, deal close rates increased by 30%, company revenue increased by 18% and the revenue per deal increased by 17%.

According to Aberdeen Research, companies that get lead scoring right have a 192% higher average lead qualification rate than those that do not. For this reason, it becomes important for organizations to make sure marketing and sales agree about lead quality while the absence of a process that works to fix this issue actually becomes a big threat to achieving revenue goals.

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5 Ways Your Marketing Performance might be getting in the way of your Revenue Growth

by JFung on November 2, 2011 in B2B Best Practices, Marketing Automation with No comments
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The challenge that many companies face in terms of their marketing performance is that their marketing processes aren’t always operating at the most effective and efficient levels. Conversely, companies that spend their time focusing on key performance indicators (KPIs) are able to make the kind of adjustments that tremendously boost conversion rates.

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Effective Sales Strategy: Are you keeping your eyes open to the role that Marketing Plays in Closing More Business?

by JFung on October 31, 2011 in Other with No comments
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As sales reps. are focused on meeting revenue goals, how do we better influence the resources that are available to us in order to close more business? Yes, marketing is already working to produce leads for us, but how do we tighten the process of being happy about sales-ready leads and improving closing rates by better understanding what role marketing can play in order to help?

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