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velocity

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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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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A Pipeline-Filling Machine

Wouldn’t it be great if you had a push-button machine that could do the following:

  • Shorten sales cycles
  • Keep pipelines full
  • Focus your reps on deals instead of prospecting
  • Cut your marketing costs
  • Improve communication with your team, customers, partners and prospects

We think we have built that kind of machine. We call it “Nurturama.”

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Announcing Nurturama: Five Spots Available

There’s an interesting opportunity that you may want to explore.

During my time at Accellos and over the last decade, I saw the market for software solutions change dramatically. We’re seeing new competition, new solutions, new buying patterns and most importantly new growth for the first time in years.

That is why I’m posting this today.

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You Bore Me

Photo Credit: SkippyJon via Flickr

One of my most important rules in life is “different is always better.” If you’re trying to do what everyone else is doing–with your product, with your message, with your hair style–then you’re boring. And boring isn’t going to drive a lot of success in your life.

Unfortunately, it’s not advice that’s always easy to follow. So here are three ideas to get you going.

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A Lead Nurturing Playbook for Product Launches

Part III of the Series: 10 Ways to Untangle Your Product Launch

A while ago I was playing a mens doubles tennis match against a duo that was collectively 150 pounds heavier than my partner and me. The points on our side of the net were won with a lot of running, tight angles, drop shots and finesse. The points on their side of the net were won with blistering forehands aimed right at our faces. I think I still have a mark on my forehead that says “ProPenn 4.”

At the end of the very close match–each set went to a tie break–one of their players said, “That was like a battle of the piano players versus the piano movers.”

That’s kind of like lead nurturing.

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telemarketing calls

Winning Ugly

A client asked me this morning, “if you could only do one marketing tactic, what would that tactic be?” I told him telephone calls. At which I think I heard him choke on his morning latte.

I’m sure he was hoping I’d say social media. Perhaps a nice video campaign. Or at least email. Something elegant and fun. Those are all great. Those things all significantly increase the effectiveness of your integrated marketing strategy. But if I only had one thing I could do, I would make a ton of calls.

I’d win ugly.

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Employee Coaching

Velocity Coaching

Velocity Coaching The secret to getting the most out of your top employees lies in drawing out their best talents, quickly discovering the unspoken rules of culture and teaching them the leadership techniques that they never learned in school or from their peers Why Internal Mentors are Not Enough Hiring an outside coach to mentor…
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