Archive for the ‘SaaS’ Category
Okay, so you’re probably wondering what we mean by a “freak of nurture” right? Well, the truth is there won’t be any bearded ladies or elephant men involved. Sorry to get your hopes up and everything, but we’ve come up with something even better. Here are 3 killer steps you can use to become your very own Freak of Nurture!
- Understand The Buying Cycle
To become a freak of nurture, you must first understand your prospects’ buying cycles. B2B buying cycles can involve many stages that drag out over several weeks or even months. The first step in becoming a nurturing expert is to respect the cycle and refrain from rushing the lead through the process.
Segment Your Leads
Okay so before you start sending mass emails to your pool of leads, you will need to evaluate and segment them to determine each prospect’s level of engagement. This is where marketing automation steps in to make life easier. Automation software like ActiveConversion automatically scores leads so that sales can quickly segment and prioritize them.
Educate Your Leads – by telling, not selling!
To keep your leads interested, you need to connect with them personally on a consistent basis. At this stage, your business should strive to earn the lead’s trust. The easiest way to achieve this is to send personalized emails that direct users to relevant information. If you really want to take things further, develop a content strategy for each stage of the buying cycle resembling something like this:
Customers unfamiliar with your services
Customers considering similar services
Customers looking to purchase
So there you have it! Your very own step-by-step guide to becoming a Freak of Nurture. Before you know it, people will start paying to see your incredible lead skills instead of the three-legged lady!
Caution: Now that you have read this highly informative post, you may develop excessive body hair and a tendency to howl at the moon. We hereby remove ourselves from all liability and suggest a heavy-duty razor to deal with this slight side effect…
Key features of ActiveConversion for Microsoft CRM:
- Send companies, prospects and leads automatically from ActiveConversion to Microsoft Dynamics CRM
- Automatically upload leads that reach a lead score you determine
- No duplication of leads in Microsoft Dynamics CRM
- Assign leads to sales reps and qualify them as new contacts in Microsoft Dynamics CRM
- Sort contacts in Microsoft Dynamics CRM by ActiveConversion lead score
- Customize forms the way you want adding ActiveConversion data such as web activity and lead scoring
Below is the press release on this news:
“ActiveConversion’s integration with the online, internet facing and on premise deployments of Microsoft Dynamics CRM provides a seamless data integration, giving users the ability to manage their ActiveConversion generated sales leads inside Microsoft Dynamics CRM. ActiveConversion, through this integration, is providing their customers a fully managed solution with extended features installed directly into Microsoft Dynamics CRM.”
Marketing automation is now increasingly demanded by the manufacturers and services companies in the Oil and Gas sector. Of particular note are the small to medium sized businesses (SMBs) with North American, or even global, aspirations. These companies are uniquely suited to exploit online marketing and automation solutions as finding potential customers, and then nurturing them through the sales cycle, greatly enhances their ability to grow. This is done with online software tools that maximize their professional marketing and sales resources. In particular, reducing wasted effort through better targeting/qualifying of potential customers. With these solutions, these companies can cost effectively market to potential customers worldwide.
- How does online marketing help energy services providers?
- How to convert web visitors into sales leads using marketing automation?
- How to engage leads until they are ready to buy using lead nurturing and sales intelligence?
The celebrated catchphrase for the classic TV cop show Dragnet, “Just the facts , ma’am,” might as well be the description for ActiveConversion’s new AC-ProspectAlert. This module allows sales people to access their alerts and other sales lead information without having to log into the full ActiveConversion system. It was recently introduced with the new UI (user interface) for ActiveConversion and was designed to provide sales reps with what they want as fast as possible.
Previously sales people could access this information via a CRM (Customer Relationship Management) account like Salesforce.com but for greater flexibility and for those businesses that haven’t deployed Salesforce.com to their sales team, AC-ProspectAlert is just the ticket.
- Laser focused view: It optimizes sales time and allows sales reps to concentrate on engaging prospects and closing business instead of navigating through a maze of menus to get the information they need.
- Sales leads: For those organizations that use Jigsaw’s contact data, this has been seamlessly integrated into AC-ProspectAlert so that sales reps can access this data conveniently.
- Easy to use: Because it shares the same slick new UI as the full ActiveConversion services, sales reps can quickly and easily find the information they need.
- Track Key Indicators: The new dashboard has been designed specifically for the sales rep in a hurry.
As the man said, “Just the facts, ma’am.”
It is customary at this time of year for pundits to make predictions about the coming year. For many technology vendors this results in prophecies about product developments and such. I’d like to offer up a change in pace and modestly suggest some customer trends. Up until 2010, adoption of B2B marketing automation has been substantially driven by tech-savvy early adopters. In 2010 B2B marketers sustained traditional marketing practices like email campaigns and continued experimenting with social media, content marketing and thought leadership. In many campaigns the data was encouraging but the challenge for B2B marketers was connecting marketing results (in the form of increased traffic) to sales results (increased leads and revenue).
As online marketers searched high and low to meet this challenge, interest soon focused on marketing automation as marketers increasingly saw that early adopters were using this technology. In 2011, I expect this trend will significantly increase and adoption of marketing automation will spread beyond this group as word spreads within individual markets.
For example, the use of content marketing has grown and as a result, online marketers are beginning to understand that content must be tailored to where the customer is in the purchase cycle. This goes hand in hand with lead scoring and lead nurturing and points to marketing automation as a way to exploit this new way of developing customers. Although early adopters have a significant profit motive, it is this pragmatism that propels a technology thorough early adoption and even into adoption by the early majority. I can’t wait for 2011.
On Dec 16th 2010, Top Sales World a global sales community hosted their first live annual top sales awards ceremony. ActiveConversion was the proud Silver Medal winner of the Top Sales Tool. ActiveConversion would like to thank everyone who voted for us, including the judges who contributed 50% towards the vote. We also congratulate Jonathan Farrington who hosted and spearheaded the awards show. These shows not only give the opportunity for companies to showcase their tools, but also give the audience the chance to share and vote for their best.
The show was wonderfully done with a lineup of world class sales experts and they made this event even more valuable and worthwhile. This year’s lineup included “Wendy Weiss, Joanne Black, Jill Konrath, Kevin Eikenberry, Nigel Edelshain, Dave Kurlan, Dr. Tony Alessandra, Dan Waldschmidt, Dave Stein, Paul McCord, Art Sobszak and Linda Richardson.”
For those who missed the show, can download or view the recorded show from their website topsalesworld.com. Thanks again to everyone who contributed and voted for ActiveConversion, and also to the Top Sales World team for hosting this great event.
Recently ActiveConversion users experienced firsthand the elegance and power of a new graphical user interface that was intended to provide them with the power of knowing more while doing less. The new user interface provides relevant information with a laser focused view of what they would like to see on a day to day basis. It also provides users the ability to navigate to the right place as easily as possible.
New and improved dashboard: Featuring a daily trending graph for Companies, Prospects and Qualified Leads. Comparing the above mentioned categories versus your long term average.
The dashboard now has a sophisticated look and an intuitive interface that measures inbound lead activity and marketing campaigns. This is designed for the busy sales and marketing manager wanting to get an executive summary of how their demand generation and marketing campaigns are performing.
New navigation based on personas and subject areas:
With the new persona based navigation and the hover style menu, it now takes just a few mouse clicks for the users to find what they need quickly and easily. Our design & UI team wanted the flow of information to be as smooth as possible and this was a top priority item during product development.
For ActiveConversion, the mission is to get the right information to the sales reps at the right time. And now with the advent of new UI, sales can easily find companies that are visiting and distill the qualified leads from the identified prospects. For marketing, it is now easier to focus on tasks that they care most about; from a single source where they can dive in and get the information they want to measure their campaigns and calculate the ROI effectively.
This new UI release was spearheaded by Jeff Rouse, VP Development, ActiveConversion who stated, “This release represents Active Conversion’s move to a more modern and powerful interface, that will set the stage for future enhancements”. In parallel, our AC-ProspectAlert module has also been upgraded to this new UI to make it even easier for sales reps to get alerts, lead trends and lead information. Stay tuned for our next blog on details around AC-Prospect Alert.
Many thanks to everyone who voted for Fred Yee, CEO of ActiveConversion as one of their 50 most influential people in Sales Lead Management in 2010. Fred Yee shares this place along side other luminaries such as Trish Bertuzzi, Jim Steele, Steve Woods, Phil Fernandez, and Jill Konrath.
Fred Yee achieved this recognition for the 2nd year in a row along side leaders from other highly acclaimed companies such as Salesforce.com, Eloqua, Marketo, and Silverpop.
Every year the Sales Lead Management Association (SLMA) opens up voting to determine the 50 Most Influential People in the field of Sales Lead Management. This year 5,810 votes were cast and we’re pleased that Fred (and by proxy ActiveConversion) continues to help build this important part of sales and marketing.
ActiveConversion is a proud nominee of the prestigious 2010 Top Sales Tool. ActiveConversion is a sales tool and the primary resource for many sales professionals across various industries to generate and manage their sales leads. ActiveConversion is an intuitive sales product and sold as a SaaS (Software as a Service) product. Sales and marketing executives wanting to stay on top of their leads and actively converting them into qualified prospects use ActiveConversion. Daily alerts via lead reports, Jigsaw integration, and Salesforce.com integration are some of components, for which ActiveConversion is known for.
We encourage our readers and supporters to share the love and vote for us. Voters may return and vote again every 24 hours, if that is their desire.
The public polls, which open on Wednesday November 24th, will represent 50% of the total votes, the other 50% will be provided by a panel of three experts in each category. The public polls will close at midnight Eastern on Monday December 13th.
CEO and Co-founder of ActiveConversion Fred Yee will be on SLMA Radio Talk Show with host Will Crist for a live 25 minute interview sharing his management philosophy and discussing topics on sales lead management that is scheduled for September 9, 2010.
The SLMA radio show is an interview with industry leaders and presents their opinions about current industry trends. The industry leaders share their management philosophy and their approach on topics such as sales lead management, lead generation and marketing automation.
You can listen to the entire broadcast live at 5 PM PST Time on http://www.octalkradio.net/ on SLMA Radio.
Previous guests have been B2B experts such as Mac MacIntosh and Marketo CEO, Phil Fernandez. Future guests include author Jill Konrath (Selling to Big Companies), and Carlos Hidalgo, CEO of the Annunitas Group.
SLMA Radio is a 50 minute internet radio show produced four times each month. It broadcasts live at 5 PM PST, in the United States from OC Talk Radio. The host is talk-show commentator Will Crist. The second host is James Obermayer, CEO of the Sales Lead Management Association.
For more information on ActiveConversion, please visit http://www.activeconversion.com and follow us on Twitter twitter.com/ActiveConv & Facebook www.facebook.com/pages/ActiveConversion/37964683575