This is where the fun begins. We’ll setup and execute integrated multi-channel marketing campaigns using the channels that make sense to reach and influence your target audience. As part of this phase we’ll help create the reports you need for visibility into all aspects of the marketing campaigns. We’ll monitor the important KPIs (Key Performance Indicators) and make adjustments as needed to optimize your campaigns.
A key component in this phase is message testing. We’ll run A/B tests to determine which messages are working and adjust when they aren’t.
When marketing to decision makers we are looking for hand raisers, people that say “tell me more”. These are called MQLs (Marketing Qualified Leads). MQLs enter the sales funnel—and if we’ve done our job a large percentage will convert to opportunities and become SQLs (Sales Qualified Leads).
We believe in “no lead left behind”—this means we are passionate about the speed to follow up when an MQL is generated. Leads can get cold within minutes and in fact if it takes 24 hours to follow up on a lead the odds of converting it into an opportunity drop to just 17%. So, if your sales team isn’t prepared to follow up on leads within minutes of receiving them, you could be wasting your marketing efforts.