Posts Tagged ‘Finding Intent of website visitor’

6 reasons why your organization might need a Marketing Automation Solution

September 23rd, 2011 Merlin Francis No Comments

In a world where every day hundreds of ideas, products and business solutions take shape and hundreds more make a beeline for our fleeting attention, it is essential to know which of these merit the time and resources spent in exploring their worthiness and their relevance in our organization’s scheme of priorities.

This post is an effort to put down the kind of problems the marketing automation tool is capable of addressing and the kind of organizations who should opt for this solution, if it is in alignment with their overall objectives and budget constraints.


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Posted in B2B Marketing Online, B2B Sales, B2B marketing, CRM Integration, Lead Generation, Lead Lifecycle Management, Lead Qualification, Lead analytics | Tags: , , , , , , , , , ,

Familiarity Breeds Success!!

November 26th, 2010 Merlin Francis 1 Comment

Customizing the marketing or sales pitch to match a prospect’s personal taste is a great marketing strategy and one that rarely fails to give desired results.


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Posted in B2B Sales, B2B marketing | Tags: , , , , , ,

Why Every B2B Company Needs Sales Analytics

November 10th, 2010 admin No Comments

Most analytics tools are more suited to B2C audiences and hence the talk of summary metrics (number of visit to a page) and Goal completes (who is buying, where are they dropping out etc) which are not quite as relevant from a B2B standpoint. What you need in a B2B environment is a system that can talk to both Sales and Marketing. The data should be actionable and provide consistent information. You need a tool that can identify potential prospects, give you some background to determine if they are qualified, allow you to reach out to them if needed and also interface with the CRM – and do all of this without requiring an army of people.


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Posted in Analytics, Sales Analytics, Sales Enablement, Sales – Marketing Alignment | Tags: , , , , , , ,

Decode Your Online Leads

August 7th, 2010 Merlin Francis 1 Comment

Consciously or unconsciously, every visitor on your website leaves behind a set of clues, which if decoded, can easily convey a lot of information on the Lead and his intentions. This post tries to decode some of these clues, which provide greater insight on a visiting Lead.


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Posted in Lead analytics | Tags: , , , , , , , , ,

‘Intent’ Inference – Changing The Future of B2B Sales & Marketing!

March 6th, 2010 Merlin Francis No Comments

Being able to find the intent of a website visitor will act as a boon for B2b companies. Since B2b decisions are driven by a lot of research, deliberation, negotiations and by multiple decision makers, knowing whats on your prospects’ mind will help companies to plan their marketing campaigns, Lead management programs around the needs of the prospect rather than their own solution. Actions can be taken in real-time and will save companies a lot of time and resources

Social media revolutionized the way B2C companies , did business, marketed their products and engaged with their end customers. It helped them understand the needs of their customers better.

‘Intent Web’ or ‘Intent Inference services’ will do the same for B2B companies – it will change the way they engage their prospects and pitch to them for business. Intent will drive customization at all levels, bringing the customer back into the focus, giving him only what is relevant to him, doing away with all the information clutter.


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Posted in Future trends | Tags: , , , , , , , , , , , ,
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