Justin McGill — March 26, 2018 — March 26, 2018 These sales terms get thrown around all the time. But what really is the difference between a Prospect vs Lead vs Opportunity? There’s so much confusion around prospect vs lead, lead vs opportunity, prospect vs opportunity. Are they all the same? Terminology in sales isn’t … Continue reading Prospect vs Lead vs Opportunity – What’s the Difference?
Kevin George — February 6, 2018 Follow @imkevin_monk — February 6, 2018 Ever entered the bookstore, and bought the first book you saw, not knowing anything about the book? Never! You have shown interest, just by picking up the book. Your first instinct is to check the plot. If there are testimonials from the top … Continue reading Role of Email Automation in Lead Nurturing
Nicole Blanckenberg — February 1, 2018 Follow @https://twitter.com/StoreYaCom — February 1, 2018 Is it just me who is starting to feel like I am being punched in the face by offers and information? With some 30% of all online users now reported to be using ad blockers to help limit this bombardment, I have a … Continue reading Hot or Not? Find Out How These 4 Lead Capturing Tactics Measure Up
Contributor Seth Price discusses how automation, content marketing and eliminating limits to follow-ups will improve the success of your lead nurturing efforts. Seth Price on August 22, 2017 There’s no shortage of resources available on best practices for generating leads. Today, you can find a sea of advice on landing page optimization, content marketing … Continue reading The 3 undisputed truths about lead nurturing
How can marketing better align with sales? Contributor Sweta Patel walks you through the ins and outs of building a lead-scoring plan and the metrics for tracking lead-scoring success. Sweta Patel on July 18, 2017 These days, customer journeys look less like a yellow brick road and more like an endless maze with numerous … Continue reading Lead scoring: A bridge from marketing to actual sales
Marketers are often responsible for generating leads, but columnist Elizabeth Laird explains how they can also help move those leads down the sales funnel. Elizabeth Laird on July 17, 2017 When it comes to lead generation, quality is the name of the game. A paid media campaign may generate a record number of leads, … Continue reading How marketers’ influence can expand beyond lead gen: Utilizing remarketing for nurturing leads
Matt Goldman — June 1, 2017 Follow @TheOriginalBull— June 1, 2017 Well managed leads are the best starting point towards your business’s growth; and even minor slips in their handling can easily spell the difference between losing and gaining a new customer. Since its introduction to the sales pipeline, the automated distribution process has completely … Continue reading The Time-Saving Capabilities of Lead Distribution Software
Matt Goldman — May 18, 2017 Follow @TheOriginalBull— May 18, 2017 Not much has changed in the 60 years since IBM first formalized sales channel management with the BANT approach. When IBM first developed BANT, the objective was to create a basic sales call structure designed to find marketing qualified leads for their salespeople. It … Continue reading Are BANT Qualified Leads Actually Hurting SaaS and PaaS Sales?
Dan Sincavage — May 14, 2017 Follow @dansincavage— May 14, 2017 Although companies sometimes advertise to millions of people, not all of them will be interested in purchasing the business’s products. Which people or businesses are likely to buy? The lead qualification process seeks to answer this question. A sales department that can focus on … Continue reading Finding the Needle in the Haystack: How to Qualify Leads
John Oechsle — March 22, 2017 Follow @hjoech— March 22, 2017 Try reverse engineering your sales to better nurture your leads Do you remember your first sale? The thrill of having someone effectively say, “What you have is valuable and I want to pay you for it!” It’s exciting and never gets old, right? So … Continue reading The Art of Small Business Lead Nurturing in 2017