What happens to your "net new" leads after their first inquiry? A closer look at your lead flow might reveal that the majority of leads receive inadequate follow-on communications once they are passed to Sales. In one company where I was hired to study the severity of this problem, we confirmed that only 10-20% of the …
Ideas for Nurturing “Sales-Accepted Leads” without Breaking Your Neck
Back in my days at Eloqua I remember the sparkle in people's eyes when we used to describe the concept of "lead nurturing." A lot of time has passed since then, and today it's clear that lead nurturing programs have moved into the mainstream. Marketers everywhere are using automation to send out a series of …
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B2B Multi-channel Done Right
At the Eloqua Experience conference last month I briefly met an interesting new Eloqua technology partner, Advanced Image Direct, based in Fullerton, CA and their Cloud2You solution for automated Eloqua direct mail programs.Simply put, you can use their solution to trigger individualized, personalized mailers to contacts as they are added to a Program Builder step. …
BRIM Consulting 