the Scalability Project Blog

We cover topics across a wide spectrum of marketing strategy, traffic building, lead generation, lead nurturing and marketing analytics. 

A better way to connect the marketing and sales pipeline : seamlessly

Posted by Shade Wilson

Sep 16, 2014 5:00:00 PM

The Customer Relationship Management (CRM) market has no shortage of options for companies looking to manage their sales pipeline. Salesforce with more than 100,000 customers may be the most familiar. But others like Zoho (50,000 customers) and Microsoft Dynamics (40,000 customers) also have significant user bases. (source: Capterra)

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Topics: Lead Nurturing

Comparing the Top Lead Management Systems & Marketing Automation Tools

Posted by Shade Wilson

Aug 24, 2014 7:39:00 PM

Interest in marketing automation and lead managment systems has increased significantly with monthly searches for these terms doubling in the past two years alone. 

Many businesses are now looking at the technology and trying to decide which among the many platform options is right for them. 

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Topics: Lead Nurturing

5 Email Marketing Tips to Make Your Content Marketing Even Better

Posted by Shade Wilson

Jul 6, 2014 11:33:00 PM

The promise of content marketing is that it is a non-spammy way to attract visitors to a website. Done well, demonstrating knowledge and expertise in a way that your prospect will find helpful, you will leave them asking for more. 

However, if it stops with your website, you may have drawn more visitors, but you’re unlikely to convert them to sales ready conversations. To take a good content marketing program to a great content marketing program takes a few well-placed email marketing tips.

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Topics: Lead Nurturing

The Best Way to Nurture a Business Lead (Without Even Trying)

Posted by Shade Wilson

Jan 26, 2014 5:45:00 AM

Business leads are vital to growing a company, but sales departments often have many other important tasks in addition to nurturing those leads. Using automated marketing tools can assist sales people to successfully develop and nurture clients, and ultimately lead to closed sales.

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Topics: Lead Nurturing

Sales Strategies to Avoid The Stalker Factor

Posted by Christen Barber

Aug 28, 2013 6:58:00 AM

stalker_factors

As a marketer, I’m very aware of when I’m being marketed or sold to in everyday life. I know and understand how all of the tactics work, after all, I’ve used them all. However, everyday consumers are less aware of the behind the scenes work, mainly data collection and analysis that goes into targeting them as a sales/marketing prospect. And, with today’s digital marketing tools, the individual marketing intelligence we are able to gather on each prospect is better than it has ever been before – which is great for us marketers but could be seriously detrimental if not used correctly by the sales team. So, I’m here today to provide sales strategies to anyone responsible for using this data in a responsible (and even effective) way and help you avoid the stalker factor.

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Topics: Lead Nurturing

The number one thing missing from most companies marketing funnel

Posted by Shade Wilson

Jul 14, 2013 4:47:00 PM

For too many companies the sales and marketing funnel is thought of as a one-way street. Get in front of a prospect; convert them to a lead; qualify the opportunity, and close the deal. The marketing team and the sales team are equally guilty of this one direction thinking. Acquisition is all that matters, retention will be left to later.

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Topics: Lead Nurturing

Fixing the broken link in your marketing process

Posted by Shade Wilson

May 27, 2013 10:01:00 AM

fixing-the-broken-link-in-marketing-process-617x289

For too many companies today, there is a complete disconnect between the marketing process they are using to win new business and how their buyers are making purchase decisions.

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Topics: Lead Nurturing

Avoiding common mistakes in business to business sales and marketing

Posted by Shade Wilson

May 5, 2013 3:53:00 PM

Business to business sales and marketing is complicated. Only those companies that integrate their sales and marketing efforts to nurture the prospect through the buyers cycle will deliver the best results.

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Topics: Lead Nurturing

3 better lead management system approaches for PPVVC and others

Posted by Shade Wilson

Mar 24, 2013 4:24:00 PM

 

Most companies focus all of their attention on getting noticed. Search ranking, site traffic, even the number of new leads they are adding to their pipeline. They are important and a starting point for success, but that’s it, they’re just a starting point.

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Topics: Lead Nurturing

3 Steps to shortening the sales cycle

Posted by Shade Wilson

Feb 20, 2013 1:29:00 AM

Shorting the sales cycle has been the Holy Grail for many sales managers. The truth is buyers today are less willing to cooperate your plans than ever.

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Topics: Lead Nurturing

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