Only if you care about revenue results, such as a CEO, Board Member, Head of Sales, or Head of Marketing. Let’s share a few takeaways — which I show as false assumptions, but first I’d like to share a bottom-line observation: This is not your Dad’s (or Mom’s) world of sales. Let’s look at these: Assumption : Need more leads. Assumption : Qualify with BANT questions. More than 8 out of 10 said they did not follow the traditional path of establishing a budget, setting criteria and issuing a purchase order. Kaput. MORE >>

recently called on a client and he described his vision of lead generation as “frosting and cherries.” His view is that the current state of lead generation is dead.  Salespeople in the “Internet world” have relied on leads from marketing which are neither good nor productive.  In his opinion, salespeople need to do a 180 and get back to the basics of generating their own leads.  Any leads from marketing would just be a bonus (and hence the frosting and cherries analogy). The Demise of Lead Generation. Steps to Improved Lead Generation. MORE >>

I wrote last week about the difficulty of linking marketing leads to sales results. One reason the topic was on my mind is I’m also thinking a lot these days about lead scoring. The practical use of lead scoring is to decide which leads to pass from marketing automation to sales, or, even more pragmatically, to predict which leads will be accepted by sales.* But the ultimate goal is to identify the leads most likely to generate revenue. Still, it's sometimes convenient to use score ranges as stage definitions. MORE >>

What is the difference between recycled and reconstituted lead nurturing?  . Recycled Lead Nurturing is for prospects that have been actively or passively disqualified by sales.  A prospect may not have fit the “BANT” (Budget, Authority, Need,Timeline) criteria at the time it was originally passed over to sales and therefore, deemed a “No Fit” or immediately disqualified.  Building a lead nurturing process for these prospects helps ensure that no opportunity is left lying on the ground.  What are some examples of non-corporate or non-branded content?  . MORE >>

As part of a ‘mini-series’ of virtual events happening at the beginning of every month, MarketingProfs has collected a number of speakers including Sara Erzin from CheetahMail, Greg Cangialosi of BlueSky Factory and Scott Voigt of Silverpop to discuss topics ranging from email segmentation to social media and lead nurturing. Marketing Sherpa and Q Interactive found that 56% of recipients considered email from a known sender that was “just not interesting to me&# to be spam. Those who click yet have not purchased. Purchases of a specific product/category/service. MORE >>