11 Tips To Optimize Your Multi-Channel Marketing Campaigns. Tip 1: Become A “LEAD-TO-SALE” Physician

Ugh. There’s that word again: Optimize. And yet, its definition speaks precisely to what B2B lead gen marketers are trying to do – make our marketing campaigns perfect, effective and functional as possible to achieve our end goal: increased sales. According to CSO Insights 2014 Sales Performance Optimization Study released last week, 94.5{0200e963f66a6730f3fb84f221df928a7c3c368798f83575e30c14c948a8dd87} of the … Continued

Why It Takes 7 To 13+ Touches To Deliver A Qualified Sales Lead (Part 6: Case Study)

By Tom Judge, Vice President Strategy, Direct Marketing Partners and Laurie Beasley, Co-Founder and President, Beasley Direct Marketing. In our final installment on how to develop and nurture sales-ready qualified leads, we will look at a second case study where a firm successfully incorporated a multi-touch, multi-channel marketing approach to boost sales.  However, this case … Continued

Why It Takes 7 To 13+ Touches To Deliver A Qualified Sales Lead (Part 4)

By Tom Judge, Vice President Strategy, Direct Marketing Partners and Laurie B. Beasley, Co-Founder and President, Beasley Direct Marketing. In Part 3 of this series, we examined the first four out of ten ways to shorten the qualified lead generation process: planning, clearly defining “sales-ready qualified lead”, quantifying the “sales-ready lead quota, and aligning Sales, … Continued

Why It Takes 7 To 13+ Touches To Deliver A Qualified Sales Lead (Part 3)

By Tom Judge, Vice President Strategy, Direct Marketing Partners, and Laurie Beasley, Co-Founder and President, Beasley Direct Marketing If you’ve followed our first two posts on this subject, you understand why it can easily take 13 or more “touches” to convert a prospect into a sales-ready qualified lead. But there are some ways to shorten … Continued

Why It Takes 7 To 13+ Touches To Deliver A Qualified Sales Lead (Part 2)

By Tom Judge, Vice President Strategy, Direct Marketing Partners and Laurie B. Beasley, Co-Founder and President, Beasley Direct Marketing In our first post on this topic, we examined why Marketing is generating too few sales-ready qualified leads and our solution to the problem; Marketing must take on the responsibility of pre-qualifying leads to a higher … Continued

Why It Takes 7 To 13+ Touches To Deliver A Qualified Sales Lead (Part 1)

This article was written by Laurie B. Beasley, Co-Founder and President, Beasley Direct Marketing, and Tom Judge, Vice President Strategy, Direct Marketing Partners You might think we’re exaggerating, but we’ll show you how easy it is to reach 13 or more touches just to get to the point where a lead has provided enough information … Continued