Monthly Archives: June 2010

Webinar Recording: 7 Steps to Finding Untapped Revenue

This is the recording of the webinar about the 7 Steps to Finding Untapped Revenue in Your Marketing Database, which took place on June 22nd, 2010. Please click the ‘play’ button to start. The total length is 28 minutes.


To see the slides, please visit SlideShare.

Table of Contents

1. Introduction by Jep Castelein
2. 1848 James Marshall Discovers Gold
3. How Much REVENUE Are You Missing Out On?
4. NURTURE Leads to Assure More Revenue
5. 50% of Leads are NOTReady to Make the Jump
6. 23% BUY from a Competitor 6 Months after Initial Inquiry

7. Nurtured Leads Produce 20% MORE Sales Opportunities
8. # 1: COLLABORATE with Sales
9. # 2:CHOOSE the Right Audience
10. # 3: Know them WELL
11. # 4: Provide VALUE
12. # 5: Make OFFERS They Can’t Refuse
13. # 6: HAVE Conversations
14. # 7: Track & MEASURE
15. Case Study
16. The Complete Process
17. Need Help Finding those Gold Nuggets in Your Database? Let’s Talk!
18. Q&A

Plugging the Leak in the Middle of the Sales & Marketing Funnel

I’ve recorded an introductory video on lead nurturing and how it can turn more raw leads into qualified leads. Effective lead nurturing will prevent prospects from falling out of the funnel before they are ready to talk to a sales person.

This video is a preview of Tuesday’s webinar “7 Steps to Finding Untapped Revenue in Your Marketing Database“, which covers a comprehensive 7 step process to design a lead nurturing strategy.

The webinar is now available for watching on demand.

7 Steps to Finding Untapped Revenue in Your Marketing Database

1 Reply

This Tuesday (June 22nd at 11am PDT) I’m presenting a webinar on the 7 steps to finding untapped revenue in your marketing database. Do you have many leads in your database who have never been followed up on? If yes, you have a lot of untapped revenue in your database. View this webinar to learn how to generate additional revenue from your existing leads.

This video gives an overview of the content of the webinar:

The webinar is now available for watching on-demand.

Upcoming Lead Management Events

2 Replies

This week there are a couple of interesting Lead Management events, so I thought I’d share them with you in a short blog post:

Hubspot Show & Tell

Hubspot is best known for their Inbound Marketing evangelism and a software product that helps small to medium-size companies generate leads through search engine optimization and social media. They are taking some steps towards lead management, and will be showing their email marketing and lead nurturing capabilities in this webinar. It’s not a full-blown marketing automation system (not sure if they want to go there either), but it’s interesting to see them adding these features.

More info & registration »

Genius Demand Gen Academy

The Demand Gen Academy is a free online learning program to help you master the process of demand generation with practical, hands-on training. It covers Demand Generation, Lead Management, Return on Investment and Inbound Marketing in a series of 35-minute webinars. There is a webinar every Wednesday for the next 12 weeks. You will earn a Demand Generation Certification badge if you successfully complete the exam. I’m co-presenting the email nurturing session this Wednesday.

More info & registration »

MarketingSherpa Lead Management Webinar

The full title of this event is “Lead Management: Tackling the Top 5 Questions about the Lead Cultivation, Qualification and Hand-Off Process”. It’s presented by Sean Donahue, Editor, MarketingSherpa and Jennifer Horton, Best Practices Consultant, Eloqua. During the webinar, they will cover practical strategies that highlight the best way to attract new leads, how to find the right approach for the type and timing of messages, and when to complete the transition to sales.

More info & registration »