How do you handle lost sales opportunities? Does all the follow-up responsibility lie with Sales? Do you ever worry that sales that end in no decision (or aren’t ready to close right away) fall through the cracks because your sales team forgot to follow up? A 3-Year-Old Proposal One of our clients had an exciting thing happen recently. […]
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 […]
6 Tips for Nurturing Existing Customers
A Bird in the Hand is Worth Four in the Bush We talk a lot about creating demand, generating leads and acquiring customers in this blog. But marketers also need to focus on customer retention. Consider this: most sales organizations close about one out of every four qualified opportunities. So that means if you have a […]
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 […]
Is Your Late Stage Content Increasing Fear?
Lately, I’ve been considering a change to PropelGrowth’s bookkeeping system, and this process has sent me down the trail of hunting for answers to lots of questions online. Part of my evaluation has included reviewing QuickBooks Online. Experimenting with Promotional Pricing The QuickBooks marketing department is experimenting with introductory pricing (a QB sales rep confirmed […]
