Leads are the lifeblood of a startup. One common mistake made by startup marketing teams is ignoring leads that are not ready to pass to sales. These leads need to be nurtured – helped along – until they are ready. If you ignore them, you have wasted the money you spent to acquire them in the first place, and paying yet again for brand new leads that may or may not be more qualified. And as you nurture your leads, you can learn more about them, using what’s known as progressive profiling. – … [Read more...]
Chapter 11 – Leads, Opportunities and the Funnel
Peter Drucker’s measure of successful marketing is the point at which the act of selling becomes unnecessary. Some companies have reached the point where their product is so essential or desirable that no one needs to “sell” to their customers, or to consumers in general. They are already sold. In most cases, however, a salesperson from your company or one of your partners is essential for answering questions, alleviating consumer fears, ensuring that your products advantages are understood, … [Read more...]
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