Category Archives: Lead Management

7 Tips for Increasing Free Trial Conversion Rates

If you work for a software company that delivers product on a SaaS platform, it’s likely that free trials, and the rate at which those trials convert to customers, are one of the primary drivers for your company’s revenue stream. Finding ways to increase that conversion rate by even a… Read More

New Podcast: Buying & Using Marketing Automation Systems

Recently I was interviewed by Jon Miller, Vice President Marketing at Marketo, about the trends, challenges, and potential benefits that are driving so many companies to look at marketing automation and lead management solutions. The resulting 12-minute podcast is available via Marketo’s podcast library or you can access it directly… Read More

Following Up on Leads: How Soon & How Often?

I had occasion recently to answer two questions relating to lead follow-up, discussions that readers of this blog might find of interest: First, a prospective client wanted to convince his management that there was a business case to be made for installing a process by which sales leads would reach… Read More