MarketStar Blog | Marketing (13)

Ever wonder how some businesses leap from average to exceptional performance? According to Ottawa-based sales guru Colleen Francis1, those businesses see their sales closures climb from 25% to 33%. But here's the kicker: while new customer acquisition might plateau, their customer retention rates soar up to 95%. This means that focusing on retaining and nurturing existing customers can be far more profitable than constantly chasing new ones. 

Measurement is an area which continues to puzzle and plague marketers constantly. While measuring marketing performance it is absolutely essential to tie the metrics to the goals or objectives, else the exercise is futile. Similarly for email marketing, depending on your goal – whether it is to build awareness, accelerate lead generation (either gaining new leads or reviving cold ones) it is imperative that marketers first look at the objectives for their email marketing campaigns. 

We all have them: Zombie leads who invade and spread fear in our marketing databases. Halloween is here and so is the time to talk about "zombie" leads. There are a couple of definitions of a zombie lead:

As we wrap up the year, let's look at B2B trends. Digital lead generation channels continue to rise in popularity with B2B marketers while more traditional methods fall to the wayside, according to a research report released recently by research consultancy Software Advice.

Outsourcing is an age-old concept. If you hire someone to clean your home or repair your car, you are outsourcing tasks that take too much valuable time or that you aren’t qualified to handle. Outsourcing in business works the same way. Outsourcing specialty services such as accounting, staffing, or tax preparation is more cost-effective and allows you to hire the most skilled talent available. So why don’t more organizations consider sales outsourcing?

Outsourced Sales Leader Launches Digital Solutions

While reading the printed issue of BtoB magazine, a headline on the front-page caught my eye. I know, old school, huh!? But printed magazines and newspapers do still exist. Anyway! The article I am referring to is titled “Lack of resources impedes marketing automation adoption.”

Research shows that only about 10 to 20 percent of the leads in sales funnels are actually ready to be engaged by sales, and most of the leads that are currently not ready will purchase eventually – from someone else.