The year-end push is on and I know you may be wondering what else can I do to drive more revenue with little or no remaining budget? I've found the best way is to focus on the leads you already have.
Lead re-engagement is one of the most powerful ROI tools marketers have available to them. Why? You're getting more out of the money you've already spent by going deeper within the opportunities you already have. It seems like common sense, but the reality is, I know of very few companies that think about it, because they assume it's the salespeople's job.
In the following article, I'm interviewed by BtoB writer Christopher Hosford and share some trends in what he calls lead recycling (I prefer to call it lead reengagement) and I explain what we do at InTouch.
In this article, Hosford interviews my client Mikel Chertudi, senior director, online marketing and demand generation at Omniture. Mikel shares what Omniture is doing to optimize their lead re-engagement process and drive more revenue.