Rochester, New York, January 05, 2012
Relationships are about people. People make buying decisions. Sometimes that’s forgotten in B2B, where we tend to focus on job responsibilities, cost savings, profitability, efficiency, and a host of other very rational, very logical attributes.
But it’s the human component, the emotional relationship you build with your prospects, that ultimately closes the sale.
In this white paper, authored by Catalyst managing director Jeff Cleary, we'll look at how to design a formal lead nurturing process that effectively aligns marketing and sales, is developed collaboratively, and establishes a relevant dialog that:
• Identifies influencers, specifiers and decision makers
• Initiates conversations that lead to better understanding
• Nurtures interest regardless of buying time frame
• Is dynamic and responsive to what you learn along the way
• Shares a contact history in a common environment that includes measurement data and decision-making data
• Mines for individual data that results in prosciutto-thin segmentation
Download it here. Or click the following link:
Plugging the Gap Between Lead Generation and Marketing Automation
About Catalyst
Catalyst (www.catalystinc.com) is a direct and digital marketing agency that helps clients acquire, retain and develop long-term relationships with their customers. The agency takes the guesswork out of marketing decisions by combining intellectual curiosity and inquisitiveness with hard-core analytics, deep customer insight and a measurement mindset. We call it Science + Soul. Headquartered in Rochester, NY, our clients include AAA, Assurant Health, Eastman Kodak Company, First Niagara Financial Group, GE Capital Retail Bank, Heraeus Kulzer, Neff Motivation Inc., Oreck, and Valvoline, among others.
