Posts

3 alternatives for cold calling

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.

Customer Analytics: Predictive Lead Scoring for better results

(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.

Lead Management requires a holistic approach

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.

Generating better leads through Account Based Marketing

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. So we do as we are being told: we focus on implementing a sophisticated marketing strategy to generate leads for our “lead funnel” through our website, social media, blog, and so […]

The Significance of Service Level Agreements for Lead Management

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 […]