ViewPoint

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

Valasys

FEBRUARY 27, 2019

Out of the leads that get generated, 79% of it won’t convert to sales! The cause of this huge discrepancy is not that they have no interest in making a purchase from your company but it is due to the negligent amount of nurturing that took place. Keys To Lead Management. Defining A Qualified Lead.

Lead Ranking 49

Lead Ranking Sales Leads Top of Funnel Work Management 49

ViewPoint

JUNE 18, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. A failure of lead generation and marketing.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Scoring Lead Ranking 120

The Point

JANUARY 24, 2013

Key to designing an effective lead nurturing program is taking stock of your current lead management process. Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing.

Lead Management 100

Lead Management Process Work Management Sales Qualified Leads 100

PureB2B

MAY 22, 2016

When it gets right down to it, manual lead management can be a huge, boring, and largely inefficient task. Fortunately, there are all sorts of tools that can help your company get the job done faster. Setting your sales team up for success right in the inbox is a great way to get a handle on lead management.

Lead Management 72

Lead Management Work Management Marketing Management Tools 72

ViewPoint

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. In his rookie year, he wasted enormous amounts of time following up on so-called “A+" sales leads from marketing. Next-year decision?

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

PureB2B

MAY 22, 2016

This usually entails the long hard task of separating legitimate prospects from duds, organizing data, and consistently tracking key leads. Manual lead management can be a huge, boring, and largely inefficient task. Fortunately, there are all sorts of tools that can help your company get the job done faster.

Lead Management 62

Lead Management Work Management Marketing Management Sales Genius 62

PureB2B

MAY 22, 2016

When it gets right down to it, manual lead management can be a huge, boring, and largely inefficient task. Fortunately, there are all sorts of tools that can help your company get the job done faster. Setting your sales team up for success right in the inbox is a great way to get a handle on lead management.

Lead Management 59

Lead Management Work Management Marketing Management Tools 59

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.

Lead Management 120

Lead Management Lead Generation Ideal Customer Profiles Sales Qualified Leads 120

The Point

JANUARY 14, 2014

In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on.

Lead Ranking 100

Lead Ranking Marketing Automation Services Marketing Qualified Leads Sales Leads 100

ViewPoint

JANUARY 19, 2012

When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. The starting point in lead management is usually an inquiry consisting of a name, title, a company, a phone number or email address. The lead farmer is patient, but persistent.

Sales Leads 120

Sales Leads Sales Qualified Leads B2B Sales Marketing Qualified Leads 120

Webbiquity

APRIL 18, 2024

You get deep insights that inform smarter business decisions. Efficient lead management: Leads are scored and segmented automatically, ensuring timely follow-ups and higher conversion rates. This is one of the best ways to deliver value and build trust over time with your leads.

Marketing Automation Services 163

Marketing Automation Services Ideal Customer Profiles Efficiency Marketing Automation 163

Zoominfo

FEBRUARY 1, 2018

Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct.

Lead Generation 243

Lead Generation Statistics Sales Qualified Leads Lead Scoring 243

markempa

SEPTEMBER 18, 2007

Companies that adopt effective lead management processes generate more revenue from their lead generation investment and have overall higher close rates on marketing generated leads than those that do not. But I've encountered very few companies that really do lead management.

Lead Management 120

Lead Management Work Management Marketing Management Lead Scoring 120

Adobe Experience Cloud Blog

JUNE 15, 2009

How can better sales and marketing alignment improve sales performance metrics? On one hand I think the answer to this is self-evident: if better marketing means more and/or better sales leads , then sales can focus more on selling than on lead generation, which should translate into higher close rates and more sales.

Thought Leadership 48

Thought Leadership Sales Leads Lead Scoring Lead Ranking 48

Zoominfo

JULY 24, 2019

Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. Keep reading.

Lead Generation 172

Lead Generation Statistics Sales Qualified Leads Allocation 172

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.

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

ViewPoint

JULY 12, 2017

We learned from Andy Paul that when prospects ask for information or a quote on the phone, they no longer expect to wait a week until the rep gets around to it. You may like: How to Tell if Your Sales Pipeline is Failing You. Buy the book Zero-Time Selling ; live by its recommendations. Andy Paul – Zero Time Selling.

Top of Funnel 149

Top of Funnel Forecasting Pricing Price 149

Martech

JANUARY 4, 2023

You’ve also got to know their company’s processes, organization and purchasing cycles. Then you have to communicate with them in the best possible way, at the right time and with the information they’re looking for. He’s also an established speaker and co-host of the very popular “Sales Pipeline Radio” podcast.

Marketing Analytics Tools 122

Marketing Analytics Tools B2B Marketing Enterprise Management B2B 122

Adobe Experience Cloud Blog

MAY 13, 2010

Of course, one big mistake – or even a series of little ones – can be the end of a potential sale. Ensure you avoid these 10 worst things you can do with a qualified sales lead in your lead nurturing efforts: 1. Constant phone calling is a sure-fire way to get a qualified leads running for the hills.

Sales Qualified Leads 48

Sales Qualified Leads High Quality Lead Sales Leads Lead Scoring 48

Valasys

MAY 13, 2024

Automation is a cool thing to harness for these businesses when they create WhatsApp chatbot and develop email marketing campaigns to streamline their sales workflows. They can now improve collaboration between teams and accelerate the sales cycle. Zoho guides businesses through the sales funnel.

B2B Sales 40

B2B Sales Top of Funnel Automation Enterprise Management 40

Only B2B

NOVEMBER 29, 2019

The main goal of any business is to generate both high quantity as well as high quality leads. You might have the best product out there in the market but without an effective sales lead generation best practices you are sure to run out of the business real soon. Must Read: 7 Lead Management Strategy Best Practices.

Lead Generation 118

Lead Generation Practices Examples Generation 118

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.

Sales Leads 48

Sales Leads Lead Scoring Lead Ranking Top of Funnel 48

ViewPoint

FEBRUARY 13, 2018

Jim Obermayer is the founder of the Sales Lead Management Association , and host of the Funnel Radio Channel. Jim recently interviewed PointClear’s Dan McDade about the five most important things he’s learned in business and life—in one of an ongoing series of radio programs featuring sales and marketing industry leaders.

PointClear 149

PointClear Ethics Budget Programs Business 149

markempa

JULY 10, 2006

« BeTuitive Publishing Book Review | Main | How Podcasts Impact B2B Purchase Decisions » Sales Leads Are Too Valuable For Sales People Alone David Meerman Scotts blog post, " Sales Leads Are too Valuable for Sales People ," is worth a read. Every salesperson loves leads.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

Optinmonster

DECEMBER 14, 2021

That way, you can choose which tools are suitable for your own company, and you’ll soon be generating more leads and making more sales. And at the end of the post, we’ll also share the top 5 qualities you should be looking for in any lead generation software you choose. What Is a Lead Generation Software/Tool?

Marketing Automation Services 125

Marketing Automation Services Budget Programs Enterprise Management Work Management 125

markempa

JUNE 14, 2006

« New Book: Lead Generation for the Complex Sale is officially released | Main | PR Has New Rules for Reaching Buyers Directly » Why Most B2B Sites Fail to Convert Sales Leads Most people coming to your website arent coming to your website to buy. They are coming to your site for information.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

Adobe Experience Cloud Blog

APRIL 8, 2019

But with the way modern customers conduct online research prior to purchasing, the human interaction aspect of qualifying leads has all but disappeared. You can capture a lot of demographic and firmographic information through a registration page form. Buying stage/timing: Knowing when your lead intends to buy is extremely important.

Sales Qualified Leads 134

Sales Qualified Leads Budget Programs Lead Scoring Lead Ranking 134

Oktopost

APRIL 21, 2020

In fact, in today’s digital landscape, people are consuming more information online than ever before due to the current Pandemic. Watch the live broadcast: In today’s times, the value of information being distributed by B2B marketers is proving to be powerful in keeping audiences connected to the brand. Double Down on Inbound.

B2B Marketing 112

B2B Marketing B2B Work Management Content 112

markempa

JANUARY 19, 2006

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License. Determine which visitors become leads.

Lead Generation 120

Lead Generation B2B Sales Sales Leads 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

MAY 12, 2015

But what if I tell you,” I said, “that good companies win 3, and great companies win 4-6 out of every 10 proposals. To start, Bob had to project the number of sales and dollars that would result from the leads he gets. Improving presentation skills (not the same as sales training). How would you feel?”.

Marketing Proposals 120

Marketing Proposals Paid Search Agency Sales Qualified Leads Blogger 120

Hubspot

MAY 20, 2022

As I mentioned, the training is the sum of five courses — developed by HubSpot experts and covering the bases required to thrive in any sales role — each of which comes with its own certificate upon completion. The courses in the progression include: Sales Enablement. Inbound Sales. Lead Management with HubSpot.

Hubspot 83

Hubspot Training Work Management Buyer's Journey 83

Customer Experience Matrix

JANUARY 20, 2009

Back in December, the Sales Lead Management Association and LEADTRACK published a survey on lead management practices that I haven’t previously had time to write about. The two clearest answers came from questions about the information salespeople want and why they don’t follow up on inquiries.

Work Management 120

Work Management Marketing Management Demand Generation Agencies Lead Scoring 120

SalesIntel

SEPTEMBER 14, 2023

A well-curated B2B database equips sales professionals with the most pertinent information about decision-makers, enabling them to initiate purposeful dialogues and, ultimately, secure successful deals. Company Size: Specify the size of companies that are ideal for your offering.

Ideal Customer Profiles 52

Ideal Customer Profiles Lead Ranking Lead Scoring Business 52

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.

Distribution 120

Distribution Sales Qualified Leads Lead Ranking Lead Scoring 120

Webbiquity

JUNE 28, 2012

We used to analyze website effectiveness by how well it conveyed who you are as a company and how quickly and easily it informed visitors of the value you deliver to them. Online tracking of web visitors has taken on added importance for sales and marketing.

Marketing Management 100

Marketing Management Marketing Websites Lead Scoring Lead Ranking 100