Archives for Lead Management
Marketing and sales team are active players in the blame game. While the sales team thinks the marketing team shared only contacts (read, unqualified leads), the marketing team blames the sales team for not being able to convert all the excellent qualified leads they hand off. Sound familiar? According to MarketingSherpa, 61% of B2B marketers […]
Are you chasing the golden goose, or are you on a wild goose chase? When you’re first starting out and trying to scale your company, it’s hard to know for sure. When we were still a small, scrappy team, we took a piecemeal approach to developing our sales process and didn’t involve anyone who actually […]
Lead source is defined as the method by which a prospect found your product or service, and is an essential part of effective lead management. Lead source ensures that your leads remain measurable across the buyer’s journey. As you track the source of your lead through the funnel, you can quickly determine what is working […]
With a new year fast approaching, now is the time to re-evaluate what lead gen strategies are worth keeping and which outdated habits should be kicked to the curb fast. Certain strategies, like content marketing and SEO, are enduring no-brainers that will continue to allow you to thrive in 2018. Others are pushing their way […]
Alright, alright, alright. It’s 2017 and the dating scene is now digital. With Tinder making more than 26 million matches a day, it is time for marketing and sales departments to take a play from the online dating handbook. Think about how your marketing and sales teams are engaging digitally with prospects. Would you “swipe […]
Author: David Svigel
It's up to marketing to create and guide the conversation throughout the customer lifecycle. Thankfully, you can prepare for this by leveraging tools that sell value, rather than features, to increase lead quality and sales velocity. In this blog, I'll explain how you can use value selling tools in conjunction with your marketing platform to enhance the buyer’s journey and ultimately grow your revenue.
The post 4 Value Selling Tools to Move Leads Down the Funnel appeared first on Marketo Marketing Blog - Best Practices and Thought Leadership.
Author: Adam Hutchinson
Like the middle child, the middle of the demand generation funnel receives far less attention than it deserves. But with so many transitions happening during the hand-off process, the middle of the funnel has the biggest potential for misalignment between marketing and sales, as well as within sales. Leverage these four key strategies to tackle the problem.
The post 4 Ways to Optimize the Middle of the Funnel appeared first on Marketo Marketing Blog - Best Practices and Thought Leadership.
Author: Audra Sorman
Short and sweet forms result in more completes, but how do you get to know your prospects better? A marketing automation platform will allow you to track their activity to understand their buyer's journey, but asking them directly doesn't hurt either if you do it the right way. That’s where surveys come in. Here are four ways to use surveys at every stage of the funnel—from awareness to advocacy—to glean valuable insights about your leads.
The post How to Use Surveys for B2B Lead Generation appeared first on Marketo Marketing Blog - Best Practices and Thought Leadership.
Author: Steve Pogorzelski
Account-based marketing (ABM) continues to gain popularity among business-to-business (B2B) organizations looking to deepen engagement with specific accounts. However, for some of these B2B organizations, their efforts are falling short. Data is the basis of successful account-based marketing, so before you implement your ABM strategy, take a good look at your data. Here are three key elements of a successful ABM strategy that illustrate the need for clean, accurate data.
Author: Margot Mazur
In today's marketing oversaturated world, your buyers respond by safeguarding their information. Prospects won't give you their email address unless they trust that your company will give them valuable information. Videos can help you build trust with your audience by introducing them to the people behind your brand and giving them a glimpse of the value behind the gate. Here are four steps to set up your videos for lead generation.
The post Getting Started with Video for Lead Generation appeared first on Marketo Marketing Blog - Best Practices and Thought Leadership.