The majority of companies produce 20%-25% more total inquiries and leads a month than company executives realize, but these leads are not counted, distributed or measured. They are ghost leads. This occurs more frequently in smaller to mid-sized companies, but even enterprise companies are not immune.
At the end of another blog entry (one of the best read) titled “All know the way; few actually walk it. ~Bodhidharma,” I quoted Giraudoux’s famous saying, “Only the mediocre are always at their best.”
As typically happens when we read something like this, we assume “the mediocre” is always someone else. It’s certainly not us.
In the three-paragraph introduction, Oracle tightly lay out the reason why lead nurturing is needed to be competitive, “If done well, lead nurturing can build a strong brand loyalty long before the prospect is ready to buy.”
Title: Lead Nurturing
Listen while you work
In this program we interview Howard Sewell, president of Spear Marketing about the four common failures of lead nurturing.
Why it's Important
"Lead Nurturing, not to be confused with dumping all your available content on new prospects, has a certain finesse if done right, but it can lead to impatience, frustration and rejection by prospects if done poorly."
Why its Important
"Managing leads appears to be solved until it isn't; the result is forecasts flop, sales lag, and sales managers fail. It can be prevented.”
It has been proven time and again that you can't manage sales if you can't manage sales leads and yet marketers fail at this time and again. They buy software and assume it is solved. They train salespeople and assume it is solved. It appears to be solved until it isn't; forecast flop, sales lag and sales managers fail. It can be prevented.
Those with a $ dollar sign lead to immediate increases in sales.
Sales Lead Manager Job Description: The 2nd Most Important Job In Marketing after Marketing Operations
Updated on Feb 7, 2017
SLMA suggests you use this as a basis for the job description of one of the most important jobs in the marketing department.
The Sales Lead Manager is responsible for managing the incoming demand and reporting on the ROI for all lead generation programs.
Recently I ordered my prescription through the Kaiser website. Usually I call it in. After securely logging in with more information than you can imagine to get a refill, I was asked for a credit card. I know roughly what this Rx costs, so I did it. BUT what was glaring at me was the fact that there was no total of what this PRODUCT would cost before I purchased from this RETAILER. They know my plan since I logged in with my ID, location, etc. They should know the DISCOUNT PRICING structure I'm in and be able to give me a cost for this product. This is ECOMMERCE folks. Time to change some thinking.
In Healthcare, the word patient is tossed around hoping for the positive effect that Disneyland has referring to GUESTS and CAST MEMBERS (staff). They know their roles. In healthcare, the word PATIENT is used in a nearly condescending way throughout all documentation. The trained medical professionals (which we see for very little time) are the Doctors or Health Service Provider. It's almost as if we are lucky they take care of us. Ninety percent of the time, we are dealing with customer reps, pharmacy assistants, receptionists. They are all in the business to make SALES through SERVICES and PRODUCTS for the company by not ticking off their CLIENTS.