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Sales Pipeline: What Does Marketing Contribute?

by Tim Duranleau
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Traditionally, sales would scout for leads and marketing would craft the messaging. But in recent years marketing has undergone a sea change. It is trying to reinvent itself and shed its image of being a cost center. Today prospecting for leads has become a joint exercise between marketing, sales, and inside sales. Five years ago [...]

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Email Newsletters to Attract and Nurture Leads

by Poornima Mohandas
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Email newsletters are a great way to build new relationships and nurture existing ones. If done right, they can build brand awareness, foster loyalty, and increase your reach. Being an essential part of email marketing, newsletters work as a great way to get new leads, broadcast the latest company news, promote your upcoming events and [...]

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5 Tips for Lead Nurturing Sales Rejected Leads

by Tim Duranleau
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Do you throw away all your sales rejected leads? Don’t throw the baby out with the bath water. Not all sales rejected leads should be flushed out of your funnel. In fact, studies show that sales will invariably reject leads and interestingly, an overwhelming majority of these leads will eventually buy from you if you [...]

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Top 4 Things to Measure With Marketing Automation

by Tim Duranleau
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Marketing automation platforms can be overwhelming at times, given the number of functionalities and reporting metrics available. When you have so many things to measure, the key is to know which ones to focus on. Concentrating on a handful of top metrics that define marketing helps showcase marketing’s value to the C-suite. Here are four [...]

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Marketing Automation for Sales and Marketing

by Poornima Mohandas
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Did you think marketing automation was only for marketers? Think again marketing automation can be as much for sales as it is for marketing. Don’t let sales be a mere bystander to marketing automation. While you might be familiar with how marketing automation can turn your website into a lead magnet and turbocharge your marketing [...]

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Is Your Website Your No. 1 Lead Generation Tool?

by Tim Duranleau
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Consumers today scour the internet for products, prices, and reviews. You can’t just let these people research you and go away. Instead you need to find out who they are and engage them. With inbound marketing the name of the game, your website should be your No. 1 lead generation tool. What’s more, by 2015 [...]

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7 Tips to Convert Inbound Prospects Into Revenue

by Poornima Mohandas
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Build Your Inbound Reporting Dashboard Today Inbound marketing is comparatively cheap, yields better quality leads, and easier to measure than outbound marketing, making it unstoppable. While outbound is far from dead, inbound marketing is the name of the game today. In inbound, you drive unidentified visitors to your shop window aka your website. Make sure [...]

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What Does Sales Enablement Mean to You?

by Poornima Mohandas
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Sales enablement means different things to different people. There are countless definitions out there from research firms, analysts, and experts. In some firms sales enablement may be a role, in others it could be a range of tasks performed by different sets of people in marketing, sales, and sales operations. Put simply, sales enablement boils [...]

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5 Secrets to Lead Nurturing Success

by Tim Duranleau
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Marketers love lead nurturing; in fact it’s their favorite feature of marketing automation platforms. But how do you educate your leads and peak their interest in your brand without being salesy and obnoxious? Here are five secrets to achieve lead nurturing success. 1. Once a Year Seek Permission to Email Your Leads At the start [...]

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What is the Future of Marketing Automation?

by Poornima Mohandas
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As companies across sectors embrace marketing automation, the industry consolidates, and big names like Oracle and Salesforce enter the fray, where is marketing automation headed? How will the product evolve over time? Marketing automation solutions vary on functionality, ease of use, pricing, and after sales service. As the industry matures, some solutions will expand from [...]

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