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If you’re looking for a reliable way to bring in revenue, the best place to start is by contacting your best customers. Start by Segmenting Your Customer List Your best customers are the most likely to purchase. Try dividing by sales or average order size. Analyzing your customers will identify strategic breaking points between groups. When [...] Ed Mayer is credited with stating the idea that direct marketing success is attributed to: 40% List 40% Offer 20% Everything Else As we all optimistically look forward and consider fresh marketing approaches, how can we help you? Is it time to append your customer list with more details that will give you more [...] BtoB Online summarized a study on Sources of B-to-B Data that reveals an evolution in how business data are collected and offered. “The background for this study is the lack of confidence business marketers have in publicly available prospecting files,” said Ruth P. Stevens, a customer acquisition and retention consultant, Columbia University business professor, and co-author [...] DMNews recently talked with experts about the best ways to combine and leverage customer data. Elissa Tomasetti, VP of marketing, Financial Times, suggested that creating a single view of your customer will allow for better targeting. Sal Pecoraro, VP of database marketing solutions, Infogroup, advised looking for trends in behavior to refine follow-up with customers. Dino Michetti, GM [...] This term got some attention in a few blogs last month. What exactly is a data rock star? A steward who understands both the complex intricacies of data management as well as the larger business challenge. A data rock star can provide guidance on both the IT and business side on how to make the [...] The Aberdeen Group published a report of survey results titled: “Sales Intelligence: Preparing for Smarter Selling”. They found that within Best-in-Class companies, an average 52% of sales representatives are currently achieving quota, as compared to a 26% average among Laggard organizations. Best-in-Class companies see a 9% year-over-year reduction in time sales reps spend searching for relevant [...] Marketo provided the inspiration for these tips. They propose a process for growing business to business sales leads. 1. Nurture. Lead nurturing is the process of using many channels including the mail, phone, web, email, and other channels to build relationships with qualified prospects who are not ready for sales efforts. Many leads are still in [...] |
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