Demand Generation

Four Ways Companies are Underutilizing Marketing Automation Systems

Marketing automation is technology that lets you engage with buyers and influence sales in a way that makes your marketing and sales team more effective.

According to one study, nurtured leads produce an average 20% increase in opportunities compared to non‑nurtured leads. Imagine if you could instantly make your whole marketing budget 20% more effective. That 20% will produce a large ROI in additional sales revenue.

The goal of most marketing automation programs is to increase the quality of the leads that are generated, and increase the productivity of the marketing team and the sales force. If the marketing automation program is implemented correctly, it will result in measurable improvements in the form of higher campaign conversion rates, higher email open rates, higher sales close rates, and a shorter sales cycle.

In my experience, there are four ways that people are underutilizing their marketing automation systems: [Read more…]

Is Your Website Optimized for Demand Generation? CRM Software Integration: Post 8 of 9

If you know what Customer Relationship Management Software is, then you've probably considered how your sales leads, prospects, opportunities, potential customers, or whatever you call them should be managed as they trickle down the sales funnel towards becoming customers.

Is Your Website Optimized for Demand Generation? Content Management Systems: Post 7 of 9

In my fourth post in this series on copywriting & content, I discussed the importance of highly relevant, "link-worthy" content on websites for engaging your target audience and driving demand for your products and services.