The biggest challenge for many tech firms is insufficient qualified lead flow. In order to grow, you need to increase both the quantity and quality of deals in the pipeline. But you also need to keep leads that aren’t yet sales-ready from falling through the cracks. PropelGrowth helps clients generate qualified leads, converting those that […]
Search Results for: lead nurture
Turning Disqualified Leads Into Sales Gold with Michael Brenner – Episode 005
No matter how much you spend on lead acquisition, there will never be enough qualified, sales-ready leads to support a large sales team. And unfortunately, most sales organizations toss out non-sales-ready leads instead of recycling them. A few years ago, Michael Brenner was running Global Marketing and Content Strategy at SAP. He decided to run […]
Content For Nurturing Mid- And Late-Stage Leads
Financial technology marketers are steadily improving at creating awareness-stage marketing content. Many who were once verbose and blustery are now producing more customer-centric thought leadership. The white papers, blogs and articles they produce today provide substantially more value to the audience and are doing a better job of attracting leads into the funnel. However, fin-tech […]
B2B Lead Conversion – Qualification Matters
“If you are sending inquiries to your sales team prior to a true qualification, you are wasting money and the precious time of your sales team.” — Michael Brenner Last week, I came across an excellent blog post from Michael Brenner about B2B lead conversion rates called “Hey Marketing, an Inquiry Is Not a […]
Constructing an Effective B2B Lead Generation Plan
Having a healthy number of leads is a crucial part of driving revenue. But often B2B marketers are challenged by determining what constitutes a qualified lead. This is often because they’re unclear about where a given prospect is in the buying cycle. The result? Sales wastes their time contacting people that are not yet ready […]
