By Larry Fleischman, Practice Director, Branding and Go-to-Market Strategies, Televerde Televerde’s Sales and Marketing team along with our Client Success staff participated in SiriusDecisions’ recent webinar – “Demand Creation in a Defined Universe™” presented by Megan Heuer, Service Director for Marketing Operations Strategies. As always, Megan did a great job presenting premise, objectives, frameworks, tactics,…
Author Archives: Larry Fleischman
The critical component of lead nurturing services is providing prospects with valuable information at regular intervals. When done properly, you build a solid relationship and become a trusted advisor. Successful lead nurturing results in increased mindshare, stronger relationships, and more qualified sales opportunities.
By Larry Fleischman, Practice Director, Branding and Go-to-Market Strategies, Televerde Research shows that integrated, multi-touch B2B demand creation programs powered by high quality contact data and disciplined marketing approaches produce stronger revenue performance. But many marketers don’t feel they’re at a stage of readiness to deploy these types of advanced programs. And those who are…
Although strategies, processes and practices exist for quality B2B sales lead generation, there’s no right answer that will apply to all companies. How you go about generating large quantities of quality leads will be specific to your business. Evaluating lead generation options and aligning them with your company will help determine the best approach for securing qualified prospects.
Sales lead opportunity analysis research allows businesses to re-evaluate and re-engage stalled leads. Too often sales executives view a sales lead that has stalled in the pipeline or “gone dark,” as lost forever. However, these leads may actually be viable and might benefit from further contact and nurturing. In many cases when contact is re-established, the stalled lead actually becomes a solid opportunity.
We’ve hired Karen Schweitzer as Vice President of Call Center Operations. Previously a consultant with Phone Works, Karen had been working closely with Televerde’s cross-functional management team as part of the company’s ongoing “Client Success” initiative designed to enhance operational excellence and set new industry benchmarks for client service and demand creation campaign performance.
B2B marketers regularly conduct lead analysis to evaluate the effectiveness of their programs. The goal is to analyze opportunities generated from your marketing programs and determine the status of current leads in the pipeline. Then, you need to uncover why existing leads remain open, have been converted to orders or have been lost.
