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June 27, 2011

Call the Doctor, Please: Marketing Automation is Sick

It’s Monday. Last week on Friday I got sick. Really sick. I never get sick and I hate being sick – the aches, the fever and resultant sweating, the sore throat, the stuffiness – the complete and utter incapacitation. I’m not talking a head cold or hangover, I’m talking SICK. It sucks. I entered bed on Thursday night and just…

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June 6, 2011

Marketing Automation Haterade

Over the last few months it seems that a lot of folks are riding the Marketing Automation coat-tails, and not in a good way. Focus continues to be one of my favorite forums for debate, partly because I think a lot of excellent thinkers in the space participate, and partly because it hasn’t gotten as spammy as LinkedIn – yet….

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May 3, 2011

A Nod to the Buddha Belly

I was recently forwarded a link by Lauren Carlson @CRMAdvice to Mac McConnell, partner and founder of BlueBird Strategies talking about Lead Scoring and it’s effect on the marketing and sales funnel. Although Bluebird is technically my competitor I think Mac touches on some good points here, most importantly that firms who teach lead scoring should be using it themselves!…

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April 4, 2011

The Power of Stereotyping

Recently the topic of lead score has heated up again. It must be a full moon or a shift in the tides or something. Or maybe that ball just came up in the lottery. It’s cool, I love lead quantification – so I’ll bite. I thought it was interesting that the notion of lead score is often looked at separately…

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March 26, 2011

Implementation and the Short Sale of Technology

In a few weeks we are rolling out a guide to assist buyers in this process – subscribers to the blog and our Kill Tradition nurturing series will be receiving this for free. If you are considering Marketing Automation I'd also invite you to speak with some of our clients who have been through our process. Many went through an implementation with other firms and were trying to pick up the pieces. Their stories are contained within the ebook, but hearing it straight from their mouths is always interesting perspective as well. Marketing Automation done 'right' is continuing to be one of the most exciting trends in B2B marketing today. As always, let's start the conversation.

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December 14, 2010

The Shrinking Sales Process & The Growing Need for Demand

Lead Nurturing works. Our clients see a lift in nurtured marketing driven deals anywhere between 30 – 200%. The average time to close these prospects is 160 days on average, but because we have shifted the buyer back into the marketing cycle we see a decrease of over $60 per lead, that's 40% with our client average of $150.oo burdened cost per lead.Those are big results and we're seeing them in less than six months after implementing a well rounds lead nurturing program that is driven by a solid process.

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