Ask your sales, marketing and client success teams to define a typical customer for your organization and you’ll receive at least three different answers. As I wrote last week, big data can help build your customer profile (assuming it’s good data) as well as your ideal customer profile as they may not be the same. […]
Tag Archives: Sales
Customer Relationship Management, Customer Scoring, Lead Nurturing
Marketing Automation Integrates Marketing and Sales
Conventional wisdom holds marketing and sales as two distinct departments, with the marketers generating and nurturing leads and passing them on to sales when the prospect is sales-ready. While there have been clarion-calls for increased cooperation between marketing and sales team, the latest developments, especially in marketing automation, tends to blur the distinction between marketing […]
Customer lifecycle marketing enables your business to win and retain more customers, optimize marketing effectiveness, and maximize the lifetime value of customers. Of course, everyone wants to see their business succeed in these ways. However, most marketing automation solutions focus solely on lead acquisition, which is only one ingredient in the more robust recipe for […]
If you’ve witnessed the internal battle between marketing and sales in an organization – the lack of alignment and cohesion between the two teams – you’re not alone. This is an issue as old as business itself and, while there have been many approaches to encourage efficiency (do the terms “marketing funnel” and “sales funnel” […]
This morning was a crisp fall day in Indianapolis. I grabbed my favorite jacket off the banister and headed out the door. As usual, putting on that jacket takes me back to when and where I bought it. Why? Because buying the coat wasn’t just a transaction, it was an experience. My wife and I […]