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Offer MQLs to Sales as "Decision Support"
B2B Marketing and Sales, Inbound Marketing, Revenue Growth, Revenue Marketing, Sales ExcellenceOften sales people do not actively follow up on marketing generated leads. This may be a result of poor sales behaviors, but it is more likely that sales teams are not confident in the quality of the sales leads they are getting. Marketing Automation is a powerful technology, but it is important not to “over automate” the classification of the lead.
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Top Take-Aways: Forrester Sales Enablement Forum 2012
Revenue Growth, Sales ExcellenceGuest Post By Vanessa Fox
The energy was palpable among the 250 sales enablement professionals at the start of the Forrester Technology Sales Enablement Forum 2012 — then Brad Holmes, VP, Practice Leader, Sales Enablement and Technology Marketing, Forrester took off his jacket, and then his shirt — to reveal his Sales Enablement HERO tee shirt. He fortunately stopped there, but the enthusiasm didn’t!
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10 Measures to Justify Marketing Automation
Inbound Marketing, Revenue Growth, Revenue Marketing, Technology & WebsitesWe are often asked about the business case for marketing automation. In the end, it is a numbers game. There are plenty of operational advantages of course – sales and marketing alignment, single solution replacing point solutions, etc. But, in the end, it is about revenue.
So how does marketing automation increase revenue?
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Everything's Going Mobile…End of Story
Content Marketing, Inbound Marketing, Revenue Growth, Revenue Marketing, Technology & WebsitesWe were fortunate to escape the confines of the office in order to attend a NEDMA (New England Digital Media Association) Conference at the Boston Common Hotel and Conference Center. From the moment we walked up to the second floor, we were immediately submerged in innovative ideas and new data that will help shape future marketing campaigns.
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Considerations in Newsletter Publishing
Content Marketing, Inbound Marketing, Revenue Growth, Revenue MarketingIt is not new news that a newsletter can help to strengthen your relationships with clients and to draw in potential new clients. Small and medium sized business owners that we work with are publishing issues on a weekly, monthly, or quarterly basis. The format, time frame, and content will depend on budget and priorities, but we recommend a level that you can maintain easily with your capacity and resources. While more publishing and corresponding social media engagement can increase the level of activity on your website, it is pointless to over-commit and detract from your brand identity.
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Ruthless Qualification – 3 Ways to Save Time
Revenue Growth, Sales ExcellenceA year ago, we posted this blog article “I will pretend to sell, if you pretend to buy”. This was a mantra of my old boss and friend, Sherwin Uretsky and one of his famous “12 sins of selling” that I am still trying to remember.
I thought I would dust off the conversation and reinforce the ideas with three key points.
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