I’ve made the case previously in this space how one of the easiest way to gain a quick return from any investment in marketing automation is to apply the technology towards more efficient and systematic follow-up to inbound leads. And yet, I’m finding in the course of our firm’s work that many companies don’t consider [...]
By Howard Sewell
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Also posted in B2B Marketing, Lead Management, Lead Nurturing, Marketing Automation
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Tagged inside sales, insidsales.com, lead follow-up, Lead Management, Lead Nurturing, lead nurturing strategy, marketing automation consultant, telesales
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February 24, 2011 – 3:50 pm
I only recently came across the results of research published late last year by Leads360, a leading provider of hosted (SaaS) solutions for managing sales leads. In their August 2010 report, “Building the Optimal Inquiry Response Strategy,” Leads360 use the data collected to make some startling claims, amongst them the following: “The findings of this [...]
By Howard Sewell
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Also posted in B2B Marketing, Lead Management, Lead Nurturing, Marketing Automation, Sales 2.0, telemarketing
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Tagged inquiry response, lead follow-up, Lead Management, Lead Nurturing, Leads360, Marketing Automation
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April 22, 2009 – 10:51 pm
If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. Typical B2B connection rates range from 15 to 30 percent, which means that 70 [...]
By Howard Sewell
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Also posted in B2B Marketing, Cold Calling, Demand Generation, Installed Base Marketing, Lead Management, Lead Nurturing, Sales 2.0
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Tagged b2b lead generation, Demand Generation, inside sales, lead generation, Lead Management, Lead Nurturing, telemarketing, telesales
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October 15, 2008 – 8:13 pm
When I worked at Oracle in the late 80s (sigh), the company was one of the pioneers in the use of telesales for selling high-ticket software, on a large scale, over the telephone. Sally Duby was one of the key executives in that organization’s early success, and is now president of PhoneWorks, a sales strategy [...]
Howard J. Sewell is president of Spear Marketing Group and a B2B marketing veteran with more than two decades' experience in direct marketing, demand generation, and lead management.
