marketing-qualified-lead prospect sales 
ViewPoint
AUGUST 28, 2012
This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. In the last blog we talked about lead rates.
ANNUITAS
APRIL 26, 2011
Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management.
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ViewPoint
SEPTEMBER 11, 2012
This is the third in a series of four blogs about lead generation, marketing and sales metrics, and proverbs. In the last blog we talked about qualified rates. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).
LeadSloth
JUNE 18, 2010
I’ve recorded an introductory video on lead nurturing and how it can turn more raw leads into qualified leads. Effective lead nurturing will prevent prospects from falling out of the funnel before they are ready to talk to a sales person. Time & Date: Tue, Jun 22, 2010 11:00 AM PDT.
Customer Experience Matrix
APRIL 20, 2010
Summary: A survey of business-to-business salespeople finds they (still) consider themselves their best source of qualified leads. But marketing-generated leads are gaining increasing respect and salespeople are increasingly looking for help from outside data vendors.
Marketing Insider Group
AUGUST 12, 2010
We discussed the great lead quality vs. lead quantity debate. We discussed the great lead quality vs. lead quantity debate. And the conversation went way later than the restaurant manager and our wonderful server wanted it to. And when quality is required, you need to be able to deliver leads that convert.
Marketing Insider Group
MAY 12, 2010
In this article I will argue for the importance of and the 5 steps to create marketing ROI through demand generation. Social media is hot mainly because it is new news to lots of folks in marketing and across our organizations that “the customer is indeed in charge”. I will say it here: every B2B marketer should know how to do this.
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