Category Archives: Customer Relationship Management

The Challenges of Engaging with Multiple Decision Makers

All marketers work towards generating leads and most of them nurture leads as well. However, not all of them who do so are successful in such tasks. A big challenge faced by marketers when trying to nurture B2B leads is identifying the influencers. A marketer may do a good job in eliciting the interest of […]

The Many Challenges of Handling Marketing Data

The marketer has many analytic tools and strategies at disposal. However, regardless of what such tools promise to deliver, the effectiveness of the tool is only as good as the data it uses. Ensuring that the right data goes into the analytics engine is probably the most underestimated challenge of marketing. A big challenge in […]

Marketers Look at Teleprospecting to Nurture Leads

Marketers who engage in prospecting, nurturing and conversion should take another look at teleprospecting. Optimizing one’s use of time is a priority for today’s marketers who are hard pressed to deliver results. One of the biggest time drainers is engaging with tons of generated leads. While the need to engage and nurture with leads to […]

Marketers Need to Focus on Customer Loyalty

The changing business landscape will force marketers to focus on promoting customer loyalty. The realization that it is much easier to sell to an existing customer than a new customer is slowly settling in. It costs ten times to convert a new customer than to retain an existing customer. Data over the years suggest that […]

Using Audience Segmentation for Better Engagements

Among the various marketing communication strategies in place, audience segmentation has proven very effective in delivering relevant communication or the right communication to the right people. Delivering communication that people really care about improves engagement and increase conversion rates. Audience segmentation is in essence harvesting the data on hand to profile the intended audience of […]

Integrate Data and Analytics for Marketing Efficiency

Marketers depend on analytics to make crucial decisions at all stages of the marketing lifecycle. Analytics become even more important in the age of marketing automation where the system triggers events by itself based on the defined parameters. Conducting analytics requires gathering data on leads and prospects. Many marketers gather data first and worry about […]

Qualities of a Good Marketing Automation Software

The success of any large scale marketing campaign depends on the efficiency and the robustness of the automated system in place. More often than not, the marketer’s performance directly relates to the information tracked and the depth of analytics provided by the system. At the very core, a good automated system identifies the people who […]

Multiple Communication Channels is a Double Edged Sword for Marketers

The success of any marketing campaign depends on delivering the right message to the right audience through the right medium. The proliferation of marketing channels poses a big challenge for marketers in identifying the right medium to deliver their marketing campaigns. Today’s customers remain more connected than ever before. While this should apparently make the […]

How Segmentation Drives Lead Nurturing

Any marketer worth their salt understands the importance of nurturing leads to drive conversions. However, what many marketers do not realize is that there are no one-size-fits all solutions to lead nurturing. Applying the same lead nurturing strategy to all leads does not work. Success depends on identifying the category or type of lead and […]

The Drip Marketing Initiative to Nurture Prospects Provides Multiple Benefits

An average prospect does not convert until they receive a marketer’s message 29 times. Multistep drip campaigns work wonders to educate and nurture prospects and move them closer to conversion over time. Success of drip marketing depends on the marketer proactively delivering information that the prospect expects at a given stage in the lifecycle marketing […]