Do you know why you don’t close all the sales you deserve to close?
Do you know, on your first prospecting call, who will buy?

Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing…

In order to sell more when using marketing automation technology, we need to enter the buyer’s decision path far earlier.

The field of marketing automation would like to get the right data, at the right time, to prospects who sign up on contact sheets. The problem is they are working from a sales model; but buyers buy using a change management model as they must address their internal, human, unique decision issues prior to a solution choice. Here is where the real influence happens.

Here are some numbers I’ve recently read: through marketing automation we are closing between 2-8% of leads (as per Jeff Lenskold), 70% of leads buy something (as per Steve Gershik) but not necessarily during the time we are scoring and nurturing them, and 90% of leads ‘fall out the bottom‘.
Here is what these fascinating numbers tell me: 1. we are […]

Recently, I asked 15 marketing automation leaders to define Lead Scoring for me. Every one gave me a different answer!