Lead nurturing

[Infographic]10 Reasons Why You Need A Lead Management Process This Christmas – B2B Marketing Article

As we come up to the end of the year it’s a time for reflection. So cosy up with a cup of cocoa and let’s think about what matters most this holiday season – just how effective is your lead management process? When lead revenue and profit are top of the marketing agenda, the pressure’s on to deliver performance marketing that demonstrates quick-fire success and an impressive ROI. But if the right lead management process is not in place, all…

Read More

How-to Map Your Touchpoints for Conversion Rate Optimization – B2B Marketing Article

When marketing budgets tighten, conversion rates are usually the first KPI to come under scrutiny. However, as conversion journeys get more complex and multifaceted to reflect B2B buyer life cycles, the ability to accurately analyze and contextualize your conversion rates can become more complicated. This can result in misdiagnosing the performance of a campaign, leading to missed opportunities to improve, and in some cases, stopping activity unneccassily. This article looks at how to plot, execute and measure your conversion journeys…

Read More

4 Solutions to Consider When Marketing Leads Don’t Convert – B2B Marketing Article

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message 2) lead nurturing may not be doing enough to educate the prospect , “warm up” the lead, or drive additional engagement, or 3) you could be generating the wrong types of leads altogether, namely either people that simply aren’t…

Read More

Lead Qualification; Does PANDA Outstrip BANT in the Long Run? – B2B Marketing Article

52% of marketers say they provide salespeople with their best quality leads, while salespeople rank marketing-sourced leads last. (HubSpot, 2017) Now’s the time to scrutinize your lead qualification methodology and understand what a ‘quality lead’ really looks like from both a marketing and sales perspective. Read on to discover how to transform your conversion rates and get your sales team back onboard. Reading time: 3 minutes Commonly, BANT qualification methodology has been used by sales to define what constitutes a…

Read More

12 tips for successful lead qualification – B2B Marketing Article

B2B marketers understand the importance of qualifying a lead before it goes to a sales person, but sometimes the qualification process can get tricky.  Today, most established companies assign the qualification role to an SDR, or sales development rep, a dedicated function that has one foot in sales and one in marketing.  But it’s all part of a fairly complicated process. To establish process effectively, follow these 12 success tips.   First, set your qualification criteria in concert with your sales…

Read More

The art of cold calling – B2B Marketing Article

Three in four decision makers have scheduled further communication or arranged meetings based on cold communication. Although cold calling has received a questionable name due to its arguably intrusive nature, this strategy undeniably works and continues to yield an impressive result for B2B organizations. To deliver a fully successful B2B sales strategy, you need to master the art of cold calling. Let’s discover what cold calling means, the legalities surrounding this process and some top tips for cold calling success!…

Read More

The definitive list of essential sales pipeline metrics – B2B Marketing Article

There are hundreds of B2B sales metrics feeding into your pipeline. Each one offers your business a new piece of insight, but there’s always a limit. Too many metrics become a hindrance, confusing your team’s analysis. Considering an influx of metric data can miscommunicate information, rendering it irrelevant to your primary business goals. To help you achieve the ultimate B2B sales success, we’ve pulled together the definitive list of sales pipeline metrics. Here are the fundamental figures you need to…

Read More