Introduction to Lead Management
B2B Lead Generation Blog
NOVEMBER 3, 2014
Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. 79% have not established lead scoring.
Is Anyone Leading Lead Management?
JUNE 15, 2016
Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company. Inside Sales.
Lead Management: 4 principles to follow
B2B Lead Generation Blog
SEPTEMBER 30, 2013
Tweet I’m at MarketingSherpa Lead Gen Summit 2013 in San Francisco on day one, live blogging the Lead Management Workshop that features a dive into larger topics including lead capture, lead qualification and lead nurture. The main principles of the Lead Management Workshop were pulled from that book. Key principles of lead management.
Better Processes & Improved Focus with Queue-Based Lead Management Platforms
Sales Prospecting Perspectives
APRIL 16, 2014
AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.” This raises some questions: Are sales and marketing in alignment on what constitutes a qualified or sales-accepted lead?
Five Myths of Lead Management
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. Over the last 12 months, marketing and sales dialogue increasingly has focused on how marketers can better engage with the more empowered B2B buyer and what they need to do in order to leverage the B2B buyer relationship. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. Lead Planning. Lead Routing.
5 Attributes of an Effective Lead Management Process
JANUARY 26, 2015
When we implement it for a company here at Imagine Business Development, we will typically see a 2 to 7 times increase in lead generation in the first year and a 5 to 10 times increase in future years. 2013 study identified generating high quality leads as the number one challenge for B2B marketers. Lead – we consider a lead simply a lead. Lead Management
7 Lead Management Tools That Will Save You Hours
MAY 22, 2016
Leads are great, but there’s a long road between a lead and a sale. Converting prospects into revenue requires marketers everywhere to manage and nurture an on-going relationship with their leads. This usually entails the long hard task of separating legitimate prospects from duds, organizing data, and consistently tracking key leads on a regular basis.
Please Don’t Let Your Sales Reps Nurture Leads
OCTOBER 8, 2015
Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. Unfortunately the budget for the campaign got cancelled, so I emailed the rep, told her the bad news, and that I would continue to keep her company and product in mind for future needs. question: at this point, what kind of lead am I? It’s [Name] from [Company].
Taking Stock of Your Lead Management Process: 5 Key Questions
JANUARY 24, 2013
Key to designing an effective lead nurturing program is taking stock of your current lead management process. Note: it’s critically important that representatives from your sales organization have a seat at the table for this initial discovery process – not just management, but the people “in the trenches” who qualify, respond to, and follow up with sales leads.
Is Marketing Automation Right for Every Company?
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? However, specific factors make certain companies better candidates than others.
5 Power Players You Need On Your Lead Management Team
AUGUST 28, 2015
If you could diagram the complexity of modern marketing and sales operations the intersecting lines of software, social, content, design, email and data would turn into a morass of cross hatching. Sales is no longer cold calling. Think of the sales lead process as a five-step system: Attract : Content and SEO are the magnets here. But there’s good reason for that.
To Manage Sales You Must Manage Sales Leads
OCTOBER 13, 2015
“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. Lead Management Sales Leads
Lead Management: 7 Steps to the Process that Creates Revenue
APRIL 22, 2014
He’s spent over 20 years in the trenches, working hand-in-glove with with enterprise, midmarket, and smaller companies to develop and build buyer research, demand generation, database development, and lead management programs. If sales just doubled their follow-up rate to 22%, you’d meet your numbers.”. Lead management is one of those things.
How Marketing Operations Can Align with Sales (and Why)
MARCH 4, 2016
One of the most common phenomena I encounter in the wonderful world of B2B companies is the creation, and then continual expansion, of a chasm between sales and marketing. Wouldn’t this be great information for a sales rep to have when building out prospecting lists!? Other technologies can show which digital systems a prospect company uses, based on code found on their site.
5 Techniques For Lead Management Success That You Probably Aren’t Using
Modern B2B Marketing
APRIL 12, 2013
by Dayna Rothman Lead management is the ability to capture, respond, and manage incoming leads. When spending so much time and money on creating the perfect campaign, you want to make sure you have numerous best practices in place to manage your leads throughout the entire lifecycle. Work directly with sales to determine when a lead is “sales ready”.
Manufacturers Need Lead Management to Close the RFQ Gap
Industrial Marketing Today
MARCH 16, 2012
Talking to manufacturers and industrial companies on a daily basis has convinced me that when they say they need help with their lead generation, they really want more RFQ (Request For Quote) opportunities. Generating new leads, qualifying and nurturing them until they turn into a RFQ is too much work for them. For a real-life example of this lead generation disconnect, read my post, Manufacturers: Don’t Start a Lead Generation Campaign without Sales. See my article, “Inbound Marketing Must Set the Table for Industrial Sales.”.
3 Steps to Improve Marketing and Sales Alignment
NOVEMBER 10, 2015
Whether you’re more like Ham or Smalls, chances are you’ve had a conversation with sales that included some miscommunication. solid lead management framework is key to shared understanding and accountability. MQL, SAL, SQL, OMY (OK, I made that last one up) are just some of the acronyms you may be using in conversations with sales. Smalls: Some more of what?
Personal review: Aprimo Lead Management
MARCH 10, 2011
Does Aprimo Lead Management Measure Up? At the Aprimo Marketing Summit , I had a chance to take a close look at the Aprimo Lead Management offering. I was able to grill them with questions that trip up many vendors. With my experience in B2B lead generation and marketing automation, I felt confident I could give them challenging questions. found a very strong and graphical offering for lead management. But you sure better sketch it out on a white board BEFORE you try to create it in Aprimo Lead Management.). Quality leads matter.
Why is Inside Sales So Scared of Lead Nurturing?
APRIL 1, 2014
Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Whatever the motivation, any “push back” from Inside Sales to marketing automation and automated lead nurturing/qualification is misplaced.
Why is December a Great Month for B2B Sales Prospecting?
Sales Prospecting Perspectives
DECEMBER 2, 2014
Historically, the typical sales rep thinks that prospecting and December do not mix. And I''m not just saying this from the perspective of AG Salesworks, a B2B lead gen company that prospects year round. If you want to learn the best reporting metrics to use to benchmark your outbound sales team, download the new Outbound Index ™ ). Lead Rate. Wrong. Connect Rate.
More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous
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. Apparently it’s no more complicated than reaching leads almost immediately upon their expressing interest.
Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election
DECEMBER 27, 2011
Jeff Ogden, President of the B2B demand generation company Find New Customers wishes to congratulate all the winners, and to say that we are honored to be included with so many B2B marketing experts. Obermayer, executive director of the Sales Lead Management Association, announced the results of the voting for the Most Influential People in Sales Lead Management in 2011.
BANT Criteria in a Buyer-Centric World? No More
JULY 5, 2016
Everyone in sales and marketing knows what BANT stands for – Budget, Authority, Need and Timeframe. Vendors and sales people are not the gatekeepers of information any longer and multiple analyst reports state that buyers are generally through 50-70% of their buying journey by the time they first interact with sales. Blog BANT Lead managementNot so much.
6 Essential Nurturing Workflows For Every B2B Company
DECEMBER 30, 2015
Essentially these campaigns are a series of emails aimed at keeping you top of mind while building trust and moving your lead further along in the buyer's journey. Get the lead to contact you to inquire more about your services/product or make the purchase online. For companies in the B2B space, there 6 workflows that are essential for them to be using. 1) Subscriber Workflows.
How to Start Your Company’s Discussion About Marketing Automation
It's All About Revenue
JULY 28, 2013
by Amanda Batista | Tweet this Over the weekend you may have received one or more marketing emails that weren’t of interest to you, perhaps even after you opted in to receive communication from that particular company. Maybe you set up your own company’s email campaign and weren’t so thrilled with the click through metrics and reporting your current marketing system garnered?
Jeff Ogden of Find New Customers named one of “50 Most Influential List in Sales Lead Management for 2011?
JANUARY 5, 2012
Jeff Ogden of Find New Customers is named one of 50 Most Influential List in Sales Lead Management for 2011. “ This prestigious award demonstrates that so many respect our deep knowledge of B2B demand generation and lead management and we are honored to be in such prestigious company.” Instead, just prove them wrong with your success.
2011 Lead Management Optimization Study
JULY 21, 2011
B2B Demand Generation | CSO Insights new study on Lead Management is released. – 2011 Lead Management Optimization Study. To give you a small taste, here are some findings: Sales is generating more than half of their own leads Jim Dickie, CSO Insights. Lead conversion rates continue to deteriorate. ouch!). What do you think?
Top 10 Marketing Automation Mistakes
JULY 21, 2016
It’s well documented that, of the companies who invest in marketing automation, many fail to achieve maximum return from that investment, or even utilize marketing automation technology to its full capacity. Easily the most common problem we see with marketing automation deployments is the absence of a plan or strategy for how the company plans to put that technology to use.
Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline
B2B Lead Generation Blog
OCTOBER 12, 2009
Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. In fact, in a recent lead generation poll I conducted through my LinkedIn group, I found that converting leads to pipeline revenue was the biggest challenge for marketers. Sales provided little or no feedback on all the leads.
6 Tips for Symbiotic Sales & Marketing Lead Management
MAY 28, 2012
Planning meetings and informal discussions go a long way toward repairing the rifts between sales and marketing, but both teams need to see the impact of those conversations to really establish trust. To make sure that application goes off without a hitch, let's discuss six tips for managing the lead generation and hand-off process so that both teams can meet their SLA goals.
An Introduction to the New Power of Social Media Lead Management
SEPTEMBER 21, 2012
But as more social networks began to appear, and more people began to adopt them, they became an uncontested space for all types of companies to be present in. As a marketer, your strongest asset is your database of contacts: email and blog subscribers, leads, customers, and evangelists. Converting leads. Such is the power of social media intelligence in the sales process !
Define and Conquer: Tips to Improve Sales and Marketing Alignment
It's All About Revenue
APRIL 29, 2013
by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, Oregon that delivers world-class demand generation strategy, lead nurturing and lead scoring programs, lead management processes, and sales enablement programs. Brad Giles, Sr.
Are You Building a Company or Just Laying “Marketing Brick”?
SEPTEMBER 15, 2015
Are you building a business with your lead generation efforts that drive sales or are you spending the company’s money on tactics that have tepid responses? Are you simply concerned with the lead count versus the qualified lead count? Until then, I didn’t have a mentor so I didn’t know what to look for or how to measure lead gen campaigns.
5 Ways to Expand Lead Nurturing Beyond the Inbox
JUNE 8, 2016
Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign. The post 5 Ways to Expand Lead Nurturing Beyond the Inbox appeared first on The Point.