ViewPoint

FEBRUARY 7, 2012

In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. 22% of more than 20,000 raw leads converted to qualified leads. million in new business was added to the pipeline.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

MAY 20, 2016

Measuring marketing’s contribution to revenue. In a recent blog post SiriusDecisions notes that organizations struggle to measure marketing’s contribution to, and influence on, sales pipeline. Here is how Mark Nadolny, Manager of Benchmarking Analytics at SiriusDecisions breaks it down: “Tier 1: Direct Enterprise Accounts.

Enterprise Management 159

Enterprise Management SMB Sales Qualified Leads Allocation 159

ViewPoint

OCTOBER 6, 2015

I consider SiriusDecisions to be the gold standard when it comes to best practices in B2B marketing and sales processes. ABM is only a black box if by ABM you mean deploying technology and analytics without knowing why or how they’re being used to reach goals. That’s just part of being a smart marketer today.

Account Based Marketing 120

Account Based Marketing Lead Generation Lead Ranking Lead Scoring 120

ViewPoint

FEBRUARY 23, 2018

Because the chances are pretty low—probably 3% to 4% at best—that any of these names are bonafide opportunities if you are a B2B company with a complex sales process. Scott Brinker , author of Hacking Marketing, a great book about agile practices in marketing, sheds more light. They won’t get followed up.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

NOVEMBER 20, 2012

SMA promotes professional development, peer networking, best-practice research and thought leadership among professionals who manage, coach and support sales organizations. 2013 Changes: Social Media, Mobile, Analytics & Productivity. More pervasive role for analytics, data and information. and another 10% in Canada.

Process 120

Process Allocation Marketing Management Peer-to-peer 120