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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.

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?

How to Reduce the Cost of a B2B Lead

LEADership

Rising costs of lead generation, increasing competition and a rapidly growing population of buyers that function almost like intense research organizations—these are the factors we are up against in the B2B world. See this Infographic from Madison Logic showing ways in which the cost per lead is calculated: [link]. There are a variety of tools out there to calculate cost per lead.

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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!

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!

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.

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.

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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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.

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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?

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.

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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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

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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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.

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.

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

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.

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).

#GEEKVERGENCE 101: Converge Your ‘Peeps Strategy’ with a Data Strategy that Delivers Accuracy

Sales Intelligence View

Tradeshows and conferences rank in the top two lead generation sources for B2B companies (source: InsideSales ). And believe it or not, nearly 70% of conference attendees are showing their faces to shop and learn about products and services (source: CEIR ). You should have already outlined a process for capturing leads. Nerding Out on Lead Data. How cool is that?

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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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.

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.

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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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PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

ViewPoint

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. But many are going for cold, hard, qualified leads.

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.

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