ViewPoint

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

WriteSpark

JANUARY 9, 2013

Some years ago, I wrote a tutorial guide which my client used as the primary piece for attracting sales leads. This 36-page booklet became a perennial favorite among prospects and sales reps, prompting the client to make annual revisions for eight editions. What factors are you considering in your marcom plans for 2013?

Planning 120

Planning Best Practices Content Paper 120

KoMarketing Associates

MAY 1, 2013

In order to measure the success of their content marketing efforts, 69% of software marketers use sales lead quality, followed by website traffic (63%), sales lead quantity (60%), and social media sharing (45%), among other measurement criteria. B2B Industrial Marketing Trends: Recap of the GlobalSpec 2012 Report.

Marketing Management 120

Marketing Management Marketing Budget Budget Programs Peer-to-peer 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

Crimson Marketing

APRIL 1, 2015

In the past, determinations about the quality of sales leads were made rather arduously—often with sales reps going through lead lists manually in search of hunch-based indicators of conversion propensity. Marketers need technology to quickly and reliably predict which leads are most likely to convert.

Lead Ranking 100

Lead Ranking Lead Scoring B2B Marketing SMB 100

Valasys

APRIL 12, 2019

Leadfeeder co-founder and CEO Pekka Koskinen described the problem the company has set out to solve, that B2B companies try to generate sales leads via their website, but 98% of visitors never leave their contact data. Leadfeeder’s customer base is usually sales and marketing departments at small and mid-sized B2B firms, in the U.S

Lead Scoring 53

Lead Scoring Lead Ranking Marketing Websites Leads 53

KoMarketing Associates

SEPTEMBER 22, 2014

— Ekaterina Walter (@Ekaterina) December 19, 2012. — Clayton Hove (@adtothebone) June 17, 2012. — Official smart USA (@smartcarusa) June 19, 2012. — Jessica Brown (@jessbrown) June 29, 2012. @AngelaLoSasso @REI Ok, I don't mind if I will, thank you. Totaled it. Sounds more like 4.5

B2B Marketing 120

B2B Marketing Planning B2B B2B Thought Leadership 120

markempa

MARCH 4, 2012

They can conduct a meaningful conversation about the latest whitepaper (or article, or blog post, or instructional video) that was sent as part of your lead-nurturing program. Even better, nurturing leads will give you a competitive edge considering a whopping 65% of B2B organizations don’t have any kind of lead-nurturing program.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Leads 120

ViewPoint

OCTOBER 15, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Dan launched PowerViews in 2012 and has interviewed 35 guests (and counting) on his popular show. SLMA Radio - Since 2010.

PointClear 120

PointClear Marketo Internet Marketing Broadcasting 120

ViewPoint

SEPTEMBER 29, 2015

Is ABM the Holy Grail to lead generation or just another black box solution destined to cost a lot of money, distract marketing and end up getting more bad leads to sales faster than ever before? Today in part 3, we hear from James Obermayer , Executive Director of the Sales Lead Management Association.

Account Based Marketing 120

Account Based Marketing Lead Generation Marketing Management ABM 120

ViewPoint

AUGUST 23, 2012

2012 Surprise: Getting the “At Bats” — But an Increase in “No Decisions”. Click to start video at this point — Asked about what has or hasn’t happened in marketing and sales in 2012 that surprises him, Tim notes that lead generation and sales activity are up—providers are getting the “at bats.”.

Demand Generation Agencies 120

Demand Generation Agencies Work Management Demand Generation High Quality Lead 120

markempa

JUNE 24, 2013

So, if you need a few more ideas on what to test, check out this video from Optimization Summit 2012 – 30 Ideas in 30 Minutes: Rapid-fire tips and techniques to help you solve your most challenging problems. Related Resources: Lead Gen Summit 2013, Sept. Testing: A discussion about SAP’s 27% lift in incremental sales leads.

Optimization 120

Optimization Buy Thought Leadership Planning 120

ViewPoint

APRIL 17, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

ViewPoint

AUGUST 22, 2011

To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. For many, the planning for 2012 starts next month, right after Labor Day. And, for many, the goal for 2012 will be to finally implement marketing automation. Well, we’re in the dog days of August.

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

OCTOBER 2, 2012

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

ViewPoint

SEPTEMBER 11, 2012

Based on over 60,000 completed company dispositions per year (annualized for 2012). Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation PointClear 120

markempa

DECEMBER 29, 2011

It all came full circle in October , when Jen Doyle, MarketingSherpa Senior Research Manager and Lead Author of the 2012 B2B Marketing Benchmark Report, discussed what more than 1,745 marketing organizations had to say about their lead generation efforts in 2011. 61% send leads directly to sales.

Top of Funnel 120

Top of Funnel Webinar Metrics Lead Scoring Lead Ranking 120

ViewPoint

MARCH 13, 2014

Matt Heinz, Heinz Marketing, The Quality of Sales Leads is Abysmal. Click to start video at this point —Matt said the biggest problem is that marketers are not taking responsibility for what happens after leads are generated. Ruth Stevens, Inbound Marketing is Tough to Scale.

Lead Ranking 120

Lead Ranking Social Marketing Paid Search Agency Leads 120

Marketing Insider Group

JUNE 22, 2010

Skip to content Home About Michael Brenner Appearances B2B Marketing Insider Michael Brenner's Blog on B2B Marketing Content Marketing Demand Generation Mobile Sales Alignment Search Marketing Social Media Strategy June 22, 2010 1 Subscribe 10 Reasons Why Mobile is Hot!

Demand Generation Agencies 100

Demand Generation Agencies Web 2.0 Paid Search Agency Mobile Advertising 100

markempa

SEPTEMBER 16, 2011

In just 45 minutes, you’re going to learn how to effectively seize the next three months to drive the very best outcomes and begin 2012 from a place of power. (Missed the first webinar? Watch it here: b2bleadblog.com/part1 ).

Webinar Metrics 120

Webinar Metrics Top of Funnel Resources B2B 120

markempa

APRIL 8, 2012

Each attribute and action adds to a lead’s total score. When the score hits a pre-determined threshold, the lead is served to Sales. It’s a process that works very well, according to the soon-to-be-released MarketingSherpa 2012 B2B Lead Benchmark Report. Photo by: Another Pint Please….

Lead Scoring 120

Lead Scoring Lead Ranking Sales Qualified Leads ROI 120

Content Standard

APRIL 13, 2015

In the Content Marketing Institute’s 2012 report, organizations measured the impact of their content by analyzing Web traffic, sales leads, direct sales, sales lead quantity, and SEO rankings. Now, the leading brand marketers speak about content in terms of brand storytelling.

Marketing AI 40

Marketing AI Content Marketing Storytelling Content 40

Industrial Marketing Today

SEPTEMBER 17, 2012

For the past six years, more than two thirds of manufacturers and industrial companies have said that lead generation or customer acquisition is their top marketing priority according to the latest industrial marketing survey released by GlobalSpec. To me, that is only the symptom that you are experiencing.

Cost 60

Cost Planning Marketing Budget Creation Marketing Budget 60

ANNUITAS

AUGUST 30, 2011

However, for many B2B marketers, 2012 planning is right around the corner and usually starts right after Labor Day. This is the implementation of a new process for how you obtain, manage and close sales leads. Well, we’re in the dog days of August. But remember, we’re not just talking software here.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buy Automation 100

markempa

DECEMBER 29, 2011

Tweet In the 2012 B2B Marketing Benchmark Report , 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives.

Lead Ranking 120

Lead Ranking Trade Show Lead Scoring Sales Qualified Leads 120

Marketing Insider Group

OCTOBER 25, 2011

Also, don’t forget that more than just business goals (sales, leads, conversion), you also need to create a plan for your people: what skills does today’s market demand and how can you help bring your people up to speed? Use this stage to evaluate your goals against the latest marketplace realities.

Planning 100

Planning Marketing Plans Lead Ranking Inbound Marketing 100

NuSpark Consulting

APRIL 13, 2012

Then Compuserve and Prodigy … You also had Thomas Register and mailing lists to find leads…. Nowadays there are hundreds and hundreds of online tools and platforms that assist us in generating, converting, and nurturing leads into sales. I could go on, but I won’t.

Paid Content 100

Paid Content Top of Funnel Marketing Funnels Lead Generation 100

Biznology

NOVEMBER 1, 2012

And unless you have seriously revisited it the last few years, the Internet has broken your B2B sales process. All this was brought to mind as I prepared for a session I am doing Monday in Copenhagen for the IAA on using social media for sales leads. Please sign up if you are in town.)

B2B Sales 80

B2B Sales Process Sales Qualified Leads B2B 80

ViewPoint

OCTOBER 11, 2012

Carlos is a recognized thought leader in B2B marketing and known for his keen insights on the development and implementation of lead management processes, as well as marketing automation. Carlos has been named three years in a row—from 2009 to 2011—to the Sales Lead Management Association’s 50 Most Influential People in Sales Lead Management.

Demand 120

Demand Process Work Management Marketing Management 120

ViewPoint

JUNE 8, 2012

Click to start video at this point —Asked about what companies are thinking and doing about satisfying their customers in 2012, Ginger notes the combination of the current economy and customers having social media megaphones means companies can’t hide from what customers are saying anymore. Ginger on Twitter: @customeralchemy.

Marketing Automation Services 120

Marketing Automation Services Top of Funnel Paid Search Agency Mobile Marketing 120

Adobe Experience Cloud Blog

OCTOBER 18, 2012

Companies that use marketing automation source more pipeline from marketing, have more productive sales reps, and experience better revenue attainment. Source: Marketo Benchmark on Revenue Performance as of Sept 15, 2012 (N=489). Source: The Lenskold Group 2012 Lead Generation Marketing Effectiveness Study.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation ROI Automation 48

ViewPoint

MAY 3, 2012

Only these types of metrics can be successfully leveraged to plan future initiatives that can be predicted—based on a track record—to help sales sell more, sell better and sell faster. I might also add a comment on how much a complex sale lead should cost.

Cost per Lead 120

Cost per Lead Sales Qualified Leads Lead Ranking Lead Generation 120

Adobe Experience Cloud Blog

MARCH 5, 2012

Brian Carroll, author of Lead Generation for the Complex Sale , writes: It is not accurate to say that generating more sales leads is the key to hitting revenue targets. As a matter of fact, most companies need to do a better job of managing leads they already have. Read that sentence again. I’ll wait.

Sales Qualified Leads 48

Sales Qualified Leads Leads Lead Marketing Qualified Leads 48

Adobe Experience Cloud Blog

FEBRUARY 1, 2012

In contrast to the raging success that’s leading to Facebook’s imminent IPO, many companies are still struggling to achieve their goals – RPM is a great way to get there. We recently analyzed Marketo’s customers’ year-over-year gains in creating sales leads and efficiencies through marketing automation.

Enterprise Management 48

Enterprise Management Work Management Marketing Management Marketing Automation Services 48

Adobe Experience Cloud Blog

JANUARY 6, 2014

What it means for marketing automation in 2014: For the first time, marketers could efficiently track the effectiveness and ROI of their marketing campaigns, tying them to sales leads and, more importantly, revenue. Gartner predicted in 2012 that by 2017 , the CMO would spend more with IT than the CIO.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Automation Enterprise Management 48

Adobe Experience Cloud Blog

JANUARY 6, 2014

What it means for marketing automation in 2014: For the first time, marketers could efficiently track the effectiveness and ROI of their marketing campaigns, tying them to sales leads and, more importantly, revenue. Gartner predicted in 2012 that by 2017 , the CMO would spend more with IT than the CIO.

Marketing Automation Services 48

Marketing Automation Services Marketing Automation Automation Enterprise Management 48

LEADership

NOVEMBER 1, 2013

According to the Institute, 38% of B2B companies in 2012 created infographics; this percentage rose to 51% in 2013. Note: The Content Marketing Institute has reported that lead generation is the top reason why 93% of B2B content marketers build effective content marketing.) Case studies – 73%. Videos – 73%.

Trends 40

Trends Planning Content Marketing Case Studies 40