If you’ve been following my blogging activities in recent weeks, you should now have a good understanding of how you might implement an automated lead nurturing and response strategy.
I’ve walked you through creating the perfect lead nurturing email to recoup lost revenue for BtoC companies and BtoB companies. I’ve described in detail when, and … Read more »

• Mikel Chertudi
• 9 responses
•  Online Marketing

If you’ve been following my series on creating a successful lead strategy, you might remember that last time I talked about knowing when, and how often, to call potential customers. Today, we’ll look at a long-term strategy to help you map out the best way to stay in touch with leads after you’ve had a … Read more »

• Mikel Chertudi
• 1 response
•  Online Marketing

Deciding when, and how often, to contact leads can be enough to turn a marketer’s hair gray. All too often, deciding on a strategy can seem random. You ask: When should I call?  Will I ever actually reach a real person?  How often should I try?  This type of calling strategy is usually deployed when … Read more »

• Mikel Chertudi
• 2 responses
•  Online Marketing

As I’ve talked about in recent posts, a successful lead nurturing strategy improves the number and quality of the leads you can generate — for a significant increase in revenue.
Last time I outlined some important elements necessary for a strong lead nurturing program — communications should be personalized, relevant, well-timed, thorough and automated –and I … Read more »

• Mikel Chertudi
• 3 responses
•  Online Marketing

In my last post I talked about lead nurturing strategies, and how to put one into place for your company. I outline five key elements.  Communications should be:

personalized
relevant
well-timed
thorough
automated

Automated emails are one of the first, and one of the easiest, areas of communication to implement.
Imagine someone goes online to shop for Father’s Day.  He logs in … Read more »

• Mikel Chertudi
• 1 response
•  Online Marketing, Web Analytics

By learning to successfully nurture interested prospects that haven’t yet committed to buy, both B2B and B2C companies can increase campaign response rates, maximize lead conversion rates and increase the number of closed sales for a significant improvement in revenue. Sirius Decisions stated that ~80% of interested B2B prospects will purchase the product and … Read more »

• Mikel Chertudi
• 2 responses
•  Online Marketing

This is part 2.  Part one can be found here.
Tools
When it comes to choosing a tool for closed-loop reporting, the most important thing to look for is a product that couples the correct methodologies with the technologies, so that you can generate reports in the ways that give you the most useful insights.
Most tools do … Read more »

• Mikel Chertudi
• 1 response
•  Marketing Integration, Online Marketing

The topics of closed-loop reporting for the complex sale — that is, tying offline or online leads through to an ultimate closed deal in an offline environment — has generated interest and curiosity among marketers, along with a measure of confusion.
I can easily understand the confusion. Such closed-loop reporting is not impossible, but companies … Read more »

• Mikel Chertudi
• 1 response
•  Marketing Integration, Online Marketing

It’s important that marketers properly append multiple classifications (meta data) at the tracking code or campaign level so as to slice-and-dice the data by these classifications with such unlimited flexibility in viewing campaign results including costs, sales, closed deals, lead quantities, ROI, and more. Marketers can compare these metrics at multiple levels of campaign meta … Read more »

• Mikel Chertudi
• 1 response
•  Online Marketing

Once marketers are enabled to tie campaigns to metrics deeper in the sales cycle such as closed deals, sales values, and sales-ready leads, determining which campaign to associate to the metrics becomes a complicated process. One closed deal could possibly have 10 or more different campaigns associated to it depending on the number of campaigns … Read more »

• Mikel Chertudi
• 2 responses
•  Online Marketing