As the consumer journey becomes more complex, the way brands generate and nurture leads is also changing. Instead of casting the widest net they can and hoping for the best, marketers focus more on generating high-quality leads and guiding them along the path to purchase. Thankfully, the tools and data sets we have available are also getting more sophisticated with every year that passes. As you’ll see from these 20 insightful lead nurturing statistics and charts, there’s a stronger emphasis on lead nurturing and automating as much of the process as possible.

There’s a school of thought that says startups should spend as little as possible on marketing. We believe that marketing should focus on positive ROI (return on investment). If a paid media channel can profitably drive qualified users for your startup, it’d be foolish to refuse it on the basis that it’s paid for. Another reason for using paid media is to establish a cost-per-acquisition, as this will act as a benchmark to compare all other marketing activity.

Workflow automation is an approach to making the flow of tasks, documents and information across work-related activities perform independently in accordance with defined business rules. When implemented, this type of automation should be a straightforward process that is executed on a regular basis to improve everyday productivity. Workflow automation should make it easier for an organization to streamline its workflows and identify other areas that can be automated to increase efficiency. For example, some automated workflow tasks can be managing spreadsheets or emails.

According to a new marketing report from The CMO Survey from the Fuqua School of Business, 30% of those surveyed have not experienced changes to their marketing budgets, while 41% reported gains and 28% reported cuts. In general, marketers reported a 5% increase in budgets during the pandemic, and they expect digital spending to grow by 4% over the next year. For both B2C and B2B companies, the top priorities of marketers right now are building brand value and customer retention. B2B brand building matters because the brand matters.

For big and small companies alike, capturing leads and converting them into sales-ready prospects is essential for growth. Traditional marketing techniques rely on either broad, sweeping distribution or the painstaking work of identifying and categorizing an audience. This is not only inefficient, but also ineffective. By transitioning to an automated approach, you are able to better serve your customers by sending targeted content based on user behavior and interests.

A recent study showed that sales and marketing misalignment can prevent nearly 75% of leads from converting into sales. On the other hand, professional services firms can increase sales by 38% when they bring sales and marketing into alignment. So, how do you reap the benefits of alignment by getting the left hand of sales to talk with the right hand of marketing — without triggering an arm-wrestling match?

Marketers do the work to build actionable buyer personas and understand customers – hopefully by interviewing customers and buyers so they have a well-rounded perspective vs. the one-off views sales gets from talking to buyers already well through their buying process.

Revenue Performance management, however, connects these traditionally siloed teams with aligned goals. The workforce – not just sales – are linked to compensation plans with a connected target. This creates a revenue engine, with different teams connected via the same incentive structure – maximizing revenue and supercharging opportunities for growth.

As Forbes put it, “Revenue operations was created as an “end-to-end process of driving revenue, from the moment a prospect considers a purchase (marketing) to when you close the deal (sales) to their renewal and upsell (CS). The result of this orchestration is faster growth and more profit. So the next question is: how do you know if you’re really in need of a RevOps strategy?

Sales engagement refers to the sequence of interactions that take place between a salesperson and a prospect throughout the sales cycle. Today, most interactions take place on calls or online via email or social media, allowing businesses to build scalable engagement strategies that accelerate revenue growth.

To make your job as a marketing manager easier, you need your team’s activities to be customer focused, sales oriented, and measurable. Your goal is to realize effective campaigns to generate leads. You also want to be able to assess how well your activities worked. What you need is a marketing automation tool. In this blog we explain what exactly marketing automation is, how it will improve your work.

RevOps or Revenue Operations is a holistic function to integrate sales, marketing and customer support and align it in a way that would increase their collective accountability to revenue generation. It helps in getting rid of the silos between the different verticals of an organization as it ranges across people, platforms and processes. Wondering when to implement RevOps in your organization? Well, here are a few signs that you should implement RevOps.

Traditionally in the B2B space, marketing, sales and customer success have been siloed, each with their own operating functions and set of goals and priorities. The challenge with this way of working is each division is separated. The different goals and priorities make coordination and alignment much harder to implement - this is where Revenue Operations (Rev Ops) comes in.

Customer retention is the collection of activities a business uses to increase the number of repeat customers and to increase the profitability of each existing customer. Customer retention strategies enable you to both provide and extract more value from your existing customer base. You want to ensure the customers you worked so hard to acquire stay with you, have a great customer experience, and continue to get value from your products.

While mobile advertising has historically been impactful, we must be conscious of its unique challenges: consumers turning to shopping on smaller screens means less real estate for advertising. Moreover, the propensity for scrolling on mobile devices means that attention spans are shorter than ever amongst a sea of similar advertisements.

Jim collins in his book, Good to Great, set out to discover what made some companies go from being good to great. He embarked on a five-year study of eleven companies whose stock returns had skyrocketed relative to their competitors. There were several important factors, but one of the most important was the type of leader who led the company into greatness.

Many consumers and companies are looking longingly to the start of the new year and for 2020 to be behind us. And although the year was a roller coaster, it provided learning opportunities and set the stage for 2021. As you set your strategy moving forward, remember these five trends for the future and consider what you can do to leverage them in your organization.

The effort to quantify CX is critically important and will only become more so. During the pandemic, interactions that were once in person became, by necessity, digital, with organizations accelerating technical transformations enterprise-wide. Every company now has to think about how to provide a stellar CX that makes use of new capabilities, like AI, real-time data, and cloud technologies, to provide a personal experience for each and every customer.

RevOps are not business strategists. They are systems strategists and data strategists and adoption strategists, but they're not business strategists. They need to be the people standing behind the business strategists at the management table who can fully internalize what the business strategy is.

So the definition that I want to give you today is something that will make it clear to everybody, and that is Revenue Operations is the team, is the team, structure, and process within your organization that allows: Your marketing team to be marketers Your sales team to be salespeople Your customer support team to be customer service people Your executive team to be executives. In other words, Revenue Operations is the operational infrastructure (starting with data, automation, and productivity tools) that enables each department to do what they do best.