What do you wish you had asked your Marketing Automation Vendor?
September 2, 2011 at 9:26 am | Posted in Lead Nurturing, Uncategorized | Leave a commentTags: lead management, lead nurturing, marketing automation
A great new article from Marketing Automation Software Guide that complies the top 10 questions current MA users wished they had asked on the following topics: integration, support/training, roadmap and maintenance.
by Lauren Carlson
CRM Market Analyst
Software Advice
How Should You Respond to Marketing versus Sales Qualified Leads?
January 13, 2011 at 11:04 am | Posted in Uncategorized | Leave a commentOK, you’ve looked at the incoming leads, applied your lead scoring rules, and now know which leads are marketing qualified and which ones are sales qualified. What does that tell you about how to immediately respond to the lead? Here are just a few things to keep in mind:
- Always respond somehow, even if someone says they’re not ready for contact – they have to know they’ve successfully reached you.
- Provide options for them to easily continue building a relationship with you – links to your branch office/dealer locator, links to a Personal Shopping Assistant chat page or downloadable “how to” guides.
- Tailor your response based on how far along the respondent is in the sales process. As an example, for those just gathering information, position your company (and preferably a person at your company) as a resource for further education.
- For sales qualified leads, immediately pass along the name and contact information for the best qualified sales resource in their area.
The correct immediate response will increase the number of prospects you keep in your funnel and eventually increase lead conversion.
JT McDonald
Nurturing alone isn’t enough…
October 14, 2010 at 8:17 am | Posted in Uncategorized | Leave a commentTags: lead generation, lead management, lead nurturing
Lead Nurturing or “drip marketing” campaigns are pretty well accepted cornerstones of any Lead Management strategy. However, don’t count on nurturing alone to convert leads. At some point, the nurturing tracks run out of content. But more importantly, the numbers just don’t add up. Think about the following example. If you launch an email nurturing track for 10,000 prospects in your queue, industry averages indicate you may get a 20% open rate and then a 10% click-through rate. This means 2% of your prospects become new hand raisers, or 200 marketing-qualified leads. This may then translate to 50-100 sales leads. Great stuff, but not necessarily an amount that will catapult your company (and you) to stardom. As a marketer, you still need to continuously bring new prospects into your queue to make sure you have overlapping and multiple nurturing tracks going at the same time. Thankfully, the availability of marketing automation tools makes establishment of these multiple tracks doable and affordable.
- JT McDonald
NoLeadLeftBhind
Lead Management Best Practices for Channel Sales
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