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Lead Follow-Up Failure Leads to Revenue Failure: Alex Terry and Matt Heinz

Lead follow-up failure. Whose fault is it?

Episode-card-640x640_guest-terry (1)Alex Terry, CEO of Conversica joined Matt heinz on Sales Pipeline Radio to talk about the findings of the highly regarded 4 P's Report published by Conversica. 

Conversica commissioned an in-depth study (3rd year) tracking lead follow-up efforts of B2B and B2C companies across a number of different industries. In 2017, they found that a staggering 77% of companies under-touched their leads.

Check back here for the ON-DEMAND Recording of this broadcast -- no later than 1/16 or on the Heinz Marketing Blog on Mon. 1/22 along with the full transcript.

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White Paper: Significant Findings on Lead Follow-Up from Conversica

Slma-recommended-187Title:  2017 Sales Effectiveness Report: Lead Follow-Up

Published by/Authors:  Conversica

Gated: Yes

Download Link    Download or read it online

Highlights:  This is the third year for this study.  Conversica commissioned an independent research firm to secret-shop 866 companies and evaluate their response using four key elements:

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How to Create Sales-Ready Leads from Website Visitors - White Paper from ActiveConversion

Converting Visitors into Sales LeadsTitle:   Converting Visitors into Sales Leads

Published by/Authors:   ActiveConversion

Gated: No

Download Link   

Length:  Seven Pages

Highlights:   This is a discussion of how the thousands of companies involved in the oil and gas industry (not just the oil and gas giants) but the many thousands of companies that supply the giants and themselves with goods and services, create sales ready leads.  For instance, in Canada there are 2300 companies servicing this industry and $80 Billion in revenue annually. There are most likely, millions of website visitors to these 2300 companies.

This white paper is about automating processes that can generate qualified sales ready leads for high yield sales activities for any company, not just the Oil and Gas Industry.  It starts with the SEO of a website, which is no surprise, which then leads to recommendations to:

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White Paper from Oracle on Lead Scoring

Why It’s Important:

"Without a lead scoring process, your lead generation efforts will falter, marketing dollars will be wasted and sales productivity will be 20-30% lower than needed."

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This review was conducted independently without the advice or consent of the publisher.    Of course, we only review those papers that are worth it for you to read, we leave the others to someone else.

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Step by Step Guide to Sales Success

Slma-recommended-187Title:  Step by Step Guide to Sales Success in 2017

Published by/Authors:  Badger Maps and KnowledgeTree

Gated: No

Download Link   

Length:  40 Pages

Highlights

The paper opens with a telling statement that says, “When you make goals make sure they push you to be a better version of yourself,” and that is what this paper does.   This short, but helpful paper makes good on that goal for the reader. In all respects this paper is misnamed.  It is not for 2017, but for every year.   The paper covers:

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Fred Yee - Industrial Sales & Marketing: A Roadmap for Success - WP Review

Industrial-sales-guide-cover-screenThis review was conducted independently without the advice or consent of the publisher.  Of course, we only review those papers that are worth it for you to read, we leave the others to someone else.

Title:  Industrial Sales & Marketing

Subtitle: A Roadmap for Success

Published by/Authors:  ActiveConversion

Gated: Yes

Download Link   

Length:  25 pages

Highlights

Contents: 

  • Introduction: The Digital Disruption
  • Marketing: Engaging A Digital Audience
  • Key Differences Between Consumer and Industrial Marketing
  • Take Search Engines Seriously.   You (Probably) Don’t Need a New Website

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Top 10 Tips for Lead Nurturing Success - WP Review

The Top 10 tips for Lead Nurturing from Spear Marketing reads as a road map to know where you should be going, how to get there and how to know when you have arrived.  Too many of these papers tell you what’s wrong without telling you how to fix it without hiring the author.  This paper isn’t guilty of that.

Top 10 lead nurturing tipsTitle:  Top 10 Tips for Lead Nurturing Success

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“The days of activity-based marketing are over.” Heinz Marketing Declares in WP Research

Why It’s Important:

“Revenue is the crucial measurement of marketing and sales activities, nothing else ultimately matters and this report from Heinz Marketing on Marketing Performance Management Research is THE guide to company revenue growth.”

James Obermayer - Reviewer

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Title:  Marketing Performance Management Research

Published by/Authors:  Heinz Marketing

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Sales Research- Automate or Else - Velocify and AA-ISP

Why It’s Important:

“Those that explore, adapt, and invest in new sales automation technologies using AI will succeed; those that don’t will know failure, less profitability, higher sales expenses and greater representative turn-over.”

James Obermayer - Reviewer

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  Slma-recommended-187Title:  The Evolving Sales Technology Landscape

Subtitle: Riding the Wave to Revenue

Published by/Authors:  Velocify and AA-ISP

Gated: Yes

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