If you're in sales, then you've been faced with the task of creating an effective system for converting more lead inquiries. The art of converting those leads into sales is where the magic happens and where our wealth is built. What if you had a formula for the best inquiry response strategy?
High Performance Through Procurement: The Role of TechnologyEmptoris, Inc
An Emptoris and Accenture white paper discussing the role of technology on the journey to procurement excellence.
For more information, please visit:
Emptoris website: http://www.emptoris.com/
Emptoris blog: http://blog.emptoris.com/
YouTube channel : http://www.youtube.com/emptoris
High Performance Through Procurement: The Role of TechnologyEmptoris, Inc
An Emptoris and Accenture white paper discussing the role of technology on the journey to procurement excellence.
For more information, please visit:
Emptoris website: http://www.emptoris.com/
Emptoris blog: http://blog.emptoris.com/
YouTube channel : http://www.youtube.com/emptoris
Prof. Dr. Ralf Kreutzer - Marketing as a Service SMICS
The expectations of customers are constantly increasing. How can a company findout which expectations from which target group it has to fulfill? The name of thegame: value-oriented customer management. The key resource for calculating thecustomer value is the customer him- or herself. The acquisition of these data is akey challenge for companies. And the necessary precondition to get access to it isto understand marketing more as a service – and not as a concept to “manipulate“the customers. A new philosophy of marketing is required.
This paper describes what it means to implement effective management campaigns. It also highlights how teleprospecting can be a key tactic in your marketing strategy.
SiriusDecisions Explores the Need for Demand OrchestrationIntegrate
The Crisis Of Coordination At The Top Of The Funnel Is Distracting From Lower-Funnel Efforts Needed To Scale Pipeline.
This SlideShare features content from Kerry Cunningham of Sirius Decisions and Lena Waters of Lookout discussing today’s B2B marketing climate – specifically the growing need for Demand Orchestration as marketing teams become responsible for revenue, not just leads.
Content was originally featured in a live webinar on 4.6.2017. The on-demand webinar can be viewed here: https://discover.integrate.com/webinar_the_move_to_demand_orchestration
In today’s market, global outreach, quick time to release, and a feature rich design are the major factors that determine a product’s success. Organizations are constantly on the lookout for innovative testing techniques to match these driving forces. Crowdsourced testing is a paradigm increasing in popularity because it addresses these factors through its scale, flexibility, cost effectiveness, and fast turnaround. Join Rajini Padmanaban as she describes what it takes to implement a crowdsourced testing effort including its definition, models, relevance to today’s development world, and challenges and mitigation strategies. Rajini shares the facts and myths about crowdsourced testing. She spans a range of theory and practice including case studies of real-life experiences and exercises to illustrate her message, and explains what it takes to maximize the benefits of a crowdsourced test implementation.
Roundtable: Best Practices in First Call Resolution (FCR) Sheri Greenhaus
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Visit CRMXchange.com to join the premiere CRM community.
Duplicate Leads: Unrealized Value or Waste of Time?Velocify
For years, salespeople have paid little attention to duplicate leads, thinking they have already spoken to the prospects and know their story. New research has uncovered that duplicate leads should demand more favor, converting at a 167% higher than average rate.
In the new Velocify study, “Duplicate Leads: Unrealized Value or Waste of Time,” 100,000 duplicate leads were analyzed in order to compare their performance to non-duplicate leads in terms of conversion rate. This study uncovers many surprising insights about the value of duplicate leads that will likely change the way many organizations think about duplicate leads going forward.
What you will learn:
- How the number of times a lead is flagged as a duplicate affects conversion
- How the timing between duplicates impacts a lead’s performance
- When duplicate leads are more likely to convert
Almost 100%...!?!?!? Who doesn't want to improve Sales Conversion Rates by 97%? This is the power of prioritization!
Based on a stunning study by Velocify and brought to you by Pipeliner CRM, Sales people using a prioritized list of leads and activities are able to:
1. Work more leads
2. Boost engagement
3. Add more revenue
On average, salespeople who use prioritization had 15% higher contact and conversion rates than those who didn’t use prioritization. And their average conversion rate was 97% higher.
Read this slideshare and learn the power...!
Effective email marketing programs no longer rely on classic metrics such as clicks and opens, they go beyond a coordinated cross-channel program to deliver relevancy to consumers regardless of channel. Before this is possible, email Marketers need to define what email analytics mean to their customers and business, and how intelligence can power contextually relevant interactions with consumers throughout the lifecycle. The heart of better results lies in having actionable intelligence that is rooted in meaningful analytics.
In this webinar, Julie Anne Reda, VP Product Strategy of Yesmail Interactive, will guide you through best practices in getting better data and better insights so you can power richer engagement personas and interactions that go beyond coordinated email efforts to drive business results and a positive ROI.
What you will learn:
How to ensure data and information integration have the right foundation & where the potholes are.
Using the right analytics at the right stage – whether it’s predictive analytics to predict the next best action or testing cadence frequency to ensure timely calls to action. Know what analytics to use when across channels.
Speaking with one voice – Understanding the nuance of time, location, channel and message so interactions are contextually relevant
Best practices to look beyond opens and clicks, to increase lasting engagement with your customers.
Startups Serving The Enterprise: A map for navigating one another in the ques...Greylock Partners
The rise of new technologies has created an opportunity for enterprises to innovate, improve efficiency and provide differentiated customer experiences. For faster technology adoption and better service and support, enterprises often partner with startup companies to maintain competitive advantage. However, the path to a successful partnership involves several learning lessons.
At Greyscale, our annual conference that connects CXO leaders with enterprise founders, Greylock's Sarah Guo discusses how enterprise and startup leaders can effectively work together.
Follow the Leads: B2B Nurturing Strategies That Work with SiriusDecisionsCision
Three in five B2B marketers send all leads directly to sales, but only a quarter of them are qualified. It’s hurting their bottom lines.
Learn to power profits by creating a systematic, repeatable and measurable lead nurturing process with Laura Cross of SiriusDecisions. Watch her Vocus webinar replay here: http://bit.ly/1l3mElf and learn how to:
-Boost conversion rates with four proven lead nurturing programs.
-Align demand creation and lead nurturing for greater impact.
-Drive revenues by trading one-and-done tactics for a multi-touch program.
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Prof. Dr. Ralf Kreutzer - Marketing as a Service SMICS
The expectations of customers are constantly increasing. How can a company findout which expectations from which target group it has to fulfill? The name of thegame: value-oriented customer management. The key resource for calculating thecustomer value is the customer him- or herself. The acquisition of these data is akey challenge for companies. And the necessary precondition to get access to it isto understand marketing more as a service – and not as a concept to “manipulate“the customers. A new philosophy of marketing is required.
This paper describes what it means to implement effective management campaigns. It also highlights how teleprospecting can be a key tactic in your marketing strategy.
SiriusDecisions Explores the Need for Demand OrchestrationIntegrate
The Crisis Of Coordination At The Top Of The Funnel Is Distracting From Lower-Funnel Efforts Needed To Scale Pipeline.
This SlideShare features content from Kerry Cunningham of Sirius Decisions and Lena Waters of Lookout discussing today’s B2B marketing climate – specifically the growing need for Demand Orchestration as marketing teams become responsible for revenue, not just leads.
Content was originally featured in a live webinar on 4.6.2017. The on-demand webinar can be viewed here: https://discover.integrate.com/webinar_the_move_to_demand_orchestration
In today’s market, global outreach, quick time to release, and a feature rich design are the major factors that determine a product’s success. Organizations are constantly on the lookout for innovative testing techniques to match these driving forces. Crowdsourced testing is a paradigm increasing in popularity because it addresses these factors through its scale, flexibility, cost effectiveness, and fast turnaround. Join Rajini Padmanaban as she describes what it takes to implement a crowdsourced testing effort including its definition, models, relevance to today’s development world, and challenges and mitigation strategies. Rajini shares the facts and myths about crowdsourced testing. She spans a range of theory and practice including case studies of real-life experiences and exercises to illustrate her message, and explains what it takes to maximize the benefits of a crowdsourced test implementation.
Roundtable: Best Practices in First Call Resolution (FCR) Sheri Greenhaus
Best Practices in First Call Resolution (FCR). Participants are Genesys, NICE Systems, OpenSpan and Virtual Hold Technology. Discussing first contact resolution, customer loyalty and predictive analytics.
Visit CRMXchange.com to join the premiere CRM community.
Duplicate Leads: Unrealized Value or Waste of Time?Velocify
For years, salespeople have paid little attention to duplicate leads, thinking they have already spoken to the prospects and know their story. New research has uncovered that duplicate leads should demand more favor, converting at a 167% higher than average rate.
In the new Velocify study, “Duplicate Leads: Unrealized Value or Waste of Time,” 100,000 duplicate leads were analyzed in order to compare their performance to non-duplicate leads in terms of conversion rate. This study uncovers many surprising insights about the value of duplicate leads that will likely change the way many organizations think about duplicate leads going forward.
What you will learn:
- How the number of times a lead is flagged as a duplicate affects conversion
- How the timing between duplicates impacts a lead’s performance
- When duplicate leads are more likely to convert
Almost 100%...!?!?!? Who doesn't want to improve Sales Conversion Rates by 97%? This is the power of prioritization!
Based on a stunning study by Velocify and brought to you by Pipeliner CRM, Sales people using a prioritized list of leads and activities are able to:
1. Work more leads
2. Boost engagement
3. Add more revenue
On average, salespeople who use prioritization had 15% higher contact and conversion rates than those who didn’t use prioritization. And their average conversion rate was 97% higher.
Read this slideshare and learn the power...!
Effective email marketing programs no longer rely on classic metrics such as clicks and opens, they go beyond a coordinated cross-channel program to deliver relevancy to consumers regardless of channel. Before this is possible, email Marketers need to define what email analytics mean to their customers and business, and how intelligence can power contextually relevant interactions with consumers throughout the lifecycle. The heart of better results lies in having actionable intelligence that is rooted in meaningful analytics.
In this webinar, Julie Anne Reda, VP Product Strategy of Yesmail Interactive, will guide you through best practices in getting better data and better insights so you can power richer engagement personas and interactions that go beyond coordinated email efforts to drive business results and a positive ROI.
What you will learn:
How to ensure data and information integration have the right foundation & where the potholes are.
Using the right analytics at the right stage – whether it’s predictive analytics to predict the next best action or testing cadence frequency to ensure timely calls to action. Know what analytics to use when across channels.
Speaking with one voice – Understanding the nuance of time, location, channel and message so interactions are contextually relevant
Best practices to look beyond opens and clicks, to increase lasting engagement with your customers.
Startups Serving The Enterprise: A map for navigating one another in the ques...Greylock Partners
The rise of new technologies has created an opportunity for enterprises to innovate, improve efficiency and provide differentiated customer experiences. For faster technology adoption and better service and support, enterprises often partner with startup companies to maintain competitive advantage. However, the path to a successful partnership involves several learning lessons.
At Greyscale, our annual conference that connects CXO leaders with enterprise founders, Greylock's Sarah Guo discusses how enterprise and startup leaders can effectively work together.
Follow the Leads: B2B Nurturing Strategies That Work with SiriusDecisionsCision
Three in five B2B marketers send all leads directly to sales, but only a quarter of them are qualified. It’s hurting their bottom lines.
Learn to power profits by creating a systematic, repeatable and measurable lead nurturing process with Laura Cross of SiriusDecisions. Watch her Vocus webinar replay here: http://bit.ly/1l3mElf and learn how to:
-Boost conversion rates with four proven lead nurturing programs.
-Align demand creation and lead nurturing for greater impact.
-Drive revenues by trading one-and-done tactics for a multi-touch program.
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