Tag Archive | "lead nurturing"
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 [...]
Continue reading...Designing a lead nurturing system Part 3: How Your Buyers Buy
Designing a lead nurturing system Part 3: How Your Buyers Buy This is the third in a series of articles about designing a great lead nurturing system. So far I’ve talked about coming up with a universal definition for the word “lead” and the marketing database you need to house your prospects’ contact information and [...]
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 [...]
Continue reading...12 Rules that Transform Ordinary Marketing Materials into Lead Generating Tools.
12 Rules that Transform Ordinary Marketing Materials into Lead Generating Tools. Nearly every time we conduct a marketing analysis for a new client, I’m reminded how easy it is to forget one basic rule of REAL marketing. That is: any and all marketing communications should contribute to your lead generation and/or lead development program. Seems [...]
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 [...]
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 [...]
Continue reading...Tech Companies Expect 60% of New Leads to Come from Marketing.
This article was first published November 14, 2007 on the Tatum Marketing blog Once upon a time, say back in the 90s and the early 2000s, lead generation was widely considered to be the responsibility of the sales team. Not so now. According to business-to-business & technology marketing studies, sales people can typically find about [...]
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 [...]
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Tuesday, November 10, 2009
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Written by: Susan Tatum