A pleasure to welcome Karla Blalock, COO of PointClear, to IntrepidTV!
Karla was recently named the Analytics Marketer of the Year by TAG Marketing, and a two-time Top 50 Most Influential in Sales Lead Management, so it was apt that we had a conversation about the importance of analytics and sales lead management.
Highlights from the show include:
1. Her definition of sales lead management…
2. …and an explanation of how you layer analytics onto sales lead management, which results in knowing how to better target your prospects, and more effectively nurturing your prospects through the sales process.
3. Analytics enables you to determine how well your sales process is functioning, provides additional marketing intelligence, and provides data you can see that helps determine how to close deals more quickly.
4. Karla and I talk about how to collect the data, and what tools to use to analyze and study the numbers. But before that, she helps us understand the three basic classifications of data itself.
5. Understanding the importance of the CRM to the data collection and analysis process.
6. How to overcome the resistance from sales reps, and others in the sales organization, to keying in data and keeping up with the CRM.
7. And finally, can analytics – and sales lead management – help finally bridge the gap between the sales and marketing departments?
###
[join my merry band of intrepid marketers here]