Valasys

MAY 16, 2023

Introduction The importance of having an effective CRM system in today’s digital age cannot be overstated, as it can make all the difference in how you manage your sales leads and ultimately close deals. And let me tell you, the right CRM system can be a game-changer for your sales game. What is a CRM?

Sales Leads 52

Sales Leads CRM Enterprise Management Work Management 52

ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. In the last blog we talked about lead rates. Cost per Company.

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

Hubspot

APRIL 28, 2023

Sales lead tracking can answer the million-dollar question: "How do I know if my team is maximizing their opportunity to close every lead?" Or, "how do I ensure my team reaches out to all their assigned leads?” That’s because some lead statuses are best marked by humans and should not be automatically marked.

Sales Qualified Leads 68

Sales Qualified Leads Sales Leads Hubspot Lead Scoring 68

ViewPoint

DECEMBER 7, 2017

It’s truly strange when companies enter the stealth mode. Hi, we’re very interested in talking with you; please press 1 for sales and 2 for customer service.” His name is Tim Kelly, the Vice President of Sales for your company, your boss; the guy you all report to.”. And what is your company?”. What a surprise!

Paid Search Agency 168

Paid Search Agency Companies Lock-In Press 168

Smashmouth Marketing

NOVEMBER 2, 2010

The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. So choose wisely.

Leads360 100

Leads360 Lead Management Work Management Marketing Management 100

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

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

ANNUITAS

APRIL 26, 2011

Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. So what are these myths?

Lead Management 100

Lead Management Work Management Marketing Management Lead Scoring 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

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

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. But to be fair to Steve, he is paid to sell—not to interpret leads. The overall result is often wasted marketing dollars and wasted sales time.

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

NOVEMBER 10, 2011

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. ” How did Andy know so much about sales, marketing and sales leads?

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 120

ViewPoint

SEPTEMBER 18, 2012

This is the fourth (and last) in a series of four blogs about sales leads, marketing and sales metrics, and proverbs. Why it is important to nurture qualified companies that do not represent immediate opportunity—a step missed by many if not most companies leading to wasted marketing spend.

Sales Leads 120

Sales Leads Sales Qualified Leads Leads Lead 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

The Point

AUGUST 22, 2014

Analyst David Raab reports that for companies under $5 Million in revenue, marketing automation penetration is a miserly 5 percent. Even at mid-size companies ($20 Million – $500 Million), the figure is only 10 percent. Which begs the question: is marketing automation right for every company?

Marketing Automation Services 100

Marketing Automation Services Paid Search Agency Marketing Automation Advertising Agencies 100

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. Probably not.

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 Leads 120

The Point

FEBRUARY 24, 2011

I only recently came across the results of research published late last year by Leads360 , a leading provider of hosted (SaaS) solutions for managing sales leads. Call me a data point of one, but the company that makes those phone calls to my desk is someone with whom I’d never want to do business.

Leads360 100

Leads360 Sales Leads Telemarketing Leads 100

ViewPoint

JANUARY 22, 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. Alice is the marketing manager of a medical device company. Cindy is the sales manager. The company was more profitable.

Lead Scoring 120

Lead Scoring Lead Ranking Sales Leads Leads 120

Adobe Experience Cloud Blog

FEBRUARY 26, 2009

If you’re grappling with how to make the right choice, or just looking to make a business case for marketing automation at your company, here’s a new resource from the smart analysts at IDC’s CMO Advisory Practice : a new workbook titled “ Optimizing Marketing and Sales Lead Management with Marketing Automation.”.

Marketing Management 48

Marketing Management Marketing Automation Services Lead Management Marketing Automation 48

ViewPoint

NOVEMBER 8, 2017

However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. Failure to execute and coordinate all of the moving parts leads to poor results.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

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

ViewPoint

DECEMBER 15, 2017

Our own Kimmy Netterville made the Sales Lead Management Association’s “Most Inspiring” list of 40 outstanding individuals in our industry, announced today. Kimmy was recognized in the category People in Lead Generation Companies for her many contributions in the last decade-plus helping PointClear clients as Program Director.

PointClear 0

PointClear Lead Scoring Lead Ranking Sales Qualified Leads 0

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

Heinz Marketing

NOVEMBER 4, 2020

Our own Josh Baez , Client Engagement Manager, recently joined Jim Obermayer, outgoing president of The Funnel Media Group for a great conversation on SLMA Radio entitled: Is Sales Engagement the Most Important Platform in your Marketing Stack? Lack of sales lead follow-up is a plague on B2B Companies.

Top of Funnel 123

Top of Funnel Marketing Automation Services Planning Sales Qualified Leads 123

ANNUITAS

APRIL 10, 2014

The scenarios goes like this: Company A buys marketing automation and decides in order to get the most value from their investment they need to set-up their lead scoring model, some lead nurture campaigns and develop buyer personas. Workshops will do it. This is a red flag. However, this is not the role of marketing.

Paid Search Agency 100

Paid Search Agency Enterprise Management Marketing Management Automation 100

Webbiquity

APRIL 18, 2024

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. This makes your company the top-of-mind brand for these leads.

Marketing Automation Services 159

Marketing Automation Services Ideal Customer Profiles Efficiency Marketing Automation 159

ViewPoint

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. What a waste.

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

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

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

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.

Lead Generation 172

Lead Generation Statistics Sales Qualified Leads Allocation 172

ViewPoint

JULY 26, 2016

Most companies admit to generating only a 10-25% follow-up of their sales inquiries. This means that 75% of the marketing dollars spent on lead generation are wasted. Sales Lead Management Association. But what if we have a world where: Sales follows up 100% of the inquiries (all inquiries, not just leads).

Budget Management 120

Budget Management Spending Marketing Management Budget Programs 120

Adobe Experience Cloud Blog

JULY 29, 2011

by Carol Fox CSO Insights just released the results of its annual Lead Management Optimization (LMO) Study. The results were encouraging in that marketing seems to be shifting more and more toward alignment with sales objectives. The chart below shows how funds were allocated for 2011 among companies surveyed.

Lead Management 48

Lead Management Allocation Lead Scoring Lead Ranking 48