Likes to Leads: 5 Key Lead Management Concepts

One of the most important things is using a mixture of in-house (internal) and third-party content.

Regardless if the nurture track is complex or simple, SugarCRM tries to follow a process where they provide a mix of in-house and third-party content that validates the claims that ware made and their position in the marketplace.

If you are interested in pursuing a dynamic content strategy make sure to see what other organizations have created content that reinforces or helps to validate your point.

At SugarCRM, analyst reports are used that help focus on any customer wins or specific areas where SugarCRM is meeting the marketplace demand.

In addition, use cases/case studies whether by highlighting a specific customer by name or identifying a customer that is following a very unique process are beneficial. It is important to be able to draw these examples out so to strengthen the position of your product, while proving that your company is versatile and capable of being able to handle a myriad of different use cases.

Ultimately you want to reflect the fact that you are able to support the types of prospects and customers that you are target.

SugarCRM has a general practice of always trying to embed as much video as possible into emails and landing pages.

Video is a good catalyst to get a viewer to consume the information you send them immediately.  If they consume the video, they are then more likely to read the supporting information.

Over the past year, SugarCRM has seen a tremendous uptick in content consumption as a result of embedding complementary videos.

SugarCRM recently acquired a company and since has embedded the workflow technology into our Sugar 7.6 Enterprise release. This is not a third-party solution and is actually embedded and native to Sugar.

In addition, there is Sugar 7.6 Workflow that is included in the Professional version of Sugar. This allows for some workflow rules in the base level, but the enhanced version in the Enterprise edition is much more intuitive and enables a lot more advanced functionality.