Posts

One of the biggest challenges in modern sales is the evolution of customer communication. More and more digital conversations are asynchronous which makes the „right moment“ to make a sell hard to detect.

To measure how successful campaigns and strategies really are, you need numbers. The conversion rate is one of those numbers and especially important in any marketing team.

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The cold call was the sales method number one for years. The customer got a call (seemingly out of nowhere) to get convinced of a certain product or service. With today’s number recognition and digital communication channels, the method seems to have overstayed its welcome.

(Co-author: Michael Ziegler) Lead scoring is an amazing lead management tool to decide when a lead is potentially ready to make a purchase and then gets moved from marketing to sales. Modern analytics tools can help adjust the variables that define the scoring according to success rates and individual lead behavior.

Vaguely defined processes for your lead management will turn your lead’s journey into a mystery wrapped in a riddle. The solution: stop treating your lead like a means to an end.

Today’s blog is about Account Based Marketing, briefly called ABM. For us marketing people there is one primary task and that is: generating leads.

Every Marketing Director’s focus is on Lead Generation and Lead Qualification. That’s why I am dedicating our blog post today to this topic. First and foremost a structured hand-over process is essential for being able to harness and further develop generated leads. Therefore every lead management system should be based on so-called Service Level Agreements …