Call your leads quickly, and stop calling after 20 hours

B2B marketers know how important it is to follow up leads quickly. But do we know how quickly? And can call backs actually hurt your chances? A customer sent me this link to Lead Response Management last week, and I'm embarrassed not to have seen it previously. Here's the essence: Study was across 15,000 web-generated leads from 6 large companies over 3 years. Sure, the data could be across a larger number of companies, but I'm not disputing their findings. Calling on Thursdays is 50% better than calling on Tuesdays for first phone contact Wednesdays are 25% READ MORE ›

By |Tactics|
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Building Global Lead Scoring and Nurturing Programs at DemandCon 2012

Do you know what your ideal customer looks like and are you doing anything to help them find their way to you when the time comes to buy? A well built lead scoring and nurturing program can help you assess the quality of your prospects and ensureyou automatically stay engaged with them so when they know that they need what you have, you are perfectly positioned to give it to them. But how do you build one? What are the major challenges? And is your marketing engine ready for lead scoring and nurturing? Ceri Jones, Marketing Director READ MORE ›

By |Tactics|
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What revenue performance management can do for you

If you are at all familiar with marketing automation, you will have heard the term "Revenue Performance Management" floating around quite a bit. But what exactly is it and why is it relevant to you? Revenue performance management is a deeper level of marketing automation that provides more insight into the funnel, and therefore helps marketers better understand the buyer's journey. Additionally, it provides a deeper set of analytics, making it possible for marketers to better measure the effectiveness of campaigns, as well as the overall ROI that marketing provides. For an area of the company READ MORE ›

By |Strategy, Tactics|
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How B2B firms use LinkedIn for effective lead generation

When I ask Australian B2B firms if social media and LinkedIn in particular has a place in their communications and marketing strategy I generally get a look that could best be described as worried or hesitant and occasionally dismissive. If I go on to ask them if they think LinkedIn can generate real leads for their business, that worried look disappears and is replaced with looks of disbelief and guffaws of (usually) well meaning laugher. Many B2B firms are struggling with what to do with social media. They know they need to do something, that they should READ MORE ›

By |Tactics|
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