Tag Archive | "lead development"
Designing a Lead Nurturing System – Part 4: Tactics and the Program
Designing a Lead Nurturing System – Part 4: Tactics and the Program In previous articles on the topic of lead nurturing, I’ve looked at developing a universal lead definition, installing a marketing database, and understanding your prospects’ buying process. These are all key parts of an effective lead nurturing system. Now we get to the good part [...]
Continue reading...10 Questions to Discover if Your Technology Marketing Program is Solid.
10 Questions to Discover if Your Technology Marketing Program is Solid. 1.Have you identified your ideal prospects and focused your attention on attracting and developing these prospects? 2.Are you clearly differentiating yourself from the competition and does your messaging reflect this? 3.Have you defined the stages of your prospects’ buying process and created marketing responses to meet the [...]
Continue reading...Lead Development: Keeping Prospects Warm
Lead Development: Keeping Prospects Warm If you know me or you’ve been read this blog for any length of time, you know I believe wholeheartedly that one of the biggest mistakes a B2B marketer can make is to ignore the prospects who aren’t ready to buy yet. This is a straight path to inefficient marketing and [...]
Continue reading...REAL Marketing Strategy #3: Remember the prospects who aren’t ready to buy yet.
REAL Marketing Strategy #3: Remember the prospects who aren’t ready to buy yet. Here’s a fact that sometimes surprises our new clients, but we find it to be true over and over again. 75% (or more) of your best prospects are not ready to buy right now. 25% aren’t even ready to give you the time of [...]
Continue reading...Designing a Lead Nurturing System: Part Two – Your Marketing Database
Designing a Lead Nurturing System: Part Two – Your Marketing Database If you’re going to consistently develop prospects into sales-ready leads or customers, you’ll need a good marketing database. Even if you have a relatively small number of prospects, the cost of an online system to manage data and communications is so low (as in “free”) [...]
Continue reading...It’s Not the Number of Leads – It’s How You Handle Them
This article first appeared November 28, 2007 in the Tatum Marketing blog. The CEO of a software company contacted me the other day and said “We’re behind on our sales goals. I need more leads. What’s the best way to get them?” Most technology marketing “experts” would have jumped right in with suggestions about email campaigns, pay-per-click [...]
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Tuesday, November 10, 2009
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Written by: Susan Tatum