Take It Up a Level
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Volume 2 Issue 3 

What can you do to take it up a level today? Find out what happens to the leads your sales team does not close.
  • What is the average time it takes for someone to purchase a product or service like yours—the length of the buy-cycle?
  • What stages do your prospects move through during the buy-cycle?
  • How does your company meet the unique needs of those in each buy-cycle stage?
Do you find each prospective buyer is treated the same way regardless of their stage? Are some forgotten over time? Here are some tips on how to change this.

Live in Georgia? Be sure to attend AiMA's March event, "Branding—It's Not Just a Buzz Word."

Ten Take Aways from the DMB
 Last week the Direct Marketing Association held its annual Direct Marketing to Businesses (DMB) conference. The content covered and ideas generated could fill several newsletters. Here are some of my favorite tidbits...

Quick Question "What marketing technology to use?" seemed to be on everyone's mind at the DMB conference.

So, what are you using for campaign analytics, CRM, email marketing software, and lead management?

Please send me an email and I'll post aggregated results next month.

View Past Issues
December 2003
January 2004
February 2004
 Leads Left Behind
What happened to the list of those who downloaded your whitepaper last month? What about the responses to your webcast invitation? Is your company always focused on next month's numbers and hunting for those ready to sign a contract? With a short-term approach, you are generating leads in hopes of finding that golden nugget. By the time you have found the one ready to buy, he is down the path with another company and is merely confirming facts. Most likely, you have missed your opportunity.

When you are always looking forward it is easy to leave the slow movers behind—causing them to look elsewhere. Last month, we talked about segmenting your leads. Now what do you do with the leads not ready to buy? How do you nurture them, keep them warm, and get them to raise their hand when they are ready to buy?
More...

 Profit From Outside Resources
Teresa Caro Want an outside perspective on your lead management processes? Let Caro Consulting help you complete these tasks and improve your bottom line. Whether you need a full marketing and sales process analysis or to manage a single project, Caro Consulting is committed to delivering results. A strong resource, without adding to headcount—Caro Consulting can assist you with all or part of the strategy, from idea generation through leads management. Learn more...