Services
Marketing Automation
Marketing Automation Tools provide all the required functionality for advanced lead scoring and lead nurturing. Tailwind has extensive experience selecting and implementing the most advanced marketing automation tools.
Nurturing leads that have inquired about your product or service is frequently far more effective than constantly generating new inquiries. Numerous studies (e.g. Sirius Decisions) have shown that the majority of B2B buyers go on to purchase within a 24 month window even though initially they have lost interest.
Effective lead nurturing programs can dramatically improve lead qualification, cost per opportunity and shorten sales cycles by finding buyers who are further along in their buying cycles.
Lead Scoring is where the rubber meets the road in sales and marketing alignment. Scoring leads so that they can be effectively prioritized by both sales and marketing is essential to providing customized real-time follow up. Prospects today are overwhelmed with information and hence have a limited attention span. Follow up must be immediate and accomplishing this for high value leads can only be done via effective Lead Scoring.
Using a marketing automation system Tailwind can build an advanced automated lead scoring system (BARDS) that not only incorporates standard BANT qualification criteria and static demographic data but also includes dynamic digital buying behavior (e.g. website visits, collateral downloads, search phrases, email click-thrus). This is increasingly important since sales can no longer control the information flow to a prospect it is vital that they have all the tools available to recognize hidden buying interest.
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