• MARKETING ACTION  |  TUESDAY, SEPTEMBER 23, 2014
    [CRM, Lead Qualification] Marketing Automation: Building Trust Between Sales and Marketing
    When the members of any pair are in each other’s  vicinity, that proximity often leads to explosive results. Does sales know how our leads are gathered? Marketing automation systems, in partnership with a good CRM, have a unique role in this equation. 'Try this test. What’s the connection between each of these word pairs?
  • SALES PROSPECTING PERSPECTIVES  |  MONDAY, SEPTEMBER 8, 2014
    [CRM, Lead Qualification] The Best Sales Prospecting Qualification Questions to Ask
    'If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead qualification process, you''ve come to the right place. believe there are two buckets of qualification questions. What CRM system do you use?
  • SALES INTELLIGENCE VIEW  |  THURSDAY, SEPTEMBER 4, 2014
    [CRM, Lead Qualification] Create Your Social Selling Strategy in Just 3 Steps
    Closing CRM Intelligence customer intelligence Funnel lead qualification Leads Sales 2.0 Sales Data Sales Intelligence Sales Strategy Sales-Marketing Alignment Social CRM Social Media for Sales Social Selling B2B b2b sales CRM crm 2.0 customer 2.0 Enterprise 2.0
  • MARKETING ACTION  |  THURSDAY, SEPTEMBER 4, 2014
    [CRM, Lead Qualification] Survey Says: 42% of CRM Users Plan to Invest in Marketing Automation
    'Customer relationship management (CRM) systems are vital to businesses both large and small across multiple industries. well-chosen and ably used CRM solution can save time, reduce costs and help your sales and customer service teams become more productive – and more effective. But what does the future hold for CRM users?
  • MARKETING ACTION  |  WEDNESDAY, AUGUST 6, 2014
    [CRM, Lead Qualification] 5 Reasons Sales Should Be Excited About Marketing Automation
    But the real benefit comes from lead scoring and integration with CRM , because it allows marketing and sales to dynamically adjust messaging based on individual prospect behavior. It’s about optimizing how leads flow through the customer lifecycle, all the way from inquiry to loyal customer. Sometimes ignorance is bliss.
  • 3D2B  |  WEDNESDAY, JULY 30, 2014
    [CRM, Lead Qualification] How to Create a World-Class B2B Call Center
    'A marketing manager, Susan, was doing a stellar job with her online and offline marketing campaigns, generating leads by the bucketful. Aren’t the sales people happy with the leads? The sales manager looked across his desk and explained regretfully that the salesforce didn’t want “leads,” they wanted “qualified leads.”
  • VIDYARD  |  MONDAY, JULY 21, 2014
    [CRM, Lead Qualification] Vidyard Adds Salesforce Pardot Support to Industry-Leading Video Marketing Platform
    'Vidyard, a global leader in video marketing solutions, today announced a new integration that enables Salesforce Pardot customers to identify online video viewers and track their viewing histories as part of lead scoring, qualification and automated nurture programs. Press Releases
  • ANNUITAS  |  TUESDAY, JULY 15, 2014
    [CRM, Lead Qualification] Marketing & Sales Misalignment…the Impact
    Leads” are rejected. Marketing sits in its own world patting itself on the back for all the “qualified leads” they’ve passed over to sales. Agree on what the definition of a “qualified lead” is. Once that is decided, marketing should be measured more by the quality of leads generated than the quantity. It doesn’t.
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JUNE 24, 2014
    [CRM, Lead Qualification] 3 Truths to Help Balance Marketing Technology Mayhem
    Crossover with sales-oriented areas – Modern Marketers are carrying more sales-oriented responsibilities, so increased involvement in key tasks such as lead qualification, inside sales team management and sales operations will be critical. Drive timely, relevant data into CRM to increase adoption and value. ” How so?
  • IT'S ALL ABOUT REVENUE  |  TUESDAY, JUNE 24, 2014
    [CRM, Lead Qualification] 3 Truths to Help Balance Marketing Technology Mayhem
    Crossover with sales-oriented areas – Modern Marketers are carrying more sales-oriented responsibilities, so increased involvement in key tasks such as lead qualification, inside sales team management and sales operations will be critical. Drive timely, relevant data into CRM to increase adoption and value. ” How so?
  • MARKETING ACTION  |  MONDAY, JUNE 9, 2014
    [CRM, Lead Qualification] What Sales Should REALLY Expect From Marketing Automation
    In addition: 82% saw significant improvement in lead quality. Of those using a CRM, 76% saw reps increase their usage of the CRM. Marketing automation is a tool for lead to revenue management. That means that in almost 70% of organizations, sales reps are spending valuable time qualifying leads – not closing them.
  • 3D2B  |  TUESDAY, JUNE 3, 2014
    [CRM, Lead Qualification] 5 Ways to Grow Your Business with Salesforce.com
    And today, thanks to technology, we have more tools than ever to help us with lead generation, conversion and customer retention. Capture Web Leads. You probably want to capture leads from your website. If so, you can use Salesforce’s web-to-lead form. Track Leads. You’ll also see when a lead is closed.
  • VIDYARD  |  TUESDAY, MAY 27, 2014
    [CRM, Lead Qualification] 5 Key Marketing Takeaways from Sirius Decisions Summit 2014
    More marketing teams are implementing sophisticated lead scoring programs, global demand generation methodologies, dynamic web content, split testing, and more. Better click through rates, more qualified leads, increased funnel velocity, and more predictable forecasting. 'Wow, what a show! The results? This is super exciting to me.
  • MARKETING ACTION  |  MONDAY, APRIL 7, 2014
    [CRM, Lead Qualification] What’s a “Marketing-Qualified Lead”?
    'It’s an essential question: What is a “marketing-qualified lead,” and how exactly does marketing make that determination? Only 23% of sales professionals say marketers consistently deliver sales-ready leads. Marketing-qualified” is the point at which marketing determines that a lead is ready to be handed to sales. Information.
  • FATHOM  |  MONDAY, MARCH 24, 2014
    [CRM, Lead Qualification] Marketing Buzzword Takedown
    For example, instead of drive (depending on the context) you could say generate,  create,  stimulate,  start,  kick-start,  propel,  catalyze,  activate or  lead. What it is: In one sense, it’s simply a software platform that enables sophisticated lead-nurturing and deep reporting on marketing. Content marketing. Silence.
  • MARKETING ACTION  |  MONDAY, MARCH 17, 2014
    [CRM, Lead Qualification] 4 Ways Marketing Automation Can Create a Pot o’ Gold
    CRM systems), thereby making your toolbox that much richer. Lead nurturing, account monitoring, campaign design and implementation, sales tracking, conversion, and customer retention can all be improved through marketing automation. On average, marketers who use the Act-On platform report a 20% increase in sales-ready leads.).
  • VIEWPOINT  |  TUESDAY, MARCH 4, 2014
    [CRM, Lead Qualification] 3 Ways Inbound Marketing Is Hurting Your Business (#3 Is the Most Surprising)
    Marketers are falling all over themselves to jump on the bandwagon, convinced that inbound is the path to more leads, less cost, and better business results across the board. Inbound Marketing Problem #1: Too Many Leads. They’ve got tons of leads in the pipeline, but very few making it past the initial lead stage.
  • VIDYARD  |  THURSDAY, FEBRUARY 13, 2014
    [CRM, Lead Qualification] Tyler’s Top 5: Why the Video Marketing Platform is in a Class of its own
    By tracking this engagement data on an individual lead level, you can see exactly which pieces of content are resonating with viewers and optimize all future videos to increase engagement and attention span. This is why we have seamless integrations with leading MAP and CRM systems. 'Hello Vidyard community! ROI is the ROI.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, JANUARY 15, 2014
    [CRM, Lead Qualification] How to Marry Digital and Human-Touch B2B Marketing
    He leads customer acquisition programs for Fortune 500 companies, and is passionate about building strong business relationships through professional phone conversations. Online Marketing: Bait for Leads. Inside Sales: For Lead Qualification and Relationship Building. It’s fast. It’s easy. And it’s ubiquitous.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, OCTOBER 25, 2013
    [CRM, Lead Qualification] 6 Essentials Steps to Increase Lead Conversion
    'Are you looking to increase your lead conversion rates? According to MarketingSherpa , “79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance.” Several techniques must be taken into consideration when contacting your leads and to increase the likelihood of a sale.
  • MODERN B2B MARKETING  |  TUESDAY, OCTOBER 8, 2013
    [CRM, Lead Qualification] Good Sales Teams Close Deals, Great Sales Teams Earn Trust
    Whether you’re a seasoned Account Executive who’s been selling since before the internet, or a newly promoted whippersnapper who made the most calls on the Lead Qualification team, anyone can become a trusted adviser to their clients or prospective clients. 'Author: Ray Carroll I love selling. That said, it’s not easy. won’t cut it.
  • SALES PROSPECTING PERSPECTIVES  |  FRIDAY, SEPTEMBER 20, 2013
    [CRM, Lead Qualification] Sales Prospecting Perspectives Weekly Recap - Week of September 20, 2013
    Monday: On Monday, Samantha Goldman wrote Lead Statuses and the Importance of Moving Sales Prospects in CRMs. As someone who uses Salesforce every day, Sam expressed the importance of categorizing contacts and filling out the correct lead source detail. Read the post to see how she recommends we score leads based on social media.
  • B2B LEAD GENERATION BLOG  |  MONDAY, SEPTEMBER 9, 2013
    [CRM, Lead Qualification] Lead Gen: A proposed replacement for BANT
    'Tweet According to the MarketingSherpa   2012 Lead Generation Benchmark Report , 24% of marketers ask a timeline-to-purchase question on their lead capture forms. Q: Please select the most important fields that you need to collect from your leads on the lead generation form. Lead qualification in a post-BANT world.
  • BIZNOLOGY  |  MONDAY, AUGUST 26, 2013
    [CRM, Lead Qualification] Building Your B2B Marketing Database
    Qualification questions (from lead qualification processes). Start with contact records, whether they sit in a CRM system, in Outlook files, or even in Rolodexes.  'Photo credit: Wikipedia. Your most important tool in B2B is, arguably, the marketing database.  Plenty. Account name, address. Phone, fax, website. Public v.
  • MARKETING ACTION  |  FRIDAY, AUGUST 23, 2013
    [CRM, Lead Qualification] B2B: Your Demand Generation Problems, and What To Do About Them
    It involves both prospects and customers, is buying-process-driven, educates and qualifies leads through engagement with both marketing and sales experts, and aims to operationalize and optimize the demand process. We lead with what we want to sell, not what customers want to buy. This is all about lead qualification.
  • NUSPARK  |  SUNDAY, JULY 7, 2013
    [CRM, Lead Qualification] Implementing Your Lead Nurturing Campaigns; Free Templates That Help You Plan
    'Lead Nurture Planning. Considering that around 80% of leads never turn into sales, you need a proper lead nurturing plan, including lead scoring, with the goal to transform those leads you do have into potential sales opportunities. Save time following up on bad leads. . Lead Flow Planning Matrix.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, APRIL 11, 2013
    [CRM, Lead Qualification] The Hottest Sales Trends of 2013
    Helped by CRM and automation software, along with better targeting and social media driven insight, sales departments have witnessed a complete overhaul in the way sales are conducted. Rather, salespeople need to carefully comb through gathered data and employ lead qualification techniques to spot leads with the highest possible returns.
  • SALES PROSPECTING PERSPECTIVES  |  WEDNESDAY, MARCH 27, 2013
    [CRM, Lead Qualification] The Past And Future Of sCRM In Prospecting And Selling
    Sales Prospecting Perspective is pleased to bring you a guest post from Jon Ferrara, CEO of Nimble , a social CRM solution. In particular, I think one area that is not getting enough attention is using social CRM for lead qualification. People born at the turn of the 20th century saw a lot of change over their lifetimes.
  • SALES INTELLIGENCE VIEW  |  FRIDAY, MARCH 15, 2013
    [CRM, Lead Qualification] 8 Lead-Generation Secrets from B2B Sales Pros
    If you find B2B lead generation challenging, you are not alone. Marketing Sherpa’s 2012 B2B Marketing Benchmark Report stated that 74 percent of customer relationship managers believed lead generation was the most challenging aspect of sales. Being a salesperson and generating leads is a learned and practiced skill.
  • SALES CHALLENGER  |  TUESDAY, MARCH 12, 2013
    [CRM, Lead Qualification] How Not to Lose a Lead
    A successful sale often starts with a well-qualified lead. What’s equally important is the salesperson that nurtures and closes that lead. Because, we all know even a well-qualified lead in the hands of a salesperson that cannot engage the customer is as good as no lead. This has implications for lead assignment as well.
  • DIGITAL VOICES  |  TUESDAY, MARCH 5, 2013
    [CRM, Lead Qualification] Enterprise Mobility Apps – Can They Really Deliver Bottom Line Results?
    Many businesses are making significant strides in using mobile in their marketing automation efforts – adding intelligence to their lead-qualification process and passing better information on to the sales team. It’s like the Wild West out there.
  • IT'S ALL ABOUT REVENUE  |  WEDNESDAY, FEBRUARY 20, 2013
    [CRM, Lead Qualification] 3 Ways Interactive Content Can Boost Email Performance
    by contributor | Tweet this Today’s guest post comes courtesy of Seth Lieberman, CEO of SnapApp , a marketing platform used by companies to create interactive content to generate leads and drive revenue across the web, mobile, social and email. Considering using interactive content in your next email campaign to: 1.
  • B2B LEAD GENERATION BLOG  |  MONDAY, FEBRUARY 18, 2013
    [CRM, Lead Qualification] Sales and Marketing: The technology behind CRM
    Tweet Customer relationship management (CRM) is defined a number of different ways. At the same time, the real engine driving CRM and keeping prospects moving through the sales funnel is technology. The first technology that comes to mind is CRM software, such as Salesforce.com or Microsoft Dynamics.
  • MODERN B2B MARKETING  |  TUESDAY, NOVEMBER 6, 2012
    [CRM, Lead Qualification] Lead Qualification Best Practices: Sniff: “Inspect What You Expect”
    by Stephanie Yung Every lead a Marketo Sales Development Representative calls into goes through an initial prospecting process, called “the sniff test”. This process happens before an initial call and helps our Sales Development Representatives prepare for a relevant conversation with a lead. Check your CRM. Why are you calling?
  • SALES INTELLIGENCE VIEW  |  FRIDAY, OCTOBER 12, 2012
    [CRM, Lead Qualification] Lead Scoring Best Practices
    CRM has become such a massive part of our sales process that those days seem long gone. Regardless of how we denominate it, lead scoring has always been a fundamental concept of sales. As the world moves faster forward, we want to take a step back and highlight the 4 most crucial elements of lead scoring. Score Each Activity.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, OCTOBER 10, 2012
    [CRM, Lead Qualification] Lead Nurturing 101: Keep in Touch with Your Leads Without Spamming Them
    An effective lead nurturing program will move cold or poorly-rated leads through your funnel. In a lot of cases, leads enter CRM systems with sparsely filled in details or indicators that they aren’t a right fit right now. strong lead nurturing program needs a powerful content strategy. Build loyalty.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, OCTOBER 4, 2012
    [CRM, Lead Qualification] Keep the trash out of your pipeline. Qualify your leads with Sales Intelligence
    But what if the lead we end up trying to reach is far from professional and employable? Organizations that qualify leads purely through cold calls may catch Marcus on the line. Implementing Sales Intelligence into your sales and marketing strategy will keep trash leads like Marcus J. Do you want him in your pipeline?
  • SALES INTELLIGENCE VIEW  |  TUESDAY, OCTOBER 2, 2012
    [CRM, Lead Qualification] How to Build a Lead Qualification Team
    Businesses that build and use a Lead Qualification team convert leads at a 40% or higher rate than teams that do not (b2b Lead Agency). Businesses that pass leads to the sales team without any qualification convert as few as 5% of all leads. Start by determining a Lead Qualification Manager.
  • IT'S ALL ABOUT REVENUE  |  MONDAY, SEPTEMBER 17, 2012
    [CRM, Lead Qualification] How Social Selling Changes Everything for Marketing
    by Jesse Noyes | Tweet this Today’s guest post comes from Ralf VonSosen, who currently leads marketing for LinkedIn’s Sales Solutions business.  He has been a leader in the world of CRM and Sales Solutions for over 15 years.  We know the backstory all too well. Buyers are more technology savvy than ever. Ralf VonSosen. Relate.
  • LEAD VIEWS  |  TUESDAY, JULY 3, 2012
    [CRM, Lead Qualification] 7 Lead Nurturing Myths
    Lead nurturing requires lead scoring. Some people believe that marketers cannot nurture leads without scoring them. The sales organization doesn’t have a role in lead nurturing. Nurturing ends when a lead moves to the CRM system. Startups or small business don’t need lead nurturing. Don’t bet on it.
  • INBOUND SALES NETWORK  |  WEDNESDAY, JUNE 27, 2012
    [CRM, Lead Qualification] All the Marketing in the World is Worthless without Good Lead Follow-Up
    You hear all these great things about social media, email marketing and SMS (mobile marketing), but all these platforms mean nothing without good lead follow-up. However, none of that will happen if you don’t have a good lead follow-up strategy. What you really need to do is look at your lead process and remove any bottlenecks.
  • INBOUND SALES NETWORK  |  FRIDAY, JUNE 1, 2012
    [CRM, Lead Qualification] Does Social Selling Really Work in B2B?
    Before the internet and social media that meant by working your contact network and reading the records for whatever limited information you have in your CRM. Lead Qualification Name, title, and email address does not make a qualified lead. Today`s big buzzwords are anything to do with social media.
  • HUBSPOT  |  MONDAY, MAY 28, 2012
    [CRM, Lead Qualification] 6 Tips for Symbiotic Sales & Marketing Lead Management
    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. Tip # 1: Focus on Both Lead Quality and Quantity. Passing those unqualified leads directly to your sales team is one of the reasons sales hates marketing.
  • LEAD VIEWS  |  FRIDAY, APRIL 27, 2012
    [CRM, Lead Qualification] SMBs vs. Large Enterprises: Differences in Demand Generation
    Use different lead nurturing cycles and methods. lead scoring. CRM integration. Related posts: Demand Generation Necessary For Lead Generation! Small and medium-sized businesses (SMBs) are the engine of the current economic recovery in the U.S. Usually – but not exclusively – complex offerings come from larger companies.
  • LEAD VIEWS  |  FRIDAY, MARCH 30, 2012
    [CRM, Lead Qualification] Is Your Funnel Sick?
    For example, if those walls are too steep or too narrow, lead velocity may be too high. lead volumes too small. lead volumes too large. lead-to-sale ratio below industry standard. Symptoms from outside the funnel may include: lack of accuracy in reports from CRM and marketing automation systems. What went wrong?
  • B2B LEAD GENERATION BLOG  |  SUNDAY, MARCH 18, 2012
    [CRM, Lead Qualification] Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment
    Tweet A couple of weeks ago, I presented an American Marketing Association webcast , “ The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content” (a replay of the webcast is posted below). These questions hit on key challenges in lead nurturing today. How to define a lead.
  • INBOUND SALES NETWORK  |  THURSDAY, MARCH 15, 2012
    [CRM, Lead Qualification] Stop Dropping the Ball on Lead Follow-Up
    The single biggest impact you can have on your return on marketing, and even return on sales, is the time it takes for companies to follow up on a new lead. But yet so many companies are poor at following up on leads in a timely manner. What you really need to do is look at your lead process and remove any bottlenecks.
  • HUBSPOT  |  WEDNESDAY, FEBRUARY 8, 2012
    [CRM, Lead Qualification] How to Score Your Leads So Sales Works the Hottest Prospects
    The good news about inbound marketing is that it can help you attract high volumes of leads. The challenge then becomes, how do you separate the good, quality leads from the people who are just starting to look around? That’s where lead management , and specifically, lead scoring comes in. Maybe not.
  • VIEWPOINT  |  TUESDAY, FEBRUARY 7, 2012
    [CRM, Lead Qualification] Improve Sales Lead Generation via Marketing Analytics Part 2: Two Examples
    In the first article on marketing analytics , I discussed the best-practice processes involved in the review, assessment and continuous enhancement of sales lead generation programs to achieve improved results. Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing.
  • VIEWPOINT  |  THURSDAY, FEBRUARY 2, 2012
    [CRM, Lead Qualification] Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps
    When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. Embedded in every client program, they help us identify the right prospects and convert them to qualified leads. Assessment and recommendations.
  • SALES INTELLIGENCE VIEW  |  THURSDAY, JANUARY 12, 2012
    [CRM, Lead Qualification] 8 Ways to Increase Sales
    More personal insights that turn your CRM contacts into people you can relate to and add context around. Just as your company should have a solid lead qualification process to identify new opportunities you should spend the time to disqualify deals. Hone your lead generation effort. read a great article on Inc. It works!
  • SALES INTELLIGENCE VIEW  |  TUESDAY, DECEMBER 13, 2011
    [CRM, Lead Qualification] 5 Ways Sales Intelligence can Increase Revenue
    Sales managers should be constantly on the lookout for ways to solve these business pressures and based on research by the Aberdeen Group, the top performing sales organizations have built strategies that can drive measurable results in building a sales pipeline and increasing the quality of leads. strategy around using sales 2.0 Sales 2.0
  • NUSPARK  |  SATURDAY, OCTOBER 15, 2011
    [CRM, Lead Qualification] The 3 P’s of B2B Lead Generation: People, Process, Platforms
    When people ask me what I do, I usually give them my standard 15-second commercial; generate quality inbound leads and shorten sales cycles via lead generation, lead nurturing, and content marketing. We know the benefits of content marketing and lead nurturing to encourage prospects and leads to engage with sales people. 
  • NUSPARK  |  SATURDAY, OCTOBER 15, 2011
    [CRM, Lead Qualification] The 3 P’s of B2B Lead Generation: People, Process, Platforms
    When people ask me what I do, I usually give them my standard 15-second commercial; generate quality inbound leads and shorten sales cycles via lead generation, lead nurturing, and content marketing. We know the benefits of content marketing and lead nurturing to encourage prospects and leads to engage with sales people. 
  • LEAD VIEWS  |  FRIDAY, SEPTEMBER 23, 2011
    [CRM, Lead Qualification] 6 reasons why your organization might need a Marketing Automation Solution
    Does your organization struggle to generate leads? But then finding good business leads is no mean task. Research by LeadFormix and other leading agencies has shown that visitors who fill forms on a website and identify themselves stand between 5 and 10%. Do you desire a better and smoother running Lead Management process?
  • B2B MARKETING INSIDER  |  THURSDAY, SEPTEMBER 15, 2011
    [CRM, Lead Qualification] The Power Of Mobile To Transform B2B Marketing and Sales
    Now, wouldn’t it be great if this huge wave of innovation could also lead to small (or large, why not) revolutions in the way we, B2B sales and marketing pros, execute our practice? Think about such classic processes as lead generation or lead qualification, sales activity tracking and management, and so forth. Mobile
  • ANNUITAS  |  TUESDAY, AUGUST 23, 2011
    [CRM, Lead Qualification] The Results Are In…And They’re Not Pretty
    61% of the respondents recognize lead leakage as a problem within their organizations. In spite of adopting and implementing technology (Marketing Automation, CRM, etc,) to support connecting with the buyer, neither marketing or sales is getting it right. All I Need is Lead Scoring & Nurturing to Improve Engagement with my Buyer.
  • INBOUND SALES NETWORK  |  THURSDAY, AUGUST 4, 2011
    [CRM, Lead Qualification] The 5 Key Steps to Sales and Marketing Alignment
    The logic goes, "we can open the door to a lead, but sales has to close it." Marketing can do a lot to affect lead volume, quality, velocity and close of business. Are they looking for fully qualified leads with all BANT (budget, authority, need and timeframe) criteria defined? Faster response to leads = better conversion rates.
  • INBOUND SALES NETWORK  |  THURSDAY, AUGUST 4, 2011
    [CRM, Lead Qualification] The 5 Keys Steps to Sales and Marketing Alignment
    The logic goes, "we can open the door to a lead, but sales has to close it." Marketing can do a lot to affect lead volume, quality, velocity and close of business. Are they looking for fully qualified leads with all BANT (budget, authority, need and timeframe) criteria defined? Faster response to leads = better conversion rates.
  • SALES INTELLIGENCE VIEW  |  TUESDAY, AUGUST 2, 2011
    [CRM, Lead Qualification] The Only Sales Application Recognized in the 2011 Gartner Magic Quadrant
    We are excited that we were included for the second year running to the Gartner Research Magic Quadrant for Social CRM. This is only the second time that Gartner Research has addressed the growing market of Social CRM (sCRM). Sales Intelligence Social CRM B2B CRM crm 2.0 Tweet. Enterprise 2.0
  • IT'S ALL ABOUT REVENUE  |  MONDAY, AUGUST 1, 2011
    [CRM, Lead Qualification] 3 Lead Management Questions Sales will Ask Marketing
    If so, the days of “the leads suck” conversation is in the past. Now you’re onto “the leads still suck, but please give us more” conversation. healthy lead management process transcends sales and marketing, resulting in a unified view from inquiry through opportunity to revenue. used to get 100 leads a week, now I only get 15.
  • SALES INTELLIGENCE VIEW  |  WEDNESDAY, JULY 27, 2011
    [CRM, Lead Qualification] Does Your Company Have a Social Selling Strategy?
    When a prospect is engaged online and sales or lead qualification gets involved there should be an effort to incorporate a social selling strategy that blends common sales process with an online one. Sales Intelligence Social CRM Social Selling B2B b2b sales CRM customer 2.0 That’s up from about 75% last year.
  • EB2BLEADS  |  MONDAY, JUNE 13, 2011
    [CRM, Lead Qualification] IT Sales Lead System Captures And Converts More Profitable Leads
    'Viridity attracted over 350 IT sales leads in just 6 months with a 15% visit to lead conversion ratio on its landing pages. What Was Their IT Sales Lead Generation Challenge ? How Did They Improve Their Lead Generation ? What Were The Results Of This Lead Generation Approach ? Sales Leads Who Is Viridity ?
  • EB2BLEADS  |  MONDAY, JUNE 13, 2011
    [CRM, Lead Qualification] IT Sales Lead System Captures And Converts More Profitable Leads
    Viridity attracted over 350 IT sales leads in just 6 months with a 15% visit to lead conversion ratio on its landing pages. What Was Their IT Sales Lead Generation Challenge ? How Did They Improve Their Lead Generation ? What Were The Results Of This Lead Generation Approach ? Who Is Viridity ? Related articles.
  • THE POINT  |  TUESDAY, MAY 31, 2011
    [CRM, Lead Qualification] Is “Please Have a Rep Contact Me” a Good Idea?
    First, think of giving people the option to request contact as a lead qualification device. Using marketing automation, you can override lead scoring and immediately assign those leads to sales, set a task for the assigned rep within your CRM system, and even send email alerts to the rep and to the rep’s manager.
  • ANNUITAS  |  TUESDAY, APRIL 26, 2011
    [CRM, Lead Qualification] Five Myths of Lead Management
    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.  Remember the initial emergence of CRM solutions? 
  • SOCIAL MEDIA B2B  |  MONDAY, APRIL 4, 2011
    [CRM, Lead Qualification] Managing B2B Social Selling Opportunities
    As with prospecting and lead qualification , effective use of social intelligence can significantly impact sales productivity and customer engagement success in this crucial phase. Sales professionals must continually listen to their prospects even after they convert their leads into opportunities. Social Selling = Winning.
  • ANNUITAS  |  THURSDAY, MARCH 10, 2011
    [CRM, Lead Qualification] Defining Moments
    Just recently, Gartner stated that “SaaS within the CRM industry could top $4 billion in revenue by 2014. To the contrary, marketing automation is a highly sophisticated set of rules and processes for lead scoring, nurturing and management that move prospects through the various stages of the marketing-sales funnel. Lead Planning.
  • MODERN B2B MARKETING  |  WEDNESDAY, MARCH 9, 2011
    [CRM, Lead Qualification] My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
    by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Others refer to this group with different titles: Lead Qualification, Lead Generation, Business Development or even Inside Sales, though I don’t prefer that label since it incorrectly implies the group carries a revenue quota.).
  • VIEWPOINT  |  TUESDAY, MARCH 8, 2011
    [CRM, Lead Qualification] The Truth About Leads, Marketing Automation and Strategic Account Management
    had the good fortune to discuss how SAM and marketing automation intersect with Bob Thompson, CEO of CustomerThink, during a recent interview about my new book, The Truth About Leads. Strategic account management and marketing automation: a marriage made in heaven or oil and water?
  • MODERN B2B MARKETING  |  MONDAY, MARCH 7, 2011
    [CRM, Lead Qualification] Three Truths Behind Sales and Marketing Alignment
    by Bill Binch To create the best lead generation process, you’ve got to keep sales and marketing on the same page.  There is a continuing challenge for marketing to fill the sales lead coffers.  But before marketing can bring in the right leads for sales to close, both need to agree on what constitutes a qualified  sales lead.
  • SOCIAL MEDIA B2B  |  MONDAY, FEBRUARY 21, 2011
    [CRM, Lead Qualification] How to Use B2B Social Media for More Efficient Lead Qualification
    Today, in the third part of the Social Selling Throughout the B2B Sales Cycle series, I will focus on the lead qualification process, where sales organizations can achieve massive productivity gains by quickly and accurately assessing the quality of inbound leads as sales-ready (or not, as the case may be!). Results.
  • SOCIAL MEDIA B2B  |  MONDAY, JANUARY 3, 2011
    [CRM, Lead Qualification] Social Selling Throughout The B2B Sales Cycle
    As in the TriNet example, certain trigger events, such as leadership changes, new product launches, new office openings or mergers and acquisitions, can lead to buying opportunities for new products or services. to “ catching a lead in mid air.”. Speed and efficiency are key for lead qualification success.
  • LEAD VIEWS  |  MONDAY, NOVEMBER 22, 2010
    [CRM, Lead Qualification] Segmenting IT buyers in Your Marketing Automation Campaigns
    For many new users of marketing automation tools, one of the biggest challenges is segmenting the CRM database in a way that drives results. Many people let the cost of the list drive unproductive behaviors – such as asking the sales force to research and input prospects into CRM. The list is not expensive. It is.  Sorting by proxy.
  • FIFTH GEAR ANALYTICS  |  WEDNESDAY, NOVEMBER 3, 2010
    [CRM, Lead Qualification] Can Lead Generation Become More than “Frosting and Cherries?”
    recently called on a client and he described his vision of lead generation as “frosting and cherries.” His view is that the current state of lead generation is dead.  Salespeople in the “Internet world” have relied on leads from marketing which are neither good nor productive.  The Demise of Lead Generation. Kenyon Blunt.
  • B2B MARKETING INSIDER  |  THURSDAY, OCTOBER 28, 2010
    [CRM, Lead Qualification] How To Focus On Your Marketing Plan
    If you use your CRM system to track marketing activities from inquiry to close, then you know how many opportunities you have created and how much sales pipeline that has generated. Total Related Posts: 5 Steps to Achieve Lead Generation ROI Whatever Happened To The Business Case Whatever Happened to Marketing Strategy? Hogwash! You
  • ANNUITAS  |  WEDNESDAY, OCTOBER 6, 2010
    [CRM, Lead Qualification] What Do You Need for Successful Nurturing?
    Lead nurturing is a hot topic right now.  It seems that most of my recent conversations with prospects, customers and others in the B2B marketing industry are centered on lead nurturing.   My personal experience is that marketers definitely want to (and in some cases, are planning to) deploy lead nurturing of some kind. 
  • ANNUITAS  |  TUESDAY, SEPTEMBER 21, 2010
    [CRM, Lead Qualification] What’s Worth More?
    I’ve recently been involved in an ongoing online discussion regarding marketing automation, lead generation, and lead management (including lead nurturing).  Neither help you get more fresh leads into your database – which is critical because most contact info expires at the rate of 20-30% per year”. Aberdeen, 2009.
  • ANNUITAS  |  THURSDAY, AUGUST 19, 2010
    [CRM, Lead Qualification] Apples and Oranges
    It feels like every month a new marketing automation vendor hits the scene making grandiose promises ranging from immediate ROI increases to more effective marketing to the delivery of lead management.    While marketing automation can automate lead management, it cannot deliver lead management.  lead scoring). 
  • B2B MARKETING UNPLUGGED  |  TUESDAY, JULY 27, 2010
    [CRM, Lead Qualification] Porcupines Part II:How Can I Ignore You When You Keep Going Away?
    A  marketer’s lead is a salesperson’s coaster. One of the chief reasons we don’t manage to respond to inquiries in a reasonable timeframe is the long-standing difference between what marketing thinks is a great lead and what sales is willing to follow-up. think the key is in the trinity of angry, rude and demanding. Corner them.
  • FUNNEL FOCUS  |  WEDNESDAY, JUNE 23, 2010
    [CRM, Lead Qualification] Improve Lead Nurturing Process Execution with Decision Trees
    One of the features that makes it easier to transition from process to executable action is the use of program decision trees that provide a visual representation of how a lead will make progress toward buying. With a drag and drop interface, marketers can easily create navigable paths based on a lead’s activity and interest.
  • MARKETING FINGER  |  MONDAY, JUNE 14, 2010
    [CRM, Lead Qualification] Lead Scoring Best Practices
    More and more B2B marketers are turning to lead scoring as a way of optimizing lead management. Many of us will remember when we used to process raw Excel lists, handing over hundreds of names with job titles and companies to our sales department, only to find that leads weren’t being followed up on. What is lead scoring?
  • LEAD VIEWS  |  THURSDAY, JUNE 3, 2010
    [CRM, Lead Qualification] Marketing Automation 2.0 – When Sales Met Marketing!
    solutions available in the market today, are focused and best at improving the marketing processes – especially that of increased lead generation. Superior Lead Qualification and no missed sales opportunities. solutions qualify leads basis their intent – which is captured, irrespective of what else they do on the website.
  • GREAT B2B MARKETING  |  MONDAY, MAY 24, 2010
    [CRM, Lead Qualification] Bridge the Gap in B2B Marketing and Sales by Christopher Ryan
    Generate a consistent flow of predictable sales leads. Practice lead qualification/incubation. Install an efficient and flexible sales and marketing automation (CRM) system. This is a subject that resonates with both the marketing and sales audiences, as well as CEOs and business owners. So how do we know if a gap exists?
  • B2B MARKETING INSIDER  |  WEDNESDAY, MAY 12, 2010
    [CRM, Lead Qualification] 5 Steps to achieve Lead Generation ROI
    Online lead generation is one of the best ways to identify customers early in the journey and produce a solid and predictable return on investment. Marketing needs to be the engine to identify qualified leads for sales. The reason for this is that the basic fundamentals of online lead generation prepare you for everything that follows.
  • B2B LEAD BLOG   |  THURSDAY, APRIL 29, 2010
    [CRM, Lead Qualification] 8 Critical Success Factors for Lead Generation 2.0
    The single biggest issue for B2B marketers is effective lead generation. wrote an eight part series on building an effective lead generation program a while back. Ebook: Start With a Lead: Eight CRITICAL Success Factors for Lead Generation. Tweet. View more presentations from Brian Carroll.
  • LEAD VIEWS  |  THURSDAY, APRIL 22, 2010
    [CRM, Lead Qualification] Salesforce’s ‘LEAD’ing intentions!
    Ensuring the process of Lead management is more accurate and fruitful even in the absence of form-fills. The acquisition of Jigsaw will see vendors whose applications are integrated with the Salesforce CRM platform taking advantage of the business information aggregated by Jigsaw in the near future.
  • B2B LEAD BLOG   |  FRIDAY, FEBRUARY 19, 2010
    [CRM, Lead Qualification] Most important B2B Marketing Metrics For CEOs
    Thus their marketers are constantly reminded that more leads are needed…now! Share and Enjoy: CRM Current Affairs Lead Generation Lead Management Lead Nurturing Lead Qualification Leadership Marketing Strategy ROI MeasurementTweet. This is what CEOs should be asking?
  • B2B LEAD GENERATION BLOG  |  WEDNESDAY, JANUARY 27, 2010
    [CRM, Lead Qualification] Lead Generation tips for Tradeshows Conferences
    Tradeshows and events are still being used consistently by B2B marketers for lead generation. With that in mind, Roger Lewis has some useful tips on how to improve your lead management strategy with from tradeshows. Lewis emphasizes how vital lead capture is to the lead management process. agree.
  • B2B LEAD BLOG   |  WEDNESDAY, JANUARY 27, 2010
    [CRM, Lead Qualification] Lead Generation tips for Tradeshows Conferences
    Tradeshows and events are still being used consistently by B2B marketers for lead generation. With that in mind, Roger Lewis has some useful tips on how to improve your lead management strategy with from tradeshows. Lewis emphasizes how vital lead capture is to the lead management process. Tweet. agree.
  • LEADSLOTH  |  TUESDAY, JANUARY 12, 2010
    [CRM, Lead Qualification] Marketing Automation Trends for 2010
    The vast majority of leads generated on a website never have a meaningful conversation with a sales rep. If there is no mechanism to pass the lead back to the marketing team (in an automated or semi-automated fashion), the lead is gone forever. 2009 was the year in which Marketing Automation really took off. predictions.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, OCTOBER 8, 2009
    [CRM, Lead Qualification] Lead Generation Check list – Part 5: Treat your marketing database as a valued asset
    This is the fifth installment in an eight-part series, the ‘Lead Generation Checklist.’ The goal of this series is to provide a checklist that will help organizations optimize their lead generation process. properly designed and maintained marketing database is the well-oiled hub of all lead generation activity. Now for part 5.
  • MARKETING GENIUS BLOG  |  TUESDAY, SEPTEMBER 1, 2009
    [CRM, Lead Qualification] 7 Tips to Sell Sales on Lead Scoring
    Lead Scoring is a topic that Marketers can get really excited about. It feels good that you can measure the quality of a lead without ever speaking to them. However, the programmatic nature of lead scoring is not a natural fit for most sales people. This post gives some ideas to get sales excited about lead scoring.
  • B2B LEAD GENERATION BLOG  |  THURSDAY, AUGUST 13, 2009
    [CRM, Lead Qualification] 8 Tips for generating high quality leads that sales people love
    Ask most executives and marketers what sales people need to sell in this economy and they will say, "more leads." " So their lead generation focuses on getting MORE leads to their sales team but I've found that sales people really don't want more leads. Leverage effective lead management practices.
  • MODERN B2B MARKETING  |  THURSDAY, JULY 30, 2009
    [CRM, Lead Qualification] Salesforce.com Best Practices: Thought Leadership with David Taber, Author of Salesforce.com Secrets of Success
    David is the author of the new Prentice-Hall book, " Salesforce.com Secrets of Success ," which covers the people, policy, and process issues surrounding effective CRM solutions.  We'd discovered over years of consulting to Sales and Marketing VPs that most firm's CRM systems were not really functional.  Most leads are ignored anyway.
  • CHRIS KOCH  |  FRIDAY, JULY 24, 2009
    [CRM, Lead Qualification] We need an app for that
    He differentiates between a marketing funnel and a sales funnel because so many leads are lost in the handover between marketing and sales—94%, according to this report. The marketing funnel helps focus attention on a number of important issues: Qualify leads. Universal lead definition. Lead scoring. Lead nurturing.
  • CHRIS KOCH  |  FRIDAY, JULY 24, 2009
    [CRM, Lead Qualification] We need an app for that
    He differentiates between a marketing funnel and a sales funnel because so many leads are lost in the handover between marketing and sales—94%, according to this report. The marketing funnel helps focus attention on a number of important issues: Qualify leads. Universal lead definition. Lead scoring. Lead nurturing.
  • B2B LEAD GENERATION BLOG  |  MONDAY, JULY 6, 2009
    [CRM, Lead Qualification] On Lead Qualification: Turning Web Inquiries into Viable Sales Leads
    A common lead generation practice using B2B inbound marketing includes offering whitepapers, demos, trial software, or other content assets in exchange for registration information. The problem is that many marketers immediately turn these form registrations (aka web inquiries) over to the sales team as "leads."
  • ANYTHING GOES MARKETING  |  SUNDAY, APRIL 5, 2009
    [CRM, Lead Qualification] Top 10 Triggered B2B Email Marketing Campaigns
    While some marketing teams are facing cut backs and spending freezes or reductions, they still need to hit their goals which may include generating X number of leads, Y amount of influenced pipeline and/or Z amount of influenced sales. While many may label this as “lead nurturing”, it goes well beyond lead nurturing. Trial tips.
  • ANYTHING GOES MARKETING  |  SATURDAY, FEBRUARY 21, 2009
    [CRM, Lead Qualification] Email Autoresponders 2.0 in B2B Marketing
    The best in class marketers have their CRM synced up to their marketing automation platform which means that known contacts from their CRM should already have an associated sales rep. lead nurturing email marketing marketing automation RSS online marketing lead management Twitter lead qualification Web 2.0.
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