My checklist for optimizing the lead generation process so far has included six steps: the mindset of not pushing ; repairing the rift between sales and marketing ; creating the ideal customer profile (and the un-ideal customer profile as well); agreeing upon a universal lead definition that fits your company’s goals and culture; importance of a well maintained database ; and, in step 6, I outlined a multi-modal approach and discussed its importance in the lead gen process. Today I’d like to discuss the aspects of an effective lead management process. MORE >>

So why are so many lead-generation efforts so one-sided?  mentor once told me that a brand is the sum total of a customer’s experience with a company and that the whole of the brand is greater than the sum of its parts.  I could call your company or you could call me or we schedule an appointment or I could even show up at your location. Once a purchase takes place, even if no “lead” was involved in the purchase, your brand’s attempt to maintain and enhance the dialogue can be very powerful.  Charles Hartness. So what is true dialogue?  If not, let’s talk.  MORE >>

To have a successful marketing automation implementation start with this question and this question alone:  “What does our lead management process look like and how can we automate it?”   If you don’t have a solid lead management process in place than a marketing automation platform (MAP) will only automate a broken process. Instead reviewing your current lead management process, making improvements where they are needed, and finalizing a plan and map for the improved process will have two effects. Lead Management Process Marketing Automation MORE >>

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. As I wrote back in December, 2006, the fact that today's buyers take control of their buying processes using search, social media, and other online tools means that marketers need to move away from a mindset of "generating leads" and towards a model of " managing leads ". lead deduplication ). Automate lead handoffs. Provide sales lead insight. MORE >>

This failure can be fatal to the success of your sales lead management program. Don’t practice optional behavior when it comes to sales lead management.  have seen companies as small as an individual guitar teacher and as large as a billion dollar multinational software company, totally waste the money spent on their inbound leads due to a failure to follow-up promptly.  Not all sales leads are precious but unless you know for sure that a particular lead is unqualified, you need to follow-up promptly.  MORE >>