Marketing Strategy Sessions

Today, I had an interesting discussion with CallidusCloud CMO Gile House about how to turn tire kickers into leads. We also talked about how companies are using this marketing automation method to be predictive with their messaging and increase sales.The internet has turned everyone into journalists, reviewers and critics who are well informed before coming to your website. Gone are the days of a one size fits all cold call from a sale rep. Nowadays, you need to meet the person where they are in the sales cycle and understand a little more about their needs and knowledge level before going into a canned pitch. With marketing automation, you can learn more about the needs of your audience as well as the right time to provide the right message.This is what CallidusCloud calls lead intelligence. Gile believes that marketing is only a part of the process and that they are here to assist the sales department. He states that in a 2014 study, only 1 in 5 meetings with salespeople yielded a follow up and even less c