Category: Sales Pipeline

In a previous post, I described the SaaS Sales Funnel where marketers can help customers emerge from the murky ooze of the world wide web and drive towards paying for products and services. Now, let's apply customer loyalty measurements to creating accelerated and sustained revenue growth. There are three ways a company can make money: 1) Getting existing customers to buy from you again -- in SaaS pricing models, this is typically on a recurring monthly basis. 2) Getting new customers. 3) Getting existing customers to buy more things from you -- in SaaS, this means enticing customers into the next ...

Lead nurturing is SO important to B2B success. This is a great article == > Lead lifecycle in B2B marketing refers to how we manage the life of a lead from the moment it shows up in your CRM system to when the deal closes. The lead lifecycle defines where a lead can live, how a lead moves along, and what we do with a lead at each stage. Companies typically use a lead lifecycle model for two primary reasons: 1) Preventing sales leads (and potential sales leads) from falling through the cracks  2) Reporting on conversion rates through each stage so ...

Visual communication is one of the least frequently explored areas within the content world, possibly because it’s so easy to lump in with UI design, aka Not Our Problem. But many forms of visual communication clearly are content, part of the muscle of a website or other project. In the hands of a skillful communicator, visual content conveys information and ideas with extraordinary efficiency. In the content world, we pay lip service to non-textual content—and we do work with photographs, screenshots, and video—but how often do most of us get to employ custom illustration, diagrams, illustrative animation ...

Everything we do in a company is about selling. We all know that, right? ABC. "Always Be Closing," is the infamous sales motivation line from Alec Baldwin's character in the movie "Glengarry Glenross." I’ve been spending a lot of time with Go-To-Market strategies, campaigns and launches with my Stephdokin clients and other companies I pal around with -- I’ve been thinking about the journey of building awareness for your product and brand all the way to a happy customer giving you money on a frequent basis. I present to you … The “Stephdokin SaaS Sales Funnel-On-A-Page.” 

In the dark and ancient days of digital yellow highlighters and outrageous claims, a cry rang out over the mountains -- a cry for sanity, integrity, and beauty in the building of landing pages. There came forth from the mountain 10 commandments to guide a certain tribe of Internet publishers in all their conversion endeavors. The landing page would no longer be a desert of confusion and bad taste.

CEOs of today’s B2B organizations are becoming laser-focused on profit, execution of strategy, and top-line revenue growth, and they expect every department in the organization to be aligned with these key goals. For many, the area that gives them the most heartburn–based on budget and non-goal alignment–is marketing. For CMOs, this could mean...

I had the special treat of going with my niece and her 9 lady entourage to a local Wedding trade show. Needless to say, between the tiny tastes of chocolate and the runway models, I had some time on my hands -- so I got to thinking about the trade show industry, and how mobile technology is surely, and slowly, creeping into the sales process. It can be a missed opportunity. My guess was that 99% of the brides and grooms had smartphones, yet less than 10% of the booths sported a mobile QR code! For those that didn't have ...

Ten recent infographics on B2B marketing and related issues, including B2B leading nurturing, LinkedIn for B2b marketrs, B2B Social Media marketing, QR Mobile Codes, funnel optimisation, marketing automation, and B2B social media landscape.

Let’s talk about Outlook. Microsoft’s venerable email client has a pretty steady grip on the email inboxes of Americans, probably due in no small part to Microsoft’s prevalence in the enterprise sector (and, being bundled with MS Office). If your subscribers sit in an office cubicle in the U.S., they’re very likely to use it. Considering it’s been around at least since 1997, Microsoft has had plenty of time to improve its product, and by most measures has done so. However, HTML rendering in Outlook stinks.

Only have a few employees and sell B2B, then lead nurturing could be vital to your success. Maximizing the returns on your lead nurturing marketing boosts profits and helps you grow. Small business lead nurturing is one way to generate B2B sales leads that do not cost a lot or require a marketing department to deploy. Simply follow these best practices for lead nurturing and see your profits grow. 1. Add Value Gleanster Research found that 25-50% of sales go to the vendor that responds first The goal of successful lead nurturing is to help potential sales prospects gain increased ...