B2B Bandwidth Demand Generation Lead Management 
The Point
JANUARY 17, 2019
Some years ago, our firm conducted a lead management audit for a technology client who was struggling to convert raw, inbound inquiries into sales qualified leads. During the audit, it became quickly apparent that one of the major issues was at the very front end of the lead qualification process.
The Point
SEPTEMBER 30, 2013
A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. Do I need it in order to do lead nurturing?”. Ensuring that inbound sales leads are all followed up with promptly and personally, independent of sales bandwidth.
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The Point
OCTOBER 26, 2010
It works in tandem with inside sales by eliminating the chance that new leads will go without follow-up due to issues of bandwidth or lack of profile data (i.e. which leads merit sales investment and which don’t.)
The Point
MARCH 13, 2013
An effective lead follow-up strategy , therefore, is essential to ensuring that you’re getting the most from your investment in demand generation.
The Point
FEBRUARY 13, 2013
ESP users are primarily limited to manual, one-off batch programs, whereas with marketing automation, you can target prospects much more precisely, create branching campaigns that send different messages depending on someone’s response or behavior, and time your campaigns on a one-to-one basis; the possibilities are endless. .
The Point
MARCH 12, 2012
Or you can make the smart investment, and integrate marketing automation seamlessly into your inside sales operation by incorporating automated, personalized, relevant email follow-up within 5 minutes of any new lead entering the funnel. It’s enough to make a demand generation marketer weep. That’s almost 4 whole days.
ViewPoint
APRIL 18, 2012
While still in the early days of companies adopting it and developing best practices, Aberdeen is seeing social media marketing moving from being around awareness and thought leadership to really being around demand generation and lead management and so forth. ” The Role of Social Media.
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