markempa

DECEMBER 18, 2009

Today I’d like to discuss the aspects of an effective lead management process. I’m not sure why many organizations think it’s acceptable to only get a return on about 20% of their leads when an optimized lead management process can tremendously help to convert more of those hard earned leads in the sales pipeline.

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Lead Management Lead Generation Ideal Customer Profiles Sales Qualified Leads 120

PureB2B

MAY 22, 2016

Leads are great, but there’s a long road between a lead and a sale. Converting prospects into revenue requires marketers everywhere to manage and nurture an on-going relationship with their leads. When it gets right down to it, manual lead management can be a huge, boring, and largely inefficient task.

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Lead Management Work Management Marketing Management Tools 59

Optinmonster

DECEMBER 14, 2021

Are you looking for the best lead generation tools to grow your business? Lead generation is more than just getting people to visit your site. And just like any tough job, lead generation requires the right tools–even for professional marketers. What Is a Lead Generation Software/Tool? Why is this important?

Marketing Automation Services 125

Marketing Automation Services Budget Programs Enterprise Management Work Management 125

The Point

MARCH 22, 2019

Lead scoring – as a fundamental part of a company’s lead management strategy – has officially fallen out of fashion. Two reasons I can think of: One is that lead scoring is routinely set up as part of an initial implementation of a marketing automation platform. So, is lead scoring a dying art?

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Lead Ranking Lead Scoring Sales Qualified Leads Account Based Marketing 113

PureB2B

FEBRUARY 27, 2017

You then meet two types of sales leads: the qualified and the non-qualified. The next step is pretty simple when it comes to marketing qualified leads , you either nurture them or try to close them. But, what about unqualified leads? Signs a Lead Isn’t Worth Pursuing. How Many Leads Should You Be Dismissing?

Sales Leads 48

Sales Leads Sales Qualified Leads Marketing Qualified Leads Lead Ranking 48

SalesGrape

OCTOBER 6, 2023

In the competitive world of medical device sales, lead generation is a crucial aspect of success. With advancements in technology, medical device telemarketing has become an effective strategy to reach potential customers and generate leads. A high contact rate indicates efficient targeting or accurate contact information.

Telemarketing 52

Telemarketing Lead Generation Sales Qualified Leads Generation 52

Adobe Experience Cloud Blog

JANUARY 27, 2011

by Katie Byrnes Marketo CEO, Phil Fernandez, had the chance to interview the CEO of the Sales Lead Management Association, James Obermayer at Dreamforce 2010. At SLMA, Jim Obermayer focuses on proving the return on investment of marketing activities and managing sales leads, and the value of managing those sales leads.

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Lead Management Sales Leads Lead Scoring Lead Ranking 48

markempa

APRIL 13, 2015

Tweet The management of sales leads is critical to generating marketing ROI. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. I was recently asked by someone how to utilize lead distribution to gain the best results.

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Distribution Sales Qualified Leads Lead Scoring Lead Ranking 120

SalesIntel

SEPTEMBER 14, 2023

Any business’s continued success hinges on its sales pipeline’s growth. Without a constant source of high-quality leads and accounts, revenue will dry up. Having a wealth of data empowers sales teams to optimize their conversion efforts by targeting, finding, and engaging with their ideal prospects.

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ViewPoint

FEBRUARY 23, 2018

What is a lead? While all of these scenarios have potential, none could be called a lead. Just try to pass them on to your field sales team and you’ll see. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Leads aren’t leads unless: They’re qualified.

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Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JUNE 7, 2016

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.

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Sales Qualified Leads Lead Ranking Marketing Qualified Leads PointClear 120

Markempa

FEBRUARY 13, 2023

Salespeople often lack the support of a dedicated marketing team that does lead generation programs for them. So they do their own sales prospecting. Here’s what I mean: Sales work to succeed despite it all. In fact, they must generate their own sales leads and meet their revenue and targets with little marketing support.

Lead Generation 52

Lead Generation Ideal Customer Profiles Sales Qualified Leads Sales Management 52

Adobe Experience Cloud Blog

MAY 17, 2011

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. If your team excels in quantity but lacks in quality, try these three methods to improve the quality of your leads.

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Sales Leads Lead Ranking Lead Scoring Top of Funnel 48

ViewPoint

JULY 7, 2015

Marketing Automation makes it easier than ever to deliver more poor-quality leads to sales. A key to this trend is lead scoring. According to SiriusDecisions’ Research Brief 1 , the problem with lead scoring at many organizations is as follows: Lead scoring models are based on assumptions or inadequate sales input.

Lead Ranking 120

Lead Ranking Lead Scoring Ideal Customer Profiles Sales Qualified Leads 120

Adobe Experience Cloud Blog

FEBRUARY 13, 2017

Author: David Svigel Buyer behavior has changed; contact with your prospects occurs later in the sales cycle, and your leads come armed with more information than ever before about your products and services. They’re potential sales leads, but may need a little nudge. What does this mean for marketing?

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Top of Funnel Lead Scoring Lead Ranking Budget Programs 132

ViewPoint

OCTOBER 9, 2013

An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire.

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Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

markempa

DECEMBER 12, 2016

I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. Dave Green interviewed Trish Bertuzzi ( @bridgegroupinc ), author of the popular book, The Sales Development Playbook. Tips On How to Use LinkedIn for Better Lead Generation.

Account Based Marketing 84

Account Based Marketing Marketing Qualified Leads Lead Scoring Lead Ranking 84

markempa

JANUARY 12, 2015

Tweet It’s a new year, and you’re likely kicking off marketing and lead generation programs to drive more new leads for 2015. Most new leads go nowhere. It’s not about more leads; it’s about doing better with the ones you already have. Create a marketing funnel, not just a sales funnel. Here’s how.

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Sales Qualified Leads Tips Features Generation 120

Outbrain

JANUARY 13, 2020

Tailor specific content, comms and offers according to the current status of the leads. Don’t be discouraged by rejected leads. Don’t let hot leads cool down! For B2C and B2B organizations, a working lead generation process is a must, and when done right, it can become the main driver of new business.

Lead Ranking 56

Lead Ranking Marketing Qualified Leads Lead Generation Sales Qualified Leads 56

markempa

MAY 9, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! and get three different answers.

Lead Generation 120

Lead Generation Ideal Customer Profiles Activities Marketing Qualified Leads 120

Adobe Experience Cloud Blog

MARCH 3, 2009

I think one mistake many marketers make is to think of their lead management requirements too narrowly — and to be honest, quite a few demand generation vendors make this mistake as well. Lead scoring to know when to pass leads to the sales team – and when to keep them in marketing for further nurturing.

Lead Ranking 48

Lead Ranking Lead Scoring Lead Nurturing Marketing Management 48

ViewPoint

MARCH 14, 2011

Many thanks to Stone Payton and Todd Schnick, hosts extraordinaire of High Velocity Radio, for the interview on my new book, The Truth About Leads. The B2B lead generation and sales lead management strategies we discussed included… Shifting from a full BANT approach to focus on two areas: authority and discovering need.

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Lead Generation Generation Leads Lead 120

Adobe Experience Cloud Blog

NOVEMBER 29, 2009

Last Wednesday I attended the Dreamforce session Using Lead Nurturing and Scoring to Deliver More and Higher-Quality Sales Leads. In this session, they discussed how to use lead scoring to identify and prioritize sales-ready leads. Collaborate with sales to define sales-ready leads.

Lead Ranking 48

Lead Ranking Lead Scoring Lead Nurturing Sales Leads 48

ViewPoint

SEPTEMBER 22, 2015

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. As with other technologies, automating a bad process just leads to more bad results. Absolutely right, Ardath!

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Account Based Marketing Lead Generation ABM Lead Scoring 120

Biznology

MAY 24, 2018

This subject came up for me as I was interviewed by Jim Obermayer of the Sales Lead Management Association recently on Five Lessons in Business and Life. Join professional associations, and become active on committees and advisory groups. These are tips that I wish someone had shared with me years ago. That’s too formal.

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Tips Landing Pages Case Study Case Studies 190

PureB2B

MARCH 6, 2018

When it comes to generating B2B leads on social media, LinkedIn is way ahead of the competition. LinkedIn offers a number of marketing tools that you can use to drive more people to your website and generate sales leads for your team. Use Your Company Page as a Lead Generation Page. Mission accomplished. Form Groups.

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Linkedin Lead Ranking Lead Scoring Leads 48

Marketing Insider Group

MAY 12, 2010

Online lead generation is one of the best ways to identify customers early in the journey and produce a solid and predictable return on investment. Marketing needs to be the engine to identify qualified leads for sales. This is a foundational activity. Think sales, leads, pipeline. Why is this important?

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Lead Generation Sales Management Lead Ranking ROI 100

The Point

JULY 23, 2012

In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. One result of that pressure can be a demand for tactical, sales-driven campaigns designed specifically to seek out hot leads, campaigns that lead with so-called “late stage” offers like demos, free trials, or even price discounts.

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Demand Generation Agencies Sales Qualified Leads Leads Lead 100

The Point

AUGUST 8, 2011

A recent industry study on Lead Management Optimization, conducted by CSO Insights and conducted in partnership with SMEI and Marketo , sheds insight on the relative budget marketing organizations are investing in areas such as lead nurturing, social media, and lead generation.

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Lead Generation Social Media Allocation Marketing Qualified Leads 100

EMagine B2B Blog

JULY 31, 2009

So much attention is devoted to online lead-generating mechanisms (SEO, PPC, etc.) that much less is given to the less glamorous activities involved in properly handling those leads, once acquired. And in these recessionary times, leads are just much too precious to waste by mishandling them.

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Lead Management Leads Lead Marketing Qualified Leads 40

GreenRope

APRIL 7, 2015

Beginner Basics: Lead Scoring. What is Lead Scoring? Lead scoring is a measurable way to keep track of your sales prospects and their interest in your product or service. Using a point system, you can assign values to prospect activities and behaviors, which gives you a more complete view of all your leads.

Lead Scoring 40

Lead Scoring Lead Ranking Sales Qualified Leads Leads 40

GreenRope

APRIL 7, 2015

Beginner Basics: Lead Scoring. What is Lead Scoring? Lead scoring is a measurable way to keep track of your sales prospects and their interest in your product or service. Using a point system, you can assign values to prospect activities and behaviors, which gives you a more complete view of all your leads.

Lead Scoring 40

Lead Scoring Lead Ranking Sales Qualified Leads Leads 40

GreenRope

APRIL 7, 2015

Beginner Basics: Lead Scoring. What is Lead Scoring? Lead scoring is a measurable way to keep track of your sales prospects and their interest in your product or service. Using a point system, you can assign values to prospect activities and behaviors, which gives you a more complete view of all your leads.

Lead Scoring 40

Lead Scoring Lead Ranking Sales Qualified Leads Leads 40

GreenRope

APRIL 7, 2015

Beginner Basics: Lead Scoring. What is Lead Scoring? Lead scoring is a measurable way to keep track of your sales prospects and their interest in your product or service. Using a point system, you can assign values to prospect activities and behaviors, which gives you a more complete view of all your leads.

Lead Scoring 40

Lead Scoring Lead Ranking Sales Qualified Leads Leads 40

GreenRope

APRIL 7, 2015

Beginner Basics: Lead Scoring. What is Lead Scoring? Lead scoring is a measurable way to keep track of your sales prospects and their interest in your product or service. Using a point system, you can assign values to prospect activities and behaviors, which gives you a more complete view of all your leads.

Lead Scoring 40

Lead Scoring Lead Ranking Sales Qualified Leads Leads 40

GreenRope

APRIL 7, 2015

Beginner Basics: Lead Scoring. What is Lead Scoring? Lead scoring is a measurable way to keep track of your sales prospects and their interest in your product or service. Using a point system, you can assign values to prospect activities and behaviors, which gives you a more complete view of all your leads.

Lead Scoring 40

Lead Scoring Lead Ranking Sales Qualified Leads Leads 40

GreenRope

APRIL 7, 2015

Beginner Basics: Lead Scoring. What is Lead Scoring? Lead scoring is a measurable way to keep track of your sales prospects and their interest in your product or service. Using a point system, you can assign values to prospect activities and behaviors, which gives you a more complete view of all your leads.

Lead Scoring 40

Lead Scoring Lead Ranking Sales Qualified Leads Leads 40