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Articles

8 Steps to More Prospects: Get Our Nurturama Cheat Sheet

You’ve seen me mention our 8-step process for developing more prospects while increasing sales productivity–this is kind of a “cheat sheet” we use at the Boston Turner Group to explain all of the key elements of a marketing automation process to our clients. It helps us make sure we’ve covered all the bases in a leak-proof pipeline building process.

This infographic shows how we combine strategy, technology, creative and experience to engage your prospects and alert your reps with predetermined buying signals and behavioral triggers.

You can download the infographic at:

https://bostonturnergroup.com/nurturama-poster/

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More Than a Party Trick: Memorizing Large Numbers

Want to look like the Rainman at your next cocktail party?

When I was seven years old, my brother-in-law taught me a trick for memorizing large strings of numbers that I still use today. In an era of smart phones, memorizing numbers is a skill few of us practice anymore. But it has plenty of real applications–beyond impressing party-goers:

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Shocking Prospect Behavior Revealed

Are you tired of all those prospects sneaking around on your website without the courtesy to even fill out a landing page conversion form? What exactly are those anonymous visitors from domains like “sbcglobal” and “roadrunner” and “verizon” doing on your site? Who are these mysterious e-vagrants?

Our Nuturama process includes a new process that identifies prospects on your website even if they don’t fill out a prospecting form. Here is a taste of what our program can do to reveal your prospects’ hidden site-surfing secrets.

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Dealing with Stalled Sales

Sales and marketing can be dangerous business.

One of the biggest challenges sales and marketing teams have faced during the recent economic downturn has been with deals stalling during the later stages of the sales funnel. Based on our research and 20 years of technology marketing experience, we’ve invented “Nurturama,” an innovative process that will help your organization progress and accelerate prospects through the buying cycle.

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A Pipeline-Filling Machine

Wouldn’t it be great if you had a push-button machine that could do the following:

  • Shorten sales cycles
  • Keep pipelines full
  • Focus your reps on deals instead of prospecting
  • Cut your marketing costs
  • Improve communication with your team, customers, partners and prospects

We think we have built that kind of machine. We call it “Nurturama.”

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Announcing Nurturama: Five Spots Available

There’s an interesting opportunity that you may want to explore.

During my time at Accellos and over the last decade, I saw the market for software solutions change dramatically. We’re seeing new competition, new solutions, new buying patterns and most importantly new growth for the first time in years.

That is why I’m posting this today.

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Let’s Get Small

Niche marketing
Photo Credit: Cliff (Target, 1958, oil and collage on canvas by Jasper Johns)

Small is the new big

I’ll make you a bet. The next time you see a “Target Market” slide in an investor pitch deck or a marketing overview that has more than 50,000 companies or users or prospects, you buy me an iced Americano at your favorite coffee shop. If the number is less than 50,000 then I’ll buy.

Why is 50,000 the magic number?

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marketing takes time

Marketing Takes Time

Marketing is one of the longest levers to pull in your organization. You might complain that your average sales cycle take more than 70 days. But imagine all that went into the funnel before that prospect entered your pipeline. Before you can bring in a prospect, your marketing team has to: Understand your ideal customer,…
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I will be heard

Naked On The Support Line

I will be heard
Photo Credit: Kimba Howard

Whether you like it or not, social media has opened up your customer support lines to the world at large. If I can’t get your attention, or I just don’t like the way my support was handled, I just have to put my complaint into a 140 character tweet and add your company’s hashtag. If you’re not on Twitter, I’ll create a hashtag for you.

Millions of examples abound.

Here’s how the game is played:

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Business Cards

Blank Business Cards

Have you ever thought of carrying around blank business cards? That’s a trick I just learned from one of my clients. Whenever he meets someone who doesn’t have a card or has just run out, he hands them one of his blank cards to fill out with their information. I suggested a tweak that he’s…
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