Category Archives: Lead Scoring

Six Tips for More Effective Lead Management

By | Act-On, Content Marketing, CRM Management, Lead Generation, Lead Management, Lead Nurturing, Lead Scoring, Sales Tips | No Comments

In sales, a lead is defined as a “potential sales contact.” But what constitutes “potential?”

Depending who you talk to, “potential contact” can be anything from a purchased name in a database to someone who filled out a web form, replied to an email blast, or dropped their card in the fishbowl at a trade show.

Some of these options are clearly more qualified than others. Read More

3 Benefits of Marketing Automation Integration

By | CRM Management, Lead Scoring, Marketing Automation, Sales and Marketing Integration | No Comments

How connecting CRM with Marketing Automation Drives your pipeline

It is a fantastic time to be in sales and marketing. Creative, hard-working professionals have access to new tools to find the right buyers, and new options to connect with them. More than ever, technology allows brands to have meaningful conversations with people in need of their services.

CRM (Customer Relationship Management) and Marketing Automation software are two of the most important tools available. Equipping a talented sales and marketing team with these two tools is a great start in creating an effective, agile marketing organization. When these two tools work together, your team can reach prospects at every stage of the sales pipeline to increase pipeline velocity and scale your business faster.

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Lead Scoring

Lead Scoring to Boost Sales

By | Act-On, CRM Management, Lead Generation, Lead Scoring, Marketing Automation, Salesforce | No Comments

Whether you’re working in construction or sales, every job has tools of the trade. The tools a sales team uses are different than the tools a construction team uses, but in both cases, you need to have the best tools to do the job right. You need to make sure lead scoring is in your tool belt.

Lead scoring lets you spend more time talking to people who have shown interest in your organization and less time dialing out of the phone book. Lead scoring gives you better leads to call, resulting in better calls and more closes.
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Lead Scoring

Lead Nurturing & Lead Scoring

By | Act-On, CRM Management, Lead Nurturing, Lead Scoring, Marketing Automation | No Comments

Digital marketing is easy, right?  Make something, put it online, people sign up and buy. Sorry to disappoint.  It is, in fact, a complicated mix of strategy tactics and execution. It is both an art and a science.  An art, in that to be successful one needs to be able to craft quality content that “educates, entertains and delights” the reader.  A science in that you need to be able to identify buyer attributes, strategically target your messaging, analyze the data, and know when a lead is qualified (a.k.a. “sales ready”) and when it is, in fact, just a lead that needs to be nurtured for it to turn into something more. Lead scoring plays a big part when and how to make that determination.
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Information-Driven Marketing

Information-Driven Marketing

By | CRM Management, Lead Generation, Lead Scoring, Marketing Automation | No Comments

Over the last decade, B2B marketing has evolved at a rapid pace. This is due, in a large part, to technological advances that give marketers the opportunity for insight previously only dreamed possible.  It is also due to faster and more efficient means of communication via tools such as CRM and marketing automation that streamline reporting, analytics, and lead scoring. All these make content-rich websites, inbound lead gen, and strategic email marketing de rigeur for organizations looking to grow.

With all that, however, there are many who still struggle with the “why” and the “how” behind using digital marketing to generate leads and assist the sales team in pulling prospects further through the sales funnel. Many organizations either don’t have the bandwidth to really create, execute, and evaluate consistent, effective lead generation efforts; they don’t have the discipline to add an outbound calling effort to their strategy, or both. Read More

8 Things Your CRM Should Tell You

8 Things Your CRM Should Tell You

By | CRM Management, Lead Scoring | No Comments

8 Things Your CRM Should Tell You

Are your sales figures living up to expectations? If not, can you pinpoint why? Do you know what you need to do to turn things around?  If you’re using your CRM system correctly, you should. If you’re not, there is no better time than the present to get started.

It might be cliché, but knowledge really is power.

Outsource to NuGrowth or hire reps who understand the importance of information sharing, align your CRM with your territory management plan, enforce discipline and feed it right and this is the kind of information you’ll get: Read More