markempa

OCTOBER 21, 2011

At the beginning of the webinar, Jen Doyle, MarketingSherpa Senior Research Manager and Lead Author of the 2012 B2B Marketing Benchmark Report , revealed that 1,745 marketing organizations are reporting remarkable declines in marketing effectiveness in 2011. 61 percent send leads directly to sales.

Advertising Benchmark 120

Advertising Benchmark Webinar Metrics Marketing Report Top of Funnel 120

markempa

MAY 13, 2012

Tweet B2B marketers, stop focusing on generating leads. By sending them only qualified leads. Most leads aren’t qualified. Leads are only qualified when they fit your universal lead definition (ULD). Before you do any more lead generation, make developing one your highest priority.

Lead Qualification 120

Lead Qualification Sales Qualified Leads Lead Scoring Lead Ranking 120

markempa

NOVEMBER 3, 2014

I think the major cause for poor lead conversion and ROI is the lack of lead management, also known as passing unqualified leads, or marketing qualified leads (MQLs), directly to sales reps. MarketingSherpa captured some of the key lead management issues in the 2012 B2B Marketing Benchmark Report.

Sales Management 120

Sales Management Lead Management Lead Ranking Marketing Qualified Leads 120

markempa

SEPTEMBER 16, 2012

for MarketingSherpa’s B2B Summit 2012. She works with Research Partners to develop teleprospecting programs where precisely the right people are given the right message to quickly convert them to leads. 65% of marketers have not established lead nurturing.“The

Work Management 120

Work Management Marketing Management B2B Marketing SIC 120

markempa

APRIL 15, 2012

An astounding 61% of B2B marketers admit to sending “leads” directly to Sales without qualification, according to the MarketingSherpa 2012 B2B Marketing Benchmark Report. Are these truly leads? Anyone who expresses interest in what you sell is an inquiry , not a lead. Not really.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Resources 120

markempa

AUGUST 26, 2012

This is apparently not enough to make marketers and sales professionals embrace change and develop a formal lead generation strategy, considering that 75% of marketers still don’t have a formal lead generation process or guidelines according to MarketingSherpa’s 2012 Lead Generation Benchmark Report.

Lead Generation 120

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 120

markempa

NOVEMBER 21, 2011

SiriusDecisions made a brilliant contribution to B2B marketing several years ago when they created their Demand Waterfall. The concept is useful for any B2B industry with complex sales. All too often, sales and marketing have very different definitions of what a “lead” is. What Does “Marketing-Qualified Lead” Mean to You?

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads High Quality Lead 120