Wednesday, March 29, 2017
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Funnel Management

Today’s Trends in ABM: Interview with Sangram Vajre

Sangram Vajre

Today we are joined by Sangram Vajre from Terminus, also known as the godfather of the FlipMyFunnel movement. Today, we’ll talk about the latest trends in Account-Based Marketing. P.S. Apologize in advance for some of the funky audio as a few gremlins got into our mic system. Sangram Vajre Interview Highlights Sangram’s Journey from Salesforce to Terminus: “It’s been phenomenal. I ... Read More »

3X Your Results with Multi-Dimensional Nurturing

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What’s one of your most successful campaigns for driving business? How does an increase of $380K in business and 250% increase in engagement sound? Today, I’ll discuss a blueprint one of our clients used leveraging automated direct mail and gifting within their nurture paths. Make sure to read until the end to find out how you can score a pair of Beats headphones. ... Read More »

Communicating over the Holidays – Stop the Alerts

Your Sales and Marketing management team is sipping champagne on News Years, is opening presents with their families during Christmas or Hanukkah, or shooting off fireworks on July 4th. What do they NOT want to deal with?…Notifications for overdue leads. Christmas, Hanukkah and New Year’s are filled with gift giving and family. It’s also filled with hangovers, crazy mall drivers and tons of “overdue ... Read More »

Insource or Outsource? 7 Key Roles to Create Your Revenue Machine

Outsource In-House Signboards

When I was younger, my dad liked to change the oil in our family’s cars. It would take him way too long and he looked like he was swimming in oil after he was done. And my mom would always get PO’ed because he’d get oil all over the driveway. Insourcing or outsourcing is a decision we all make on ... Read More »

Call the Darn Leads – 11 Mistakes Companies Make

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Time and time again, I see leads in companys’ systems that are supposed to get contacted. Yet, they just sit and begin to grow mold like the old bread in the back of your pantry. The quick answer is “just call them,” but that’s not always the right solution. These aging marketing qualified leads (MQLs) result in wasted investment and lost opportunity. ... Read More »

Four Funnel Insights Management will Love

Funnel Metrics

I’ve seen this numerous times (and yes, I’ve done the same). There is a Marketing review and management wants to see some results matched up against that funnel process Marketing and Sales keeps touting. This is the “oh s*#^” moment.  The funnel slide in the executive deck looks tremendous but reporting on it is a whole other story. The problem for ... Read More »

Six Steps to Transform Your Lifecycle into a Revenue Machine

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A month ago, I was down at Disney World and I was trying to get into this sporting tent to watch my daughter participate in a cheering competition. There were a couple hundred people in a massive crowd waiting to go through a door. It was chaos with no organization. It reminded me of an inefficient funnel where leads have a ... Read More »

Four Data Steps to Widen Your Funnel

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Do you know what percent of your addressable market is captured within your database? Most marketers are unable to answer this question. From what we see, it ranges between 30-45%. So, what if you could increase this number to 70-80% and widen the top of your funnel? You would expose your content and nurture strategies to a greenfield, while very ... Read More »

Marketing Funnel Not Working? Go Surfing

Marketing Funnel Fix

Sometimes business conditions can lead to failure. Sometimes you need to surf. On a recent family ski trip to Jay Peak in Vermont, the snow was packed-powder perfect and the sun was shining bright. These are two big elements for a resort to have a great day at the ticket booth. Yet, there were a handful of skiers on the ... Read More »

5 Marketing Resolutions to Kickoff 2015

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2014 came and went. Now it’s time to get going on 2015 and make a real difference in the New Year. If you are like most people including myself, you make a small list of things you want to do better. Be a better dad and husband, eat healthier, ski more, etc. How about the business side? Putting your business ... Read More »