March BY JULIAN POULTER LAMP-360 MARCH 2013 WHITEPAPER: LEAD SCORING: PRIORITIZING YOUR LEAD FOLLOW UP ACTIVITIES

Save this PDF as:
 WORD  PNG  TXT  JPG

Size: px
Start display at page:

Download "March BY JULIAN POULTER LAMP-360 MARCH 2013 WHITEPAPER: LEAD SCORING: PRIORITIZING YOUR LEAD FOLLOW UP ACTIVITIES WWW.LAMP-360.COM"

Transcription

1 March WHITEPAPER: LEAD SCORING 2013 LEAD SCORING: PRIORITIZING YOUR LEAD FOLLOW UP ACTIVITIES BY JULIAN POULTER LAMP-360 MARCH Version 1 Page 1 of 12

2 Contents 1. INTRODUCTION: WHAT IS LEAD SCORING? WHY LEAD SCORING IS RELEVANT NOW? WHY LEAD SCORING IS RELEVANT FOR YOU AND YOUR BUSINESS? LEAD SCORING FUNDAMENTALS LEAD SCORING VS. MARKETING QUALIFIED LEADS (MQLS) HOW LEAD SCORING HAS MATURED DEFINING THE LEAD SCORING STRUCTURE DOCUMENT THE ENGAGEMENT SCORE DETERMINE OVERALL RATINGS MAP RATING TO ACTION HOW TO DETERMINE SCORES BEST PRACTICE IN LEAD SCORING FUTURE DEVELOPMENTS IN LEAD SCORING ABOUT LAMP Version 1 Page 2 of 12

3 1. Introduction: What is Lead Scoring? Lead scoring is an objective ranking of a sales lead which allows it to be compared to your other sales leads. This allows for your marketing and sales professionals to easily identify where in the buying cycle each prospect is and to prioritize between leads and therefore follow-up and respond appropriately. Lead scoring facilitates more efficient and effective alignment between your sales and marketing teams. Having the objective ranking, jointly established, allows for an agreed definition of a high quality lead. This creates a basis for the exchange of feedback on the quality of leads being passed to sales. Over time, this will help ensure that your marketing team passes on the best leads which can then be followed-up with by allowing prioritisation by the buyer readiness, interest and revenue potential. 2. Why Lead Scoring is relevant now? The prevalence and resourcefulness of the internet has meant that prospects are researching companies and products independently and therefore interacting with the marketing team earlier in their awareness cycle. Your marketing team will generate demand (leads) however; with earlier interaction more of these leads are not sales-ready. The commonly established method of getting these leads to the sales team is effectively sending a data-dump of a large list of names or perhaps uploading them to a sales database (CRM). After a few calls, the sales team often give up because of the poor quality of the leads. With a lack of success comes the internal conflict between departments. Obviously, this process is highly inefficient and diminishes the returns your revenue-generating teams can provide you. It can put huge strain on your sales productivity - they re becoming inefficient in their daily tasks and it s undermining a lean approach to business and it can cause sales and marketing alignment issues. In amongst the data-dump of names there will be many hot leads. These excellent sales opportunities are lost and furthermore, those leads which should have been nurtured by the marketing team have already been passed on meaning you ll have fewer sales opportunities in the future too. Also older leads assigned for nurturing can pop up again as warm or hot leads when the prospect eventually stats to get interested in your proposition again. With fewer deals available, in a highly competitive market, your sales team needs every advantage it can get. They need to be able to contact active opportunities now and have ones further back in the awareness cycle nurtured effectively so they can be converted as soon as possible. You can direct the efforts of your sales and marketing teams most effectively by using lead scoring. This allows the teams themselves to prioritise leads based on their individual profile fit for the product and level of interest. Version 1 Page 3 of 12

4 The benefits aren t limited to this though and businesses can use lead scoring to more efficiently manage their entire sales pipeline and therefore their resources. 3. Why lead scoring is relevant for you and your business? Effectively implementing lead scoring in your organisation allows the sales and marketing teams to work together more efficiently and ultimately increase the number of successful sales. Knowing about lead scoring on a personal level allows you to add more value to this process and your organisation. Lead scoring achieves more than an objective ranking of leads. Because the ranking system should be developed collaboratively by the sales and marketing teams, it provides a set of mutually agreed benchmarks for lead quality, sales follow-up and collaboration. It also gives ownership of the process to both departments, helping to reduce the placing of blame at least that which is based purely on opinion, and ensure the approach s sustainability. Lead scoring allows your teams to develop a system for ranking which prioritises quality interactions, which are known to establish high prospect interest over others. Now with a clear, objective definition of what constitutes a priority lead, the marketing team can determine where in the awareness cycle the buyer s journey has reached. From this they can appropriately follow-up with the lead. For instance, an Interested buyer may actually require further nurturing such that they reach the stage of Looking before marketing should then pass them over to the sales team. When the leads are sent over to the sales team, they will have an objective and comparative rating and it therefore becomes easier to determine how effective your sales team is at engaging prospects and closing deals. Having an established lead-scoring system implemented in your organisation gives you greater control of your sales pipeline. As you develop a trusted understanding in your ranking system through continual feedback between your sales and marketing departments you will understand more about the quality of your leads. This allows you to better predict your pipeline and revenue forecasts. With this level of consistency, it becomes easier to identify weaknesses in your pipelines whether that may be a particular product line or location. Your teams can then react, in a more proactive fashion, to reallocate resources appropriately. 4. Lead scoring fundamentals The goal of lead scoring is to objectively determine whether your lead is the right fit (profile or explicit scoring) and/or are showing the right level of interest (behavioural or implicit scoring) for your product. With this information you can follow-up accordingly. Key to effective lead scoring is developing a way of capturing information, scoring it and measuring it. In order to achieve this, you need to address the three areas of technology, people and process. You need software, such as LAMP-360 or other marketing automation technology, to effectively manage the entire process of capturing information, scoring and measuring it and passing leads to the sales team when appropriate. For people, your business will need the involvement of sales and marketing teams as well as a champion to drive the process. Finally, the process requires the sales Version 1 Page 4 of 12

5 and marketing teams to collaboratively agree a definition for a high quality lead and how leads will be transferred from marketing to sales. The overall focus of lead scoring is to generate high quality, sales-ready leads. Once a lead is qualified it needs to be passed on to tele-marketing (or inside sales) for further qualification. Telemarketing is used to further determine if a lead has the right budget, authority, need and timing. Effective, automated marketing that uses online content can drastically reduce your telemarketing costs. From this, it is decided whether the lead is sales accepted. Your sales team can then decide if the lead is a sales-qualified opportunity. Lead scoring facilitates this entire process by allowing your teams to score leads objectively and thus compare them with one another. The two scoring dimensions: Profile and Behavioural Lead scoring typically comprises two scoring dimensions which help to more accurately determine the quality and readiness of a lead. One dimension will help, but two is better. 1. Explicit data or Profile: Who the prospect is. This is information such as title, job function, industry, company size and budget. 2. Implicit data or Behavioural: How interested the prospect is. This is indicated by their interactions with you. Are they reading your whitepapers and case studies, frequently visiting your website and clicking through on call to action buttons or are they only reading your marketing s and taking no further action? A high profile score is great, but if there is no interest, it s not a good lead. High levels of engagement and interest are probably better, but if it s the wrong type of prospect, this might be a problem. Combining the two, usually works better. 5. Lead scoring vs. Marketing Qualified Leads (MQLs) This section compares the definition of a Marketing Qualified Lead or MQL against that of the lead scoring process. When a lead is first generated, normally as a result of a conversion event on a web site s landing page or in response so social media or campaign, it is a lead with very little information known about it. Over time as a result of more information being found out about the prospect and his interests, the lead becomes more qualified. Information or qualification can be obtained from: 1. Human beings speaking (or meeting) the prospect and determining his level of qualification 2. His interactions with a system such as a marketing automation system. Lead scoring as we will describe is a common approach here 3. Data values being updated in the prospect record by the software. For instance answering a Profile Survey question on a landing page form, may determine aspects of the prospects data demographic such as his industry or his intention to purchase a solution. Software can then update the contact records and take action as appropriate As the information and qualification data is built up it becomes possible to qualify the lead to the extent that it can move from marketing to sales, as a lead. Version 1 Page 5 of 12

6 The simple idea is that sales only deal with prospects and leads that are worthy of their expensive attention. The stage at which this handover occurs is the MQL, before that they are just a lead and remain in the domain of marketing. We propose that there are five generic criteria that determine an MQL, namely: 1. Profile: the prospect is the correct profile 2. Need: he has a need, a problem or a pain, otherwise he s unlikely to do anything anyway! 3. Understands our proposition: to the extent he knows he could talk to us 4. Accepts sales contact: a phone call or a meeting 5. Has a reason to move imminently: this could be a timescale defined as within 3-6 months, but depends on your sales cycle. If not, this lead is lead nurture, and should stay with marketing until it becomes a proper MQL Ensuring only MQLs are passed to sales ensures that their time is not wasted, it ensures alignment between sales and marketing and this occurs after discussion about agreeing the exact criteria for the MQL. So the question now is: How does lead scoring compare or work with MQLs?. If we accept that sales should only be passed leads at the MQL level, are leads scored at this level of quality. Well it depends! Lead scoring as we have seen already, typically scores and ranks the profile of an organisation and the interactions, expressing the prospects interests. The profile of a prospect can obviously be scored and ultimately accepting sales contact is a yes or no value. The other values can be more subjective but can be implied from either the type of interaction that a prospect exhibits or the content/collateral they consume. In addition Profile Survey questions (as part of progressive profiling) can attempt to specifically answer some of these questions. For instance, a question at the bottom of the form Shall we contact you will certainly answer the accepts sales contact criteria. The content that is downloaded can also infer the status of the prospect and scores can be assigned accordingly. However, it may be that a clear match or determination of an MQL is not possible through scoring. In this case the marketing team (or inside sales) may need to take responsibility for contacting the prospect and undertaking the final qualification, determining MQL status, before passing to sales. So the answer to the question is that lead scoring can certainly help determine MQL status, but it will not always be able to clearly do so. However, the high scoring and ranking prospects, are certainly worthy of a call from your organisation to determine MQL status, ahead of low scoring prospects, so can be a valuable tool. 6. How Lead Scoring has matured If you surveyed a large number of companies today on how they scored or qualified their leads, many would answer with BANT. This is an industry-standard acronym for sales qualification that stands for Budget, Authority, Need and Timeline. There are many other acronyms to do similar things such as SCOTSMAN or MANDACT. Version 1 Page 6 of 12

7 These topics are reminders for sales to ask questions like;, does your lead have the money to afford your product, does the individual you are building a relationship with have the authority to purchase, have they shown a need for your product and is your product required now? These four characteristics help in qualifying a lead. A well-qualified lead is worthy of a sales teams time and effort in trying to win and close the business. Wasting time on poor prospects is the major bugbear for a sales team. Things are different now. With workforces highly mobile and connected to the internet, companies begin their information gathering well in advance of establishing specifics like a budget. Even if they have one, the majority are reluctant to reveal such information to a salesperson, especially in the early stages. Buyers today rely on the web for their information gathering a behaviour that can be carefully exploited. They download whitepapers, attend webinars, connect with peers and use social media for validation and an insight into users experiences. True sales qualification where a detailed understanding of the budget and decision making process, occurs much later in the sales cycle, usually well after an MQL has been determined. Determining these qualification criteria (BANT) is the true role of sales. Using modern lead scoring systems, allows for the consideration of a wide number of data points to determine lead quality in a more reliable manner. These take into account not just the profile data, such as job title and industry but also the behavioural interactions, whether through social media, or elsewhere with your company and your company s content. This information is key to determining true buying interest. These digital interactions can be tracked and can reveal the prospect s level of interest in your company, your content and your products. You can focus on the behaviour of the prospect, seeing how recently and frequently they are engaging with your content this is powerful information for building your prospect s lead score. If relevant in your industry, it s also possible to ask specific questions, usually called Profile Survey Questions. These normally appear on Landing Pages that a prospect will visit (usually as a result of a call to action (CTA) in an or posting). They can ask very specific question about timescale and budget, but unless you have lots of trust and are very careful, you may not get the answers you want, and in fact, scare away your prospect. Asking the size of a budget is one thing, asking if a budget has been identified is another! 7. Defining the lead scoring structure Building your lead scoring structure requires you to look at the Profile fit and Behavioural or engagement level individually before combining them. Document the Profile fit score Determine what are the 4-5 explicit data categories that define a sales-ready stage of qualification. These should relate to specific fields in your marketing system. Define how important these categories are in relation to each other and give them appropriate weightings, or simply give each relevant points value from say 1 to 10. Version 1 Page 7 of 12

8 Assign corresponding criteria values for each category. This allows you to compare within each category. For instance, you may want to assign points to a company that has < 1m revenue and one that has < 10m but give the company with larger revenue more points Category Ranking Weighting Pain/need identified 1 35% Job Role (seniority / authority) 1 35% Industry 2 15% Revenue / headcount 3 10% Lead source 4 5% 100% Your marketing system now needs to assign points to the contacts where fields have the appropriate values. 8. Document the engagement score Determine the implicit data categories (i.e. the behaviour that the prospect displays. Typical examples could include: Item Opening an 1 Click on 2 Register for whitepaper 10 Register for seminar 10 Attend seminar 20 Attend sales meeting 25 Visit web pages 3 Click on social media link 1 Points As with profile data you can also show important these categories are in relation to each other and weight them accordingly Assign values by weighting actions based on their recentness. For example, a prospect that has clicked-through on two s in the past week to read whitepapers is of higher quality than one that has click-through on two s to read whitepapers over the past year. A simple way to do this is to decay a prospect s lead score gradually over time. Ideally our system will also show the individual elements that contributed to the score and also show how the score has changed over time, graphically. It s also possible to ask questions about the prospect and his need or situation. Remember the MQL criteria: Has prospect agreed to meet with sales Does he acknowledge he has a problem Version 1 Page 8 of 12

9 Does he understand we have a solution Timescale for action Some of these items can be inferred. For instance a person downloading a whitepaper How to do xzy in the next 3 months may have some urgency! Finally, create simple broad segments to cover the bands of engagement, something like this: Engagement Fit Rating >75% A 50%-75% B 25%-50% C <25% D 9. Determine overall ratings Now you are able to create a table that maps the profile fit scoring against the prospect s engagement score. For example, the profile fit has a ranking 1-4 and the engagement level A-D. 1A is the most qualified type of lead whereas 4D is the least qualified. Complete this scoring pair for every prospect. 10. Map rating to action Now you can build upon your data and get some useful, meaningful actions out of it. Once the scores are calculated and you have assigned ratings to each of the prospects you can follow-up with an appropriate action. For instance, you can now decide to send a prospect to your CRM for your lead nurturing activities or another section of your CRM for priority follow-up, depending on its score. Having a two-dimensional scoring system allows your marketing and sales teams to have more insight into what the score means for the prospect/lead and therefore can choose a more appropriate follow-up action Profile/Action D C B A 1 Good Fit 2 Good fit / nurture Priority follow up 3 Segment out/suppress 4 Poor fit Remove from database Qualify & nurture Behaviour D Low C B A High Version 1 Page 9 of 12

10 engagement engagement The actual treatment plan and actions require careful thought as well as what collateral is required to support these actions and is beyond the scope of this paper. 11. How to determine scores A quick word on how to acquire the scores. CRM and marketing automation systems are typically used as the core of the process as they bring together most of the data points. However, there are other inputs: People / telephone however much we think technology helps, for many businesses, especially those who operate B2B, it s really people that build relationships. In the early stages of the sales and buying cycles this is probably phone based, handled by telemarketing or inside sales teams. Later on this may be with a field based sales team. Software marketing automation and CRM software can assist in the collection of data and automatic scoring of contacts and leads. It can also suggest or kick off triggered collateral and communications to react to buyer s needs. Profile the demographic information can come from the data that is either loaded in or collected via web forms. Most marketing automation tools operate Progressive Profiling. This means they offer up new fields for completion by the prospect depending on what data is available and what level of engagement is held with the prospect. Interactions and clicks the behavioural side tracks interactions such as when a contact visits a web page, this is under taken via a cookie. Alternatively scores are allocated for opening and clicking on links in s and then from the type of content they download or interact with. Subscribing to a blog is one level of engagement whereas attending a physical seminar is another, higher level of engagement. 12. Best Practice in Lead Scoring Gather a core group of individuals from both sales and marketing teams to define the criteria for the scoring system Keep it simple and don t score on too many criteria otherwise it will be unclear what is defining the score Define what actions will be taken based on the matrix ratings 1A through to 4D Decide on appropriate follow up times for the various lead scores. Ideally, you want to be able to contact your best leads (1A & 2A) within 24-hours and other leads 3A, B1-3 within 48 hours. Larger organisations sometimes set up service-level agreements but, at least at the start of your business, you may be the only individual working on sales and marketing. Therefore, you just need to take into account that these timings will give you the best results Provide sales with options for further follow-up if the sale is not closed. For instance, returning the lead to lead nurturing Measure the impact the lead scoring system is having on your sales. Undertake an analysis on your converted leads to determine your conversion rates and discover various insights that can be fed back into the system to improve. Ultimately, you want the system s success to be repeatable Version 1 Page 10 of 12

11 Consider how lead scoring might affect compensation. Whilst it might improve sales team commission due to an increased provision of high quality leads it may impact marketing if they are normally measured on net-new prospects in the database. Changing the focus to obtaining more qualified leads may hinder their attempts to reach previously set goals Continuously re-evaluate and iterate your lead scoring system every couple of months using direct feedback from the key stakeholders until you reach an optimum set up. As you become more comfortable with the system, you can look to incorporate more best practice and advanced features Look at the score over time Decay the score if no interaction happens recently. A simple point(s) reduction per time period may suffice 13. Future developments in Lead Scoring The information covered so far will help you develop a lead scoring system and increase sales. It s important for you to continually improve your processes and we ve identified these other measures that lead scoring can cover. Increasing awareness of prospect influences: It is clear now that prospects can receive information through many channels. Social media is increasingly important as businesses are exposed to information not only through and telemarketing but also Facebook, Twitter and Google+. An awareness of how an individual discovered a message e.g. mobile or desktop, or social media, along with where and from whom will feature more and more prominently in the lead-scoring and lead-nurturing routines of leading companies. Content-type scoring: Regularly reviewing and refining your lead scoring model allows you to notice patterns and opportunities. You may be able to identify a link between lead quality and the type of content accessed during the buyer s journey through the awareness cycle. You should consider scoring models based on content type like whitepapers and user case studies rather than just the generic download activity itself. On top of this, an organisation may be able to see groups of prospects developing that respond better to certain types of content. Their lead nurturing programmes can then be redeveloped to accommodate this new understanding. Account-level scoring: We market to individuals but sell to companies. Your company needs to be able to identify trends within a particular prospect s activity. For instance, in the future you ll be able to pinpoint when a certain job role is appearing in a company s awareness cycle and adjust your strategy accordingly. Parts of the organisation reviewing price lists and attending webinars may indicate that other low scoring leads in the same account should be given higher priority. Customer scoring: If you have multiple products, you should try to keep track of their activity and continue to nurture and interact with them. This has two benefits. Firstly, it helps reduce customer churn rates and secondly, allows you to identify whether there is the potential for up-selling or cross selling to the customer. Predicting changes: Your lead-scoring model needs to be closely aligned with your sales and marketing processes this is why you got the teams to develop the system in the first place even Version 1 Page 11 of 12

12 as they evolve. With predictive-modelling tools, you ll be able to constantly monitors prospects behaviour and adapt the system. 14. About LAMP-360 LAMP stands for Lead Automated Marketing Process and is an integrated lead generation, nurturing and sales process, managed by cloud software designed specifically for SMEs. Generating leads and revenue is conceptually simple: just attract, educate and convert customers through multiple channels such as and social media. But even if the processes required are easy to understand, the reality of execution in the fast changing world of web 2.0 is somewhat different. Attracting, generating and nurturing leads is relatively complex and costly for SMEs, requiring multiple tools, processes, resources and services. Each brings its own overheads, subscriptions, support, training and technical issues. This makes it challenging for SMEs to market and sell effectively. Marketing needs to demonstrate the link between a click 2 years ago and business generated today. LAMP s main applications are lead generation and lead nurturing and other customer and prospect facing processes. LAMP unifies the functionality of CRM & marketing automation along with content using and social media, to tackle sales and marketing challenges. The key USPs of LAMP are: Unified functionality of CRM and emerging technologies like marketing automation, data management, content marketing and social media publishing 1 LAMP is processes (not just a tool) for lead generation and nurturing, aimed at SMEs, which reduces complexity, the cost of operation and administration and increases efficiency and revenue Cost effective single subscription with low risk pricing model (pay per lead) compared to the competition that have higher prices and require multiple subscriptions Unique features (targeted at niche markets) allowing multiple relationships with contacts with different personas, no data duplication, managing the buying cycles as well as the sales cycle The LAMP software is provided on a monthly subscription or pay per lead basis and is hosted in the cloud which makes it easy for companies to adopt and to budget for. LAMP-360 / SMDI Ltd. Unit 12, The Power House Higham Mead Chesham Buckinghamshire HP5 2AH Phone: Web site: Version 1 Page 12 of 12

The Grande Guide To Lead Scoring

The Grande Guide To Lead Scoring The Grande Guide To Lead Scoring What s a Grande Guide? >>We know what the typical day is like for marketers. After all, we are marketers ourselves. Between brainstorming and strategy sessions, last-minute

More information

Introduction to Integrated Marketing: Lead Scoring

Introduction to Integrated Marketing: Lead Scoring Introduction to Integrated Marketing: Lead Scoring Are You Making The Most Of Your Sales Leads? Lead scoring is a key missing link in many B2B marketing strategies. According to a recent Gartner study,

More information

Inbound Marketing Methodology

Inbound Marketing Methodology White Paper Inbound Marketing Methodology The best way to turn strangers into customers and promoters of your business. The proven methodology for the digital age Since 2006 inbound marketing has been

More information

SALES AND MARKETING ALIGNMENT

SALES AND MARKETING ALIGNMENT ENTERPRISE MARKETING PLAYBOOK SERIES REVENUE SUCCESS: SALES AND MARKETING ALIGNMENT Introduction In order for enterprise companies to be successful in today s economy, sales and marketing teams must be

More information

How to Implement Smart Lead Scoring

How to Implement Smart Lead Scoring How to Implement Smart Lead Scoring Jessica Meher Head of Enterprise Marketing HubSpot #INBOUND13 JESSICA MEHER @jessicameher Download today s slides at hubspot.com/leadscoring "There aren't enough leads

More information

HOW TO DEFINE A LEAD

HOW TO DEFINE A LEAD WHAT IS A LEAD? To build out your lead generation strategy, you need to start with the basics. Every organization will have their own definition of a good lead. If you don t know yours, lead generation

More information

Lead Scoring: The Smarketer s Guide

Lead Scoring: The Smarketer s Guide Lead Scoring: The Smarketer s Guide I m sure your salespeople would agree that not all leads are created equal, and marketers should too. By working together, your two teams can coordinate for better profits,

More information

MARKETING AUTOMATION: HOW TO UNLOCK THE VALUE OF YOUR CRM DATA

MARKETING AUTOMATION: HOW TO UNLOCK THE VALUE OF YOUR CRM DATA : HOW TO UNLOCK THE VALUE OF YOUR CRM DATA Kynetix Technology Group Introduction People who remember using a Rolodex to keep track of their clients consigned this little piece of history to the back of

More information

How Not to Nurture Your Leads Ten Mistakes Manufacturers Make in Marketing Automation

How Not to Nurture Your Leads Ten Mistakes Manufacturers Make in Marketing Automation 1 How Not to Nurture Your Leads Ten Mistakes Manufacturers Make in Marketing Automation Contents What is Marketing Automation?... 3 Why Do You Need Marketing Automation?... 4 Marketing Automation Technology

More information

Got CRM? WHY YOU NEED MARKETING AUTOMATION, TOO. AN ACT-ON ebook

Got CRM? WHY YOU NEED MARKETING AUTOMATION, TOO. AN ACT-ON ebook Got CRM? WHY YOU NEED MARKETING AUTOMATION, TOO AN ACT-ON ebook MARKETING AUTOMATION IS THE MARKETING COUNTERPART TO YOUR CRM SALES SYSTEM. CRM SUPPORTS SALES... Your established customer relationship

More information

B2B Lead Nurturing. The How and Why...

B2B Lead Nurturing. The How and Why... B2B Lead Nurturing The How and Why... The Author Kenneth Connolly Kenneth has enjoyed a marketing career both agency and client side. With over seven years experience writing B2B and B2C copy, Kenneth

More information

THE OPTIMIZER HANDBOOK:

THE OPTIMIZER HANDBOOK: THE OPTIMIZER HANDBOOK: LEAD SCORING Section 1: What is Lead Scoring? Picture this: you re selling vehicles, and you have a list that features over two hundred different leads, but you re only allowed

More information

Lead Scoring for Success. A practical guide to achieving better results with lead scoring

Lead Scoring for Success. A practical guide to achieving better results with lead scoring Lead Scoring for Success A practical guide to achieving better results with lead scoring Lead Scoring The Growing Need for Lead Scoring The Growing Need for Lead Scoring A company s website is still one

More information

USING SOCIAL MEDIA EFFECTIVELY TO MAKE

USING SOCIAL MEDIA EFFECTIVELY TO MAKE [Type text] 3/23/2012 HMI USING SOCIAL MEDIA EFFECTIVELY TO MAKE THE MOST OF YOUR FARM BUSINESS Contents What Is Inbound Marketing?... 2 Part I: Introduction to Inbound Marketing... 3 Part II: Get Found

More information

WHITE PAPER CRM and Marketing Automation. Integration for the Ultimate ROI

WHITE PAPER CRM and Marketing Automation. Integration for the Ultimate ROI WHITE PAPER CRM and Marketing Automation Integration for the Ultimate ROI The B2B sales and marketing landscape has changed tremendously. Marketers no longer gather copious amounts of leads and hand them

More information

730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc.com

730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc.com Lead Scoring: Five Steps to Getting Started 730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc.com Introduction Lead scoring applies mathematical formulas to rank potential

More information

The Ultimate Guide to B2B Lead Nurturing

The Ultimate Guide to B2B Lead Nurturing The Ultimate Guide to B2B Lead Nurturing What is Lead Nurturing? Your current database is a goldmine. By focusing on the leads you already have, you have the potential to apply the kind of strategies that

More information

SalesStaff White Paper Collection. All Leads Are Not Created Equal: Why Lead Quality Matters

SalesStaff White Paper Collection. All Leads Are Not Created Equal: Why Lead Quality Matters SalesStaff White Paper Collection All Leads Are Not Created Equal: Why Lead Quality Matters 1 Lead generation is not simply a game of producing as many leads as possible. That s because not all leads are

More information

Email Marketing and Marketing Automation in Complex Buying Processes

Email Marketing and Marketing Automation in Complex Buying Processes Email Marketing and Marketing Automation in Complex Buying Processes Email Marketing and Marketing Automation in Complex Buying Processes 1 Introduction We often hear the question: How is Marketing Automation

More information

Lead Scoring. Five steps to getting started. wowanalytics. 730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc.

Lead Scoring. Five steps to getting started. wowanalytics. 730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc. Lead Scoring Five steps to getting started supported and sponsored by wowanalytics 730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc.com LEAD SCORING 5 steps to getting

More information

A Quicker, Simpler Path to Lead Management ROI

A Quicker, Simpler Path to Lead Management ROI A Quicker, Simpler Path to Lead Management ROI A Step by Step Guide Lisa Cramer Co-Founder & President LeadLife Solutions lcramer@leadlife.com 770.670.6702 Because marketers are time, budget and resource-constrained,

More information

Marketing & Sales Integrate for the Ultimate ROI

Marketing & Sales Integrate for the Ultimate ROI Marketing & Sales Integrate for the Ultimate ROI How CRM & Marketing Automation are the tools to help Winning and keeping customers requires modern data tactics. Marketing must deliver value with every

More information

An Introduction to Marketing Automation. The process; The content; The benefits

An Introduction to Marketing Automation. The process; The content; The benefits NuSpark Marketing An Introduction to Marketing Automation The process; The content; The benefits www.nusparkmarketing.com, @nusparkmktg About NuSpark Marketing emarketing Firm focusing on lead generation,

More information

what is Interactive Content & why it works

what is Interactive Content & why it works what is Interactive Content & why it works About SnapApp SnapApp s content marketing platform gives companies the power to drive engagement, generate leads and increase revenue by easily creating, publishing,

More information

10 Steps To Getting Started With. Marketing Automation

10 Steps To Getting Started With. Marketing Automation So the buzz about marketing automation and what the future holds for marketing in general finally got to you. Now you are ready to start using marketing automation and are not really sure where to start.

More information

Marketing Automation And the Buyers Journey

Marketing Automation And the Buyers Journey Marketing Automation And the Buyers Journey A StrategyMix White Paper By Jonathan Calver, Managing Director, StrategyMix About this Paper This paper will first introduce you to the principles and concepts

More information

37 Marketing Automation Best Practices David M. Raab Raab Associates Inc.

37 Marketing Automation Best Practices David M. Raab Raab Associates Inc. 37 Marketing Automation Best Practices David M. Raab Raab Associates Inc. Many companies today have installed marketing automation or demand generation software.* But buying a system is like joining a

More information

TURN YOUR WEBSITE INTO A PROFIT ENGINE

TURN YOUR WEBSITE INTO A PROFIT ENGINE TURN YOUR WEBSITE INTO A PROFIT ENGINE Turning your website into a profit engine: where to start In a competitive market, generating more leads from your website traffic has become crucial to maximising

More information

Lead Generation Quickstart Guide

Lead Generation Quickstart Guide Lead Generation Quickstart Guide 1 2 Lead Generation Quickstart Guide Copyright 2014 Mooloop Ltd All Rights Reserved You re welcome to email, tweet, blog, and pass this ebook around. But please don t change

More information

Designing a Lead Lifecycle in Salesforce

Designing a Lead Lifecycle in Salesforce Designing a Lead Lifecycle in Salesforce A Best Practices White Paper for Response Management Better data. Better marketing. Table of Contents Introduction 4 The Words We Use 4 What is a Lead? 4 Evolving

More information

The Guide to: Email Marketing Analytics"

The Guide to: Email Marketing Analytics The Guide to: Email Marketing Analytics" This guide has been lovingly created by Sign-Up.to we provide email marketing, mobile marketing and social media tools and services to organisations of all shapes

More information

WHAT IS LEAD GENERATION?

WHAT IS LEAD GENERATION? wowanalytics WHAT IS LEAD GENERATION? Lead Generation: the beginning... In today s business market, generating new business is becoming increasingly difficult. With attention space scarce, companies need

More information

Why Automation Should Drive Your Marketing Engagement, Starting Now

Why Automation Should Drive Your Marketing Engagement, Starting Now Why Automation Should Drive Your Marketing Engagement, Starting Now Do we need a marketing automation system? If you re planning on marketing in 2016 and beyond, the answer is Yes. The truth of the matter

More information

MASSIVE Differences to Sales Revenues in their Specific Markets GUARANTEED!

MASSIVE Differences to Sales Revenues in their Specific Markets GUARANTEED! Helping Successful Medium Sized Businesses to Develop Online Lead Generation Strategies that will make MASSIVE Differences to Sales Revenues in their Specific Markets GUARANTEED! Created By Richard Ingram

More information

Attention B2B Marketing Professionals: Why you could be losing up to 80% of your sales (and what you can do to keep them.)

Attention B2B Marketing Professionals: Why you could be losing up to 80% of your sales (and what you can do to keep them.) Special Bonus: Lead Nurturing Workbook to help you optimize your content and stop losing leads. Attention B2B Marketing Professionals: Why you could be losing up to 80% of your sales (and what you can

More information

Marketing Automation. Why It Makes Sense. Big Data for Small Businesses Compare Business Products 2013 1

Marketing Automation. Why It Makes Sense. Big Data for Small Businesses Compare Business Products 2013 1 Marketing Automation Why It Makes Sense Big Data for Small Businesses Compare Business Products 2013 1 Table of Contents Introduction... 3 What is Marketing Automation?... 3 Reasons to Start Using Marketing

More information

January 22 WHITEPAPER: GUIDE TO LEAD NURTURING

January 22 WHITEPAPER: GUIDE TO LEAD NURTURING WHITEPAPER: GUIDE TO LEAD NURTURING January 22 2014 GUIDE TO LEAD NURTURING: HOW TO ATTRACT AND RETAIN PROSPECTS AND CUSTOMERS, EFFICIENTLY OVER THE LONG TERM BY JULIAN POULTER LAMP-360 JANUARY 2014 WWW.LAMP-360.COM

More information

10 TIPS FOR ACCELERATING YOUR PIPELINE

10 TIPS FOR ACCELERATING YOUR PIPELINE 10 TIPS FOR ACCELERATING YOUR PIPELINE Accelerate the Funnel The average sales cycle length has increased 22% over the past five years due to more decision makers being involved in the buying process (SiriusDecisions).

More information

The Art of CRM. A white paper by cloudfortyseven Limited. Author: Michael Fleming DipM ACIM

The Art of CRM. A white paper by cloudfortyseven Limited. Author: Michael Fleming DipM ACIM The Art of CRM A white paper by cloudfortyseven Limited Author: Michael Fleming DipM ACIM Copyright 2010 by cloudfortyseven Limited all the text, graphics, design, and other works are the copyrighted works

More information

Inbound Marketing 101

Inbound Marketing 101 Inbound Marketing 101 CONTENTS. 1 WHAT IS INBOUND MARKETING? 2 THE PHILOSOPHY: WHY INBOUND WORKS. 3 THE METHODOLOGY: HOW INBOUND WORKS. 4 THE TOOLS: A PLAYBOOK THAT WORKS. 5 ADDITIONAL RESOURCES. 1 What

More information

How do you become a Data Driven Business? January 2012

How do you become a Data Driven Business? January 2012 January 2012 Executive summary Becoming a Data Driven Business, particularly from a Marketing perspective, presents significant benefits in helping your business to grow, develop and succeed, by working

More information

Louis Gudema: Founder and President of Revenue + Associates

Louis Gudema: Founder and President of Revenue + Associates The Interview Series - Presented by SmartFunnel Interviews of Sales + Marketing Industry Leaders Louis Gudema: Founder and President of Revenue + Associates PETER: Hello folks this is Peter Fillmore speaking.

More information

MARKETING ROCKSTAR S. Guide to. Marketo. Learn How to Use Marketo Effectively from Day 1 JOSH HILL

MARKETING ROCKSTAR S. Guide to. Marketo. Learn How to Use Marketo Effectively from Day 1 JOSH HILL MARKETING ROCKSTAR S Guide to Marketo Learn How to Use Marketo Effectively from Day 1 JOSH HILL Marketing Rockstar s Guide to Marketo P a g e 1 Sales Insight Training for Sales Note: this section is for

More information

The B2B Marketers Perfect Pairing

The B2B Marketers Perfect Pairing The B2B Marketers Perfect Pairing Using prospect and customer data with Marketing Automation and Web Analytics to generate more leads and greater success. Marketing automation coupled with web analytics

More information

A Modern Sales Roadmap. 7 best practices to drive sales success. tellwise

A Modern Sales Roadmap. 7 best practices to drive sales success. tellwise A Modern Sales Roadmap 7 best practices to drive sales success tellwise Introduction Whether you re an inside sales rep or the Chief Sales Officer (CSO), you know sales is a demanding field, with countless

More information

Lead Scoring for Success. A practical guide to achieving better results with lead scoring

Lead Scoring for Success. A practical guide to achieving better results with lead scoring Lead Scoring for Success A practical guide to achieving better results with lead scoring Lead Scoring The Growing Need for Lead Scoring Getting More Out of Leads Lead Scoring The Growing Need for Lead

More information

B2B LEAD GENERATION THE DEFINITIVE GUIDE TO GUIDE 1. INTRODUCTION TO LEAD GENERATION

B2B LEAD GENERATION THE DEFINITIVE GUIDE TO GUIDE 1. INTRODUCTION TO LEAD GENERATION B2B LEAD GENERATION THE DEFINITIVE GUIDE TO GUIDE 1. INTRODUCTION TO LEAD GENERATION 01 CONTENTS WHAT IS LEAD GENERATION? WHY IS LEAD GENERATION SO IMPORTANT? WHAT IS A LEAD? MARKETING AND SALES LEADS?

More information

Lead Generation. An Introduction to. How to Use the Internet to Drive Leads and Revenue. A publication of. Share This Ebook!

Lead Generation. An Introduction to. How to Use the Internet to Drive Leads and Revenue. A publication of. Share This Ebook! 1 An Introduction to Lead Generation How to Use the Internet to Drive Leads and Revenue A publication of 2 IS THIS BOOK RIGHT FOR ME? Not quite sure if this ebook is right for you? See the below description

More information

A Guide to Marketing Automation

A Guide to Marketing Automation A Guide to Marketing Automation How Has B2B Marketing Changed? B2B marketing has undergone a significant shift in recent years. Buyers are able to take more control of the buying process by undertaking

More information

The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation

The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation The Spark Small Business Guide: Graduating from Email Marketing to Marketing Automation MARKETING AUTOMATION is technology that allows you to nurture leads through automated campaigns. Because marketing

More information

THE ECOMMERCE MARKETING GUIDE TO FACEBOOK

THE ECOMMERCE MARKETING GUIDE TO FACEBOOK ADVANCED THE ECOMMERCE MARKETING GUIDE TO FACEBOOK A publication of 2 IS THIS BOOK RIGHT FOR ME? Not quite sure if this ebook is right for you? See the below description to determine if your level matches

More information

Demand Generation Best Practices: Lead Scoring

Demand Generation Best Practices: Lead Scoring TM Simply Powerful Online Marketing MARKETING RESOURCES Demand Generation Best Practices: Lead Scoring Deliver More and Higher Quality Leads to Your Sales Team with Canterris Marketing Suite Copyright

More information

Begin Your Revenue Marketing Journey

Begin Your Revenue Marketing Journey Begin Your Revenue Marketing Journey FOUR STEPS TO MOVE FROM TRADITIONAL MARKETING TO REVENUE MARKETING By Debbie Qaqish Chief Revenue Marketing Officer The Pedowitz Group Begin Your Revenue Marketing

More information

White paper. 7 key steps to a great sales pipeline. your technology, expertly marketed

White paper. 7 key steps to a great sales pipeline. your technology, expertly marketed White paper 7 key steps to a great sales pipeline The efficiency of your sales pipeline is the key to your delivery of new business. Take these 7 steps and you are guaranteed to be on the right path to

More information

The Lead Nurturing. 5 Reasons You Can t Ignore Lead Nurturing; 10 Fundamentals for Your Success. Act-On Best Practices for Email Delivery

The Lead Nurturing. 5 Reasons You Can t Ignore Lead Nurturing; 10 Fundamentals for Your Success. Act-On Best Practices for Email Delivery & The Lead Nurturing 5 & 10 5 Reasons You Can t Ignore Lead Nurturing; 10 Fundamentals for Your Success i The Lead Nurturing 5 & 10 Five Reasons You Can t Ignore Lead Nurturing; Ten Fundamentals for Your

More information

MARKETING AUTOMATION:

MARKETING AUTOMATION: MARKETING AUTOMATION: A Proven Way to Become Indispensable TABLE OF CONTENTS MARKETING GETS A MAKEOVER... 4 AUTOMATION IN ACTION... 4 ADVANCING MARKETING AUTOMATION TO THE HIGHER UPS... 5 MONEY TALKS...

More information

MASTERING THE LEAD MANAGEMENT PROCESS

MASTERING THE LEAD MANAGEMENT PROCESS MASTERING THE LEAD MANAGEMENT PROCESS FOR INSIDE SALES the power of simplicity TM Mastering the Lead Management Process for Inside Sales Managing leads is one of the largest expenses and most perplexing

More information

AN INTRODUCTION TO LEAD GENERATION.

AN INTRODUCTION TO LEAD GENERATION. AN INTRODUCTION TO LEAD GENERATION. A beginner s guide to converting website visitors into inbound leads for your business. A publication of 2 CONTENTS. 04 05 Introduction Defining a Lead 09 Qualifying

More information

WHITEPAPER IMPROVE YOUR MARKETING AND SALES PERFORMANCES THROUGH OPTIMISED LEAD MANAGEMENT

WHITEPAPER IMPROVE YOUR MARKETING AND SALES PERFORMANCES THROUGH OPTIMISED LEAD MANAGEMENT IMPROVE YOUR MARKETING AND SALES PERFORMANCES THROUGH OPTIMISED LEAD MANAGEMENT 2 ABOUT Why has lead management become so important today for business? Two trends currently reinforce the need to implement

More information

LEAD NURTURING. Master s Series Lead Nurturing Basics. Marketing Qualified. Engaged. Sales Accepted. Sales Qualified. Anonymous. Closed. Lead.

LEAD NURTURING. Master s Series Lead Nurturing Basics. Marketing Qualified. Engaged. Sales Accepted. Sales Qualified. Anonymous. Closed. Lead. Master s Series Nurturing Basics Engaged Marketing Qualified Sales Accepted Anonymous Sales Qualified s Closed Nurturing Campaigns L E A D N U R T U R I N G The Net-Results Master s Series started as an

More information

A KUNO CREATIVE EBOOK. How to Get Started with MARKETING AUTOMATION

A KUNO CREATIVE EBOOK. How to Get Started with MARKETING AUTOMATION A KUNO CREATIVE EBOOK How to Get Started with MARKETING AUTOMATION So you have a database of a few thousand contacts. Every month you send those contacts a nice email newsletter with little bits of information

More information

Moreketing. With great ease you can end up wasting a lot of time and money with online marketing. Causing

Moreketing. With great ease you can end up wasting a lot of time and money with online marketing. Causing ! Moreketing Automated Cloud Marketing Service With great ease you can end up wasting a lot of time and money with online marketing. Causing frustrating delay and avoidable expense right at the moment

More information

Inbound Marketing The ultimate guide

Inbound Marketing The ultimate guide Inbound Marketing The ultimate guide La Casita Del Cuco.EBOOK Inbound Marketing - The ultimate guide Version _ 02 Date _ September 2015 Introduction Inbound Marketing is a marketing philosophy which has

More information

MARKETING AUTOMATION & YOUR CRM THE DYNAMIC DUO. Everything you need to know to create the ultimate sales and marketing tool.

MARKETING AUTOMATION & YOUR CRM THE DYNAMIC DUO. Everything you need to know to create the ultimate sales and marketing tool. MARKETING AUTOMATION & YOUR CRM THE DYNAMIC DUO Everything you need to know to create the ultimate sales and marketing tool. Table of Contents Introduction...3 Chapter 1: What Is Marketing Automation?...4

More information

How is Lead Scoring Implemented? Implementing lead scoring policies is done in three phases:

How is Lead Scoring Implemented? Implementing lead scoring policies is done in three phases: Lead Scoring What is Lead Scoring? Simply put, lead scoring is an automated way to qualify leads. Successful companies have proven that focusing on quality vs. quantity of leads is an optimal strategy.

More information

STEPPING INTO A NEW AGE OF MARKETING WITH CRM. A best practice guide to integrating marketing and CRM

STEPPING INTO A NEW AGE OF MARKETING WITH CRM. A best practice guide to integrating marketing and CRM STEPPING INTO A NEW AGE OF MARKETING WITH CRM A best practice guide to integrating marketing and CRM Stepping into a new age of marketing with CRM A best practice guide to integrating marketing and CRM

More information

Online Lead Generation:

Online Lead Generation: Online Lead Generation: A Guide for B2B Owners & Marketers Online Lead Generation: A Guide for B2B Owners & Marketers Table of Contents Introduction 21 Key Research Findings About Lead Gen The Role of

More information

Turning Leads Into Quality Sales by Aligning Sales & Marketing. Presented by NuSpark Marketing

Turning Leads Into Quality Sales by Aligning Sales & Marketing. Presented by NuSpark Marketing Turning Leads Into Quality Sales by Aligning Sales & Marketing Presented by NuSpark Marketing Sales & Marketing Fight Bicker, Bicker Let s Unite Less Lead Loss! Better Conversion Rates! Align Your Organization

More information

THE B2B SALES & MARKETING ALIGNMENT FUNNEL. 2011 RedBase Interactive. 2014 RedBase Interactive

THE B2B SALES & MARKETING ALIGNMENT FUNNEL. 2011 RedBase Interactive. 2014 RedBase Interactive THE B2B SALES & MARKETING ALIGNMENT FUNNEL 2011 RedBase Interactive 2014 RedBase Interactive INTRODUCTION There are many iterations of the traditional sales funnel. But what is a sales funnel in the first

More information

Sales Performance Improvement

Sales Performance Improvement Sales Performance Improvement The CappcoPartners team manage and improve revenue generation processes by fine tuning the value proposition, implementing demand creation campaigns which drive quality leads

More information

Getting Successful with marketing automation - more than technology

Getting Successful with marketing automation - more than technology Getting Successful with marketing automation - more than technology BROUGHT TO YOU BY Content is the fuel of any marketing automation campaign. From the education phase and lead generation phase, to lead

More information

Marketing Automation Request for Proposal

Marketing Automation Request for Proposal Marketing Automation Request for Proposal Choosing the right marketing automation system isn t easy. This is why we created this sample RFP, consisting entirely of actual questions from real RFPs submitted

More information

Sales and Marketing Alignment

Sales and Marketing Alignment INTRODUCTION TO INTEGRATED MARKETING Sales and Marketing Alignment A company s sales and marketing teams often have a complex, sometimes contentious, relationship. On one hand, both sides realize that

More information

Enhancing Business Development with Marketing Automation A BUSINESS GROWTH GUIDE BY GORILLA 76

Enhancing Business Development with Marketing Automation A BUSINESS GROWTH GUIDE BY GORILLA 76 Enhancing Business Development with Marketing Automation A BUSINESS GROWTH GUIDE BY GORILLA 76 The future of marketing has arrived. Rather than big media budgets and guessing games, it s rooted in smart

More information

Companies that use a demand generation technology reported 181% higher average close rates.

Companies that use a demand generation technology reported 181% higher average close rates. Companies that use a demand generation technology reported 181% higher average close rates. 5 Five Core Principles for Empowering Sales Reps with Demand Generation Tools The crisis in the financial market

More information

B2B EMAIL MARKETING 6 STEPS TO BETTER 6 STEPS TO B2B EMAIL MARKETING SUCCESS. Phone: (+1) 718 303 1864. www.mailigen.com

B2B EMAIL MARKETING 6 STEPS TO BETTER 6 STEPS TO B2B EMAIL MARKETING SUCCESS. Phone: (+1) 718 303 1864. www.mailigen.com 6 STEPS TO B2B EMAIL MARKETING SUCCESS 6 STEPS TO BETTER 1 B2B EMAIL MARKETING Mailigen Email Marketing Solutions Phone: (+1) 718 303 1864 www.mailigen.com 2 60% of marketers believe email marketing produces

More information

Best Practices in Segmentation

Best Practices in Segmentation Best Practices in Segmentation Table of Contents Introduction Chapter 1: Best Practices for Setting Up a Lead Scoring Program Chapter 2: Gather Explicit Data Through Forms Chapter 3: Progressive Profiling

More information

B2Best Practice. Lead Scoring. Mild Warm Hot

B2Best Practice. Lead Scoring. Mild Warm Hot B2Best Practice Lead Scoring Mild Warm Hot Lead Scoring Best Practices Getting Lead Scoring Right the First Time Lead scoring is a technology and business process used by B2B companies for the purpose

More information

Marketing Automation User; 2010 marketing review notes and 2011 plans

Marketing Automation User; 2010 marketing review notes and 2011 plans Marketing Automation User; 2010 marketing review notes and 2011 plans Each December we ask our marketing customers if they would like to participate in a short, informal yearend review. The scope of the

More information

DEMAND GENERATION SURVEY B2B ENTERPRISE. Executive Summary. A Benchmarking Study from ANNUITAS

DEMAND GENERATION SURVEY B2B ENTERPRISE. Executive Summary. A Benchmarking Study from ANNUITAS 2014 Executive Summary B2B ENTERPRISE From April 8 to June 15, 2014 ANNUITAS conducted a study to analyze current B2B Demand Generation strategies and discover key patterns, including where B2B DEMAND

More information

BUILDING LIFETIME VALUE WITH SEGMENTATION

BUILDING LIFETIME VALUE WITH SEGMENTATION PRESENTS DATA DRIVEN BRAND MARKETING PART ONE YOUR DEFINITIVE GUIDE TO BUILDING LIFETIME VALUE WITH SEGMENTATION WHAT YOU D KNOW IF WE COULD TALK TO YOU Proving the Value of Marketing 1 2 3 4 5 6 SEE YOUR

More information

The Cost of Not Nurturing Leads

The Cost of Not Nurturing Leads The Cost of Not The legacy you are stuck in and the steps essential to change it. Lisa Cramer Co-Founder & President LeadLife Solutions lcramer@leadlife.com 770.670.6702 It s a challenging time more so

More information

The B2B Marketing Landscape...2. Why Marketing Automation?...3. Maximize ROI...4. Drive Sales & Accelerate the Funnel...6

The B2B Marketing Landscape...2. Why Marketing Automation?...3. Maximize ROI...4. Drive Sales & Accelerate the Funnel...6 Table of Contents Interested in what marketing automation can do for your marketing and sales teams? Peruse through our CMO Toolkit to get information about the marketing automation capabilities that you

More information

Minimise Your Top 5 Operating Risks with CRM

Minimise Your Top 5 Operating Risks with CRM Minimise Your Top 5 Operating Risks with CRM You might have thought that the Customer Relationship Management (CRM) is simply a sales or marketing tool, but CRM can also help you deal with the broader

More information

absolutely-interactive MA

absolutely-interactive MA absolutely-interactive MA Fully Integrated Marketing Automation - v1.1 What is Marketing Automation? Marketing Automation (MA) is the use of online technologies to automate digital campaigns and capture

More information

5 Keys to Maximizing B2B Lead Conversion to Win More Deals

5 Keys to Maximizing B2B Lead Conversion to Win More Deals CRM Expert Advisor White Paper 5 Keys to Maximizing B2B Lead Conversion to Win More Deals Once a lead comes in the door, whose job is it to convert that lead to a sales opportunity: marketing or sales?

More information

CREATE A PERFORMING MARKETING AUTOMATION PLATFORM

CREATE A PERFORMING MARKETING AUTOMATION PLATFORM CREATE A PERFORMING MARKETING AUTOMATION PLATFORM Marketing Automation: Why the technology is growing Marketing automation software is, by definition, a suite of technologies that allows you to streamline,

More information

Your Complete CRM Handbook

Your Complete CRM Handbook Your Complete CRM Handbook Introduction Introduction Chapter 1: Signs You REALLY Need a CRM Chapter 2: How CRM Improves Productivity Chapter 3: How to Craft a CRM Strategy Chapter 4: Maximizing Your CRM

More information

EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015

EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015 EMAIL MARKETING TRENDS B2B BENCHMARKS FOR 2015 FIND. NURTURE. CONVERT. Research Conducted by Ascend2 in Partnership with Dun & Bradstreet NetProspex OVERCOMING THE MOST CHALLENGING OBSTACLE TO EMAIL SUCCESS.

More information

to Maximize Return on Investment with Marketing Automation

to Maximize Return on Investment with Marketing Automation 4 Ways to Maximize Return on Investment with Marketing Automation 4 Ways to Maximize Return on Investment with Marketing Automation The Challenge: Maximising the time and money you invest in the online

More information

OF SEO THE DEATH. Tomorrow People. 201 Rhubarb. 25 Heath Mill Lane. Birmingham. B9 4AE T. 0121 753 4499 E. james.walters@tomorrow-people.

OF SEO THE DEATH. Tomorrow People. 201 Rhubarb. 25 Heath Mill Lane. Birmingham. B9 4AE T. 0121 753 4499 E. james.walters@tomorrow-people. THE DEATH OF SEO 1 What s going on with SEO? Just a few years ago, search engine optimisation (SEO) was unheard of. But with the swift growth of the internet and countless new marketing opportunities for

More information

B2B Marketing. Automation, Lead Nurturing & Lead Scoring. Kieran Franklin Principal Solutions Consultant ASEAN Oracle Marketing Cloud

B2B Marketing. Automation, Lead Nurturing & Lead Scoring. Kieran Franklin Principal Solutions Consultant ASEAN Oracle Marketing Cloud B2B Marketing Automation, Lead Nurturing & Lead Scoring Kieran Franklin Principal Solutions Consultant ASEAN Oracle Marketing Cloud Copyright 2015, Oracle and/or its affiliates. All rights reserved. M

More information

INBOUNDMARKETING. For Beginners. Everything you need to know to get started.

INBOUNDMARKETING. For Beginners. Everything you need to know to get started. INBOUNDMARKETING For Beginners Everything you need to know to get started. 2 Bill is a Certified Inbound Marketing Specialist with Honors with 18 years of marketing experience. Not only is Bill an Inbound

More information

31 Examples of how Microsoft Dynamics CRM Integrates with Marketing Automation

31 Examples of how Microsoft Dynamics CRM Integrates with Marketing Automation 31 Examples of how Microsoft Dynamics CRM Integrates with Marketing Automation Manage Email Campaigns In-House 1. Quickly Design Emails Save time creating marketing emails using drag and drop template

More information

The 7-Step Roadmap for Marketing Automation

The 7-Step Roadmap for Marketing Automation The 7-Step Roadmap for Marketing Automation Success $ $ $ According to ExactTarget s 2014 State of Marketing, 60% of marketers plan to increase their budgets for marketing automation. And for good reason:

More information

Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market

Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market Leveraging Marketing Automation: Positioning Your Healthcare IT Brand as a Trusted Resource in Today's Complex and Crowded Market Guy Mansueto VP of Marketing,Phytel About Guy Mansueto VP of Marketing

More information

10 Tips For Lead Management

10 Tips For Lead Management 10 Tips For Lead Management Demand Generation Software Buyers Kit Ten Tips For Best Practice Lead Managment Only 25% of new leads are sales-ready. 25% are disqualified. How do you handle the remaining

More information

225 Bush St, Ste. 1150 West, San Francisco, CA 94111 866.497.5505 www.bizo.com Follow us on Twitter: @bizo

225 Bush St, Ste. 1150 West, San Francisco, CA 94111 866.497.5505 www.bizo.com Follow us on Twitter: @bizo 5 225 Bush St, Ste. 1150 West, San Francisco, CA 94111 866.497.5505 www.bizo.com Follow us on Twitter: @bizo 5 B2B Lead Nurturing Mistakes & How to Fix Them In the business-to-business (B2B) marketing

More information

Shrink Buy Cycles With Lead Nurturing & Contagious Content. Use Twitter Hashtag #LLwebinar

Shrink Buy Cycles With Lead Nurturing & Contagious Content. Use Twitter Hashtag #LLwebinar Shrink Buy Cycles With Lead Nurturing & Contagious Content Use Twitter Hashtag #LLwebinar Presenters Lisa Cramer President & Co-founder, Leadlife Solutions Recognized in the top ten of SLMA s 50 Most Influential

More information

LEAD GENERATION TREND REPORT

LEAD GENERATION TREND REPORT table of CoNteNtS LEAD GENERATION TREND REPORT Introduction Key survey findings Lead Generation Priorities Lead Generation Challenges Lead Generation Effectiveness Effective Tactics Barriers to Success

More information