“When you've got 10,000 people trying to do the same thing, why would you want to be number 10,001?” asks Mark Cuban. Or, let’s be honest, why would you want to be anything other than number one? In the cutthroat world of online advertising, however, it can be a struggle.
Marketers, the Internet might not be your friend after all. It’s changed the way that consumers shop for products, which means that when they first convert into leads they’re a lot less sales-ready than they used to be. Here are some ways to ensure your lead nurturing isn’t a bust.
I’ve been pushing social media for measurable sales outcomes for more than three years. Yet, I recently concluded “lead introduction” rather than generation is a more realistic expectation. Here's why.
Every website visitor to a B2B site is treated like a little gold nugget. Yes, some nuggets are more valuable than others and through lead nurturing you can learn about your prospect and take the right approach to keep your brand top-of-mind or guide them down the sales pipeline.
The quarter is over. A great time to reflect on the sales cycle... which I did while doing a little fishing last week. How long is your typical sales cycle? Every sales person knows that there tends to be a direct correlation between the length of your sales cycle and the size of your deal. The bigger the deal the longer and more complex the selling process and the greater the objections you must overcome. But that doesn’t relegate the role of sales person to order taker waiting for a prospect to make up her mind.
Spending boatloads of money on marketing and not getting the return you expect? Too many companies are spending large sums of money on filling the Top of Funnel (ToFu) and not focusing enough on the meat of the equation, the Middle of Funnel (MoFu) that drives revenue. Much like the tofu salad at the Venetian or Palazzo in Las Vegas, it is just an appetizer. It’s the MoFu (Middle of the Funnel) that will have your sales team raving and profits soaring.