Lead Nurturing is a collection of activities geared toward developing relationships with prospective buyers at every stage of the sales process and buyer’s journey. Often these activities are managed by marketing communications and sales reps in a multi-touch buying process.
According to SiriusDecisions, around 67 percent of the buyer’s journey is now digital. What does that mean for your sales team? Well, by the time your sales rep speaks with a prospect that prospect is already familiar with your competitors, your product, has heard a few sales pitches, and is quite close to making a […]
There’s a popular action board game for kids called Hungry Hungry Hippos. A dozen or so balls roll around a ring, and your job is to hit a lever that opens your hippo’s mouth and try to gobble up as much of the “hippo food” as quickly as possible. For many lenders, getting leads to […]
According to a 2012 Bridge Group study, from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. To meet these demands, emerging technologies are proliferating and gaining traction. One popular solution category, marketing […]