The ‘Too-Many-Hats’ Problem At launch, sustaining an influx of leads is a B2B small business owner’s top priority — and by extension, engaging with current customers is priority 1.5. After all, we know customer advocates pay the bills. A business with zero churn...
Regardless of how many facts and figures we put in front of our prospects, the fact remains: They still make decisions based on feelings. In most cases, our prospects see our products as equal to our competitors’. Our prospects aren’t as familiar with...
Has your prospect ever been in your database before? Find out if your prospect has had any relationships with your business in the past. Have they ever been a prospect before? How far into the sales cycle did they get, and why didn’t the deal close? For example, you...
Unfortunately, there is no silver bullet to lead scoring in B2B marketing. According to Craig Rosenberg and his post, 6 Reasons Why Everyone Needs a Lead Qualification Team, “If you send unqualified leads to sales, you will either fail or get minimal ROI from...
An effective lead nurturing program will move cold or poorly-rated leads through your funnel. In a lot of cases, leads enter CRM systems with sparsely filled in details or indicators that they aren’t a right fit right now. The concept behind nurturing is to keep all...
An effective lead qualification team can charge through a high quantity of leads in a short amount of time, and they can still gather crucial insights while doing so. To separate the high quality leads from the ones that are highly unlikely to buy assess every lead on...