Posts Tagged ‘Sales Lead Management’
Steps in the B2B Marketing and Sales Process – by Christopher Ryan
In a typical business-to-business scenario, responses you generate and people you have contact with will flow through the marketing system and at different times during the end-to-end process will fall into the following categories:
Database Build – Contact names you have added to your database who have not responded to a promotional offer. You collect these names for remarketing purposes because they match the prospect criteria. Your mission is to turn them into raw inquiries.
Raw Inquiry – Any person/company that
Sales Lead Management: Are You a Victim of FTFU (Failure to Follow-Up)?
This post involves one of my pet peeves in marketing: the tendency of marketers to spend money and time to generate inquiries and then fail to follow-up (FTFU) on these inquiries. This failure can be fatal to the success of your sales lead management program.
Although it was for a low-ticket service, a recent personal example illustrates the point. I was looking for a guitar teacher to help take me to the next level. I jam with some very good musicians
