What is the Connection between Lifecycle Marketing and Automated Nurturing?
Reading Fergus Gloster’s post on Marketo’s blog got me thinking how Lifecycle marketing has dramatically evolved lately. Fergus states that Marketing Qualified Leads (MQL) won’t turn into Sales Qualified Leads (SQL) by themselves – this phase can’t be automated and requires human interaction. I agree with Fergus about the necessity of an additional role which… (Continue reading)
What is the Best Sales Model for You?
So how do you know which sales model is best for you – zero touch vs. low touch vs. high touch vs. field? In his last tip from the Sales 2.0 Convention, Mark Roberge, VP Sales at Hubspot explains that it’s really depends on your buyer, what you’re selling and the full sales context and… (Continue reading)
Top-of-Funnel Strategy
Another tip from VP sales at Hubspot Mark Roberge at the Sales 2.0 convention re top-of-funnel strategy. Mark recommends on keeping the top-of-funnel as wide as possible and worry about the filtering and the quality further down at the funnel. Most companies don’t know what type of a customer will convert and this will allow… (Continue reading)
Do you Distinguish Your Sales to Hunters and Farmers?
At the Sales 2.0, I’ve also met Mark Roberge, VP sales at Hubspot, who gave me some sales tips. On today’s video post, Mark explains the difference between Hunters and Farmers sales skill sets and recommends to protect the hunters from doing the farmers’ job as finding good hunters is hard and we don’t want… (Continue reading)
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