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Category Archives: Best Practices

Marketing’s Role is Changing from a Cost Center to a Revenue Center

How does the rest of your organization view the marketing department? Is it seen as a cost center or a revenue center?

For years, the marketing team was treated as a cost center—it relied on traditional and expensive methods of reaching customers, such as advertising. However, over the past several years, that perception has shifted. Many organizations now regard marketing as a revenue driver. Read on to learn what’s responsible for that shift and what to do if your company still sees the marketing team as a cost center.

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Personalization Webinar

Personalization and Performance Webinar: How much revenue are you losing due to slow, infrequent and impersonal follow-up?

In our recent webinar, CEO of Metadata, Gil Allouche, and Head of Product Marketing at Conversica, Gary Gerber, discussed personalization and performance in lead follow-up. Why is it so important? Are companies losing revenue when they don’t personalize their outreach efforts? The short answer, is yes.

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Lead Qualification Questions You Should be Asking

Salespeople that qualify leads have a set of standard questions they ask. However, those questions only go so far—they don’t lend themselves to deeper conversations that the salesperson needs to have to close the deal. Read on to learn what questions you should really be asking, and what steps you should take before asking those questions.

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2018 Top 10 Companies with Best Lead Response

2018 Top 10 Companies with Best Lead Response

When it comes to lead follow-up, there are two absolute truths: 1) faster is better and 2) it pays to be persistent. Insidesales.com recently published an article in which they share findings from their study of response times and lead follow-up persistence for almost 200 companies.

So who were the all-stars when it came to reaching out to their leads? Here are the top 10 companies with the best lead responses:

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Persistence Webinar: How many potential leads are lost due to insufficient lead follow-up?

Last week, we held our second webinar in the series that explored the 4Ps of sales effectiveness – Promptness, Persistence, Personalization, and Performance. Derek Grant, VP of Commercial Sales at Salesloft, and Erroin Martin, VP of Sales at Conversica, discussed “Persistence: How many potential leads are lost due to insufficient follow-up?” What do researchers in the field have to say about the optimal number of touches?

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2017 sales effectiveness report - automotive edition

The Sales Effectiveness Report – Auto Edition is here!

We’re very happy to announce the 2017 Sales Effectiveness Report – Automotive Edition is here! For three years in a row, Conversica has been conducting a study on the state of lead follow-up by U.S. companies. And for the first time since we started this study, we’re taking a closer look at how Auto Sales and Auto Service departments follow up on their internet leads.

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4 Insights for Increasing Sales with Conversion Rate Optimization

Everyone wants more sales without having to invest in more human resources. But how? We at Conversica have answered that question for thousands of companies with our AI-powered automated sales assistant. The underlying conversational AI is a powerful tool, helping them convert more leads and build a healthy marketing and sales funnel/pipeline. And a key part of keeping that pipeline healthy and flowing lies in conversion rate optimization.

In this post we will explore what conversion rate optimization is and what four steps you can take to improve your sales pipeline so you’ll see amazing results.

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4 ‘Must Haves’ to Boost Your Sales Qualified Lead Conversion Rate

Lead generation is a big investment—53 percent of marketers report that half or more of their budget is allocated to it. Companies budget a lot of money to fund marketing campaigns and content creation—not to mention the marketing and sales technology your teams are using to identify, track, nurture leads, and convert them into customers.

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How to get into the 1% club

How to get into the 1% club

The best tip I have ever gotten in my life was “Have a purpose every day.”

In my college days when I played football for the University of Kansas, times got hard. All student athletes can relate to this when I say it was a struggle. You need to find time to balance school, tutoring, homework, practice, workouts and your social life. 

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Why promptness in lead follow-up matters

Why Promptness in Lead Follow-up Matters

Last week, we hosted a joint webinar featuring Conversica CMO, Carl Landers, and Inside Sales VP of Marketing Strategy, Gabe Larsen, on the importance of promptness in lead follow-up.

Why does response time for lead follow-up matter? Well, it turns out that the longer companies take to respond to inbound inquiries, the more money they end up leaving on the table. In our two independently conducted studies, we uncovered a number of findings that support this theory.

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