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Training is Critical for Surviving Hypergrowth

Why do some companies buckle under the intense pressures of hyper-growth while others thrive? The answer is that successful Enterprise Velocity companies have an engine, a deep corporate DNA that threads throughout the entire organization. That culture is created and sustained through a commitment to constant training.

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Niche marketing

Seven Ways to Close More Deals–Webinar Recording

This was a great session, covering a ton of ground and answering a lot of your questions. We talked about: What best-in-class technology companies are doing to help understand their customers, the buying cycle, the needs, desires, wants, behavior, etc. How to streamline complex sales cycles by educating your prospects The best way to fill…
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62% Outsource Content

2012. You launched a new website. That website has a blog. That blog feeds LinkedIn, Facebook and Twitter. But you feed the blog. By February you were wishing someone would hit you in the forehead with a garden shovel just so you had an excuse not to write one more blog post. You’re not alone.…
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Do You Segment Your Leads and Prospects?

I’m surprised how many companies take their databases for granted.

They did a good job at one point collecting leads from purchased lists, trade show badge swipes, web hits and referrals. But then the data starts to suffer from a lack of attention, no new investment of resources or energy and just some poor data management. A lot of companies never clean the data and most companies just copy the data from a hodge podge of lists randomly into their CRM system or their email marketing program.

But a lot of the literature shows that companies who invest time and money into deduping their lists and segmenting their prospects into groups like industry verticals, job titles, job functions (which are often different than titles), associations and the like see much better response rates.

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Are Customer Surveys Worth the Effort?

Customer surveys are hard to implement and if you do it wrong, you don’t end up with actionable data. Sure, it may be nice from a PR perspective that 95% of your customers get what they expect out of your support line; however, that doesn’t mean they feel any loyalty toward you at all. Giving them what they expect just means you didn’t upset them enough to leave.

Surveys fail for any number of reasons.

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How Big Should My Marketing Budget Be?

Synchronicity.

For some reason, I’ve had five conversations in the last few weeks with clients about marketing as a percentage of X, where X might be revenue, EBITDA, new sales, or another measure.

So if you’re wondering about this, I thought I’d share my rules of thumb.

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8 Steps to More Prospects: Get Our Nurturama Cheat Sheet

You’ve seen me mention our 8-step process for developing more prospects while increasing sales productivity–this is kind of a “cheat sheet” we use at the Boston Turner Group to explain all of the key elements of a marketing automation process to our clients. It helps us make sure we’ve covered all the bases in a leak-proof pipeline building process.

This infographic shows how we combine strategy, technology, creative and experience to engage your prospects and alert your reps with predetermined buying signals and behavioral triggers.

You can download the infographic at:

https://bostonturnergroup.com/nurturama-poster/

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Shocking Prospect Behavior Revealed

Are you tired of all those prospects sneaking around on your website without the courtesy to even fill out a landing page conversion form? What exactly are those anonymous visitors from domains like “sbcglobal” and “roadrunner” and “verizon” doing on your site? Who are these mysterious e-vagrants?

Our Nuturama process includes a new process that identifies prospects on your website even if they don’t fill out a prospecting form. Here is a taste of what our program can do to reveal your prospects’ hidden site-surfing secrets.

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