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Is Anyone Leading Lead Management?

ViewPoint

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. Telemarketing Sales.

Getting Started with Video for Lead Generation

Modern B2B Marketing

Author: Margot Mazur Lead generation is a huge part of a well rounded B2B marketing strategy. Done right, it can be an important and valuable lead generation tool, building trust with your audience and expanding your marketing strategy. . Here are four steps to set up your videos for lead generation : 1. Prepare Lead generation and events (virtual or physical) go hand in hand.

What’s This About Sales First? How Sales & Marketing Can Align To Better the Customer Experience

Sales Intelligence View

And without specific headcount to maintain a consistent customer experience, sales and marketing departments are expected to bridge the gap. Big surprise — if sales and marketing groups are not taking steps toward alignment, customer experience suffers. […]. Conferences Customer Success Marketing Sales Strategy Sales-Marketing Alignment lead management Marketing Automation Marketing Campaigns Sales And Marketing sales quotes

Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

B2B Lead Generation Blog

He went on to explain how to get a better return on your trade-show investment through lead scoring. Now I’m going to share nine tactics that will drive those lead scores – and your ROI – even higher: Do thorough research. Find out which attendees fit your Universal Lead Definition. Best of all, the conference will be more fun and you’ll learn a lot more.

Fast Lead Response Keeps B2B Leads from Going Stale

Great B2B Marketing

Last month, I spoke about lead metrics and ROI at the B2B Leads Conference in New York. Several smart speakers brought up the issue of why the time to respond to inbound leads is a key success metric. Most had case studies or industry data to support their claim that lead response time is a key B2B leads metric. B2B Leads Lead Response Sales Development

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Think Your Inside Sales Team Has it Covered? Think Again.

The Point

I’ve made the case previously in this space how one of the easiest way to gain a quick return from any investment in marketing automation is to apply the technology towards more efficient and systematic follow-up to inbound leads. And yet, I’m finding in the course of our firm’s work that many companies don’t consider lead follow-up a priority. Big mistake. What’s the solution?

Sales and Marketing: Alignment vs. Integration

Marketing Action

Part 1: The Challenges to Marketing and Sales Teams. Rachel Rosin of Act-On Software recently moderated a webinar conversation between Bill Golder, principal and CEO of Slingshot Growth Partners, and Jay Hidalgo, renowned sales, marketing and business coach. RACHEL: The concept of marketing and sales alignment has always been a hot topic. The sales team. BILL: I love it.

What’s the killer app in B2B marketing? Face-to-face events

Biznology

But, year after year, events like conferences and trade shows consistently show up at the top of the list.  Events are also at the top of the heap based on lead generation effectiveness. These are not sales conversations. If you don’t have a solid lead management process in your company, don’t spend a penny on events. It’s not digital, except tangentially. Bingo.

How to Nurture Sales Leads

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. Lead nurturing is the process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy.

Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Unfortunately, there’s no “Wonder Herb&# in B2B lead generation and marketing either. What does your software purchase do toward fixing your company’s problems with generating quality sales leads? Remember, we need fewer and better leads for sales.).

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How to Spark a Romance Between Sales and Marketing

It's All About Revenue

The same heartbreak often occurs among sales and marketing teams. This Valentine’s Day we have a few tips and tricks to help your sales and marketing departments to fall in love.  It should be so easy.  We just have to make them see the light on a few very common points…. For sales and marketing this often means agreeing exactly on what qualifies as a “lead.”. Lead scoring can help bring them together on lead follow up. Sending over hot leads to sales and seeing success on those marketing-generated leads makes everyone happy.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

ViewPoint

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. His lead nurturing program did precisely that. It’s 2015. Voice nurturing!

What Sales REALLY Needs From Marketing

Fearless Competitor

Lead Generation Companies | What Sales Really Needs from Marketing. Strategies to Get More and Better Prospects into your Sales Pipeline. Jill Konrath is one of the top experts in B2B sales in the world today. In Jill’s great ebook of this name, she shares what sales really needs – high quality, well-nurtured sales opportunities. Jill Konrath.

The Importance of Lead Nurturing Radio Show

Fearless Competitor

B2B Lead Generation | The Importance of Lead Nurturing. “ LEAD NURTURING  IS ONE OF THE MOST IMPORTANT, YET POORLY UNDERSTOOD ASPECTS OF B2B LEAD GENERATION TODAY.&#. Jeff Ogden, President of the  B2B lead generation  consultancy  Find New Customers. “ The Importance of Lead Nurturing “ (Click the underlined show title to listen.).

Speaking at the 140 Conference Long Island

Fearless Competitor

Speaking at the 140 Conference Long Island. fearlesscomp (Jeff Ogden, President of the B2B Lead Generation  consultancy, Jeff Ogden. also appear on Sales Lead Management Association radio on June 9th. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. Why me? What do you think?

Global Software Provider Mikogo Uses Marketing Automation to Drive Results

Marketing Action

Rapid growth, lots of leads, and a busy sales team. It is, but it can become a problem when you don’t have the right information to qualify leads and reach out to each one in a targeted, relevant way. Mikogo develops screen sharing software designed for hosting web conferences, online presentations and remote support sessions. Too Many Leads, Not Enough Time.

Good news/bad news in BtoB sales

Fearless Competitor

Jim’s point – Doing what we did in the past will not improve sales performance. CSO Insights agrees obviously, as they are hosting a webinar entitled Optimize Lead Management to Hit Your 2011 Numbers. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. According to CSO Insights. But there’s bad news too.

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B2B Lead Generation | Where Are You Today?

Fearless Competitor

B2B Lead Generation | Where Are You Today? An SVP of Worldwide Marketing used this to describe where his 1/2 billion software company fit today in B2B Lead Generation. His point: They were primitive – no content marketing, no lead nurturing, no lead scoring, no marketing automation, etc. They were just past the chimpanzee on the left. It’s our gift to you.

How to Prioritize Sales Leads Part 3 – Mac McConnell of Bluebird Strategies

Fearless Competitor

B2B Lead Generation | How to Prioritize Leads | Part 3 of 3. In our last post, we shared part 2 of Mac McConnell of Bluebird Strategies talking about lead scoring. More quality sales opportunities leads to more sales which leads to higher revenue and market share. In this final segment, he dives in deeper. You can watch Part 1 here.

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Marketo’s Definitive Guide to Lead Scoring

Fearless Competitor

B2B Lead Generation | Only 1 out of 5 companies have a lead scoring methodology in place. This data, from a recent study on sales leads by Vorsight and The Bridge Group was appalling. With most companies dumping unfiltered leads to sales and on 1/2 of those salespeople making quota – it’s clear that the world of B2B Sales and Marketing is dysfunctional today.

2012?s Most Influential People in Sales Lead Management: Winners announced

Sales Lead Insights

The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2012. Obermayer, CEO and executive director of the Sales Lead Management Association said, "These are people who have given their time and expertise in the field of lead management and are now recognized by their peers for outstanding work. B2B sales leads News Sales lead managementJames W. Thank you!

Sales and Marketing Alignment vs. Integration, Part 3: Accountability

Marketing Action

Rachel Rosin of Act-On Software recently moderated a webinar conversation between Bill Golder, principal and CEO of Slingshot Growth Partners, and Jay Hidalgo, renowned sales, marketing and business coach. know with alignment, the concept helps create clear roles within sales and marketing. Marketers create the content and manage the dissemination of the content. BILL: I agree.

In Defense of the Funnel

ANNUITAS

The last 12-18 months have proved to be a rough time for the proverbial “sales funnel”.  At the 2011, DemandCon conference, Forrester analyst Jeff Ernst declared in his keynote that “the funnel is dead.” However organizations must be careful to not throw the baby out with the bath water, as there is still an internal operational component to managing leads and sales that cannot become overly burdensome or complex. This includes content marketing, demand generation strategies and sales approaches. Lead Management Process Lead Planning

Sales-Marketing Alignment is a Win-Win

Sales Intelligence View

InsideView is proud to have sponsored an event that was jam-packed with executive “Aha Moments,” as well as solid ideas for approaching sales-marketing alignment and succeeding at revenue marketing. (If you’re not sure why sales-marketing alignment is important, read through  Eloqua’s “It’s All About Revenue” Page.). Conferences Marketing

Over 25 FREE Must-Have Marketing Books, Magazines, Courses, Tools and Conferences

Modern B2B Marketing

Sales Lead Management Association. OMMA Global – free conference held by OMMA each year in San Francisco. Plus lots of virtual conferences (just look for these wherever you get your latest marketing news or on our Events page). by Maria Pergolino So, if you know me you know I am pretty thrifty. Chief Content Marketer Magazine. Website Magazine. DMNews Magazine.

Secrets of Lead Generation Superstars

Modern B2B Marketing

by Carol Fox Why are a few B2B marketing people so effective at producing high quality leads, while a majority seem to just dither around conference tables trying to figure out their next move? Do the lead generation superstars have a special gift, or a bag of tricks the rest of us don’t? Michael Gerber:  Get your lead conversion system right when you’re small.

Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. Unfortunately, there’s no “Wonder Herb&# in B2B lead generation and marketing either. What does your software purchase do toward fixing your company’s problems with generating quality sales leads? Remember, we need fewer and better leads for sales.).

Where Leads Come From – Current vs. Best Practices

Fearless Competitor

B2B Lead Generation | Where Leads Come From. Businesses ought to take a long hard look at lead sources to ensure the health of their businesses. t the recent Marketo Revenue Rock Star event, one of the speakers (perhaps Debbie Qadish of The Pedowitz Group) presented the unhealthy source of sales leads today. Here is what I consider a healthy source of leads.

Find New Customers releases “7 Keys to Successful B2B Marketing”

Fearless Competitor

B2B Lead Generation | 7 Keys to B2B Marketing Success. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He presented “How to Create a Great Personal Brand&# at the 140 Social Media Conference on Long Island recently and will appear on Sales Lead Management Radio on June 9th. No registration needed.

ROI 50

Find New Customers releases “7 Keys to Successful B2B Marketing”

Fearless Competitor

B2B Lead Generation | 7 Keys to B2B Marketing Success. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th. “Your customers are frazzled – crazy-busy.

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The Power of Story-telling in B2B Marketing

Fearless Competitor

Don’t you wish your lead nurturing campaigns had the same effect? To learn how Find New Customers can help you improve your lead nurturing programs , click here. Tomorrow morning – Final part of the Mac McConnell Lead Scoring white board talk. Jeff Ogden ( @fearlesscomp ) is President of the  B2B lead generation  consultancy,  Find New Customers.

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Why do content marketing?

Fearless Competitor

B2B Lead Generation | Content Marketing. Lead generation, Lead Nurturing, and Thought Leadership are the top 3 objectives. Your conference sessions are superb, but I only attend as a speaker now. Want to learn B2B lead generation for free? Mark your calendars. I’m appearing on Sales Lead Management Association (SLMA) radio on June 9th.

Top Tips For Driving Marketing And Sales Alignment

B2B Marketing Insider

Tons of recent reports, the latest coverage of major industry conferences, threads on Twitter and also my own site analytics point to the same issue as the biggest challenge for marketers: Marketing and Sales alignment. Don’t worry, he presents a balanced view with Ten Reasons Marketing Hates Sales. 80% of the Marketing content created for Sales never gets used.

What’s Your 118?

Fearless Competitor

B2B Lead Generation | What’s your 118? Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th. Sales knowledge sales leadership Sales Leads sales-ready leads

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Find New Customers releases “7 Keys to B2B Marketing Success”

Fearless Competitor

B2B Lead Generation | 7 Keys to B2B Marketing Success. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th. “Your customers are frazzled – crazy-busy.

ROI 44

2012 Resolutions for the B2B Marketer

ANNUITAS

receive 3-5 calls or emails per week asking if I have 30-minutes to view a demo or learn how a product can make my business better.  In most of these cases, I’ve never spoken with the sales rep.  Usually, I don’t have a need for their product or service.  If this is still the marketing and sales approach for your organization, you should resolve to stop it in 2012. The fact is, change is not easy and it’s rarely met with open arms.  I have had many CMOs and senior marketing/sales people tell me “we know it’s broken but changing it would be too hard.”  Well here we are. 

Should Marketers Be the Stewards of the Customer Relationships? Gleanster Research Results

Marketing Action

Managing, understanding, and optimizing every experience your customers have with your brand is important – and it’s also problematic. And it’s likely there are different teams making and managing those customer connections. One of the purposes of this study was to gain a better understanding of the role of marketers in customer relationship management (CRM).

Harness it in YOUR business – the power of B2B demand generation

Fearless Competitor

B2B Demand Generation | Many need our free B2B lead generation content. Need to learn B2B lead nurturing? Download our totally free and no registration needed cheat sheet, 7 Keys to Successful Lead Nurturing. I was speaking with a good friend at a content marketing company in Boston. We offer them our great free B2B lead generation content. That’s right.

Find New Customers releases “7 Keys to Successful B2B Marketing”

Fearless Competitor

B2B Lead Generation | 7 Keys to B2B Marketing Success. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. He’s presenting at the 140 Social Media Conference on Long Island on May 26th and appearing on Sales Lead Management Radio on June 9th. “Your customers are frazzled – crazy-busy.

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Developing an Integrated Content Marketing Strategy that Works – Guest Post

Fearless Competitor

B2B Lead Generation | Guest Post from Joe Pulizzi of the Content Marketing Institute. Good, but not good enough for most organizations, especially when there is a longer sales cycle. Your goal is to be the leading content provider for your niche. Jeff Ogden ( @fearlesscomp ) is President of the B2B lead generation consultancy, Find New Customers. Joe Pulizzi. _. Online.