This time last year, I was staring at a spreadsheet. Fun, right?
The spreadsheet contained leads we’d just acquired from the 2013 AMTS (Advanced Manufacturing Technology Show) in Dayton, Ohio. Acadia DOES lead generation and lead nurturing (among other things), so we know just how valuable every lead can be. Last year, I blogged on the importance of following up with all of your tradeshow leads. It can be time-consuming and frustrating!
Speaking of which, I now find myself staring at yet another spreadsheet. This one holds our 2014 AMTS leads. This one got me thinking. We DID generate revenue from last year’s AMTS leads, and will initiate similar follow-up this year (again, see my blog). This is a good thing! But what about the leads from last year that haven’t converted yet? That were interested, curious or just not ready to move forward with our products and services? They’re still valuable!
In our recent blogs, we’ve been working our way around the 9 steps of the Revenue Performance Management cycle. Well, here we are, at the end of the journey, steps 8 and 9: REPEAT and SCALE. Seems logical, doesn’t it? If it works, repeat it and scale it up!
Actually, you aren’t done. In order to REPEAT a success, you have to first understand and document it!
Start by speaking to your staff and clients, and regularly! Find out what is contributing to your successes, and what isn’t. Ditch whatever isn’t – don’t repeat unsuccessful tactics or strategies.Read More
Previous blogs in this series delved into identifying your persona (ideal contacts who may potentially buy from you) and using the right content (information that is important to that persona) to find them. Now that we have successfully FOUND leads (or they’ve found us) we need to CAPTURE all related interactions as they occur. This is a valuable step in Revenue Performance Management!
What do we mean by “interactions?” In our previous blog, we used the cases of Engineer Ernie (looking for technical information) and Buyer Barney (looking to save money) as your potential customers. Your content, including your blog and white paper, attracted Ernie and impressed Barney. As they interacted with your website by downloading or requesting information, they left their name, title, email address and company name. You now know who they are, how/when they came to you, and what content they looked at. Because you CAPTURED their trail of activities, you know where they are in their buying cycle and you can follow up with them with the right information!Read More