Industrial Marketing Today

DECEMBER 7, 2011

Those are some of the findings from a MarketingSherpa survey of more than 1,700 B2B organizations that were classified as Large, Medium and Small. Not surprisingly, they tend to spend less on trade shows. See chart for details. What about smaller manufacturing companies?

B2B Marketing 60

B2B Marketing Trade Show Allocation B2B 60

Industrial Marketing Today

JUNE 22, 2011

However, I do have a problem with classifying these new subscribers as leads. Developing an effective scoring system requires marketing to work closely with sales. I’ve also read articles by other industrial marketers where they recommend using free content to generate new leads. They are prospects by my definition.

Sales Qualified Leads 60

Sales Qualified Leads Lead Scoring Lead Ranking Top of Funnel 60

Industrial Marketing Today

OCTOBER 7, 2010

In developing a lead scoring system, marketing has to make certain assumptions to classify prospects as hot or not. Lead scoring, a key component of lead nurturing and management, is an effective tool for aligning sales and marketing. Webinar: What Online Dating & Lead Prioritization have in Common.

Lead Ranking 60

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Qualified Leads 60