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| | MARKETING ACTION
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. And worse: According to research from the CEB marketing Leadership Council, 49% of sales reps ignore more than half of all leads from marketing.
| | B2B LEAD GENERATION BLOG
NOVEMBER 3, 2014 [CRM, Lead Qualification] Introduction to Lead Management
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.
APRIL 12, 2016 | BIZIBLE
[CRM, Lead Qualification] Why You Need A Single Source Of Truth For Marketing Data
SEPTEMBER 11, 2015 | LEADERSHIP
[CRM, Lead Qualification] A 10-Point SLA for Sales and Marketing
MAY 15, 2015 | ANNUITAS
[CRM, Lead Qualification] SiriusDecisions Summit 2015: The Un-Death of B2B Sales
APRIL 3, 2015 | HUBSPOT
[CRM, Lead Qualification] 10 Myths About Lead Quality: Busted
DECEMBER 23, 2014 | SALES PROSPECTING PERSPECTIVES
[CRM, Lead Qualification] 3 Important Sales Trends & Predictions for 2015
NOVEMBER 3, 2014 | B2B LEAD GENERATION BLOG
[CRM, Lead Qualification] Introduction to Lead Management
| | SALES PROSPECTING PERSPECTIVES
DECEMBER 23, 2014 [CRM, Lead Qualification] 3 Important Sales Trends & Predictions for 2015
B2B sales and marketing leaders will need to decide whether they’re going to invest in content creation as a way to make noise or as a way to add value for customers. In terms of the social activity of sales reps, it’s worth noting that being good and thoughtful curators of content allows individual reps to help advance their organization’s content marketing goals.
| | LEADERSHIP
SEPTEMBER 11, 2015 [CRM, Lead Qualification] A 10-Point SLA for Sales and Marketing
In the case of Sales vs. Marketing, the ‘disconnect’ or dysfunctional system has worsened in many organizations. We have previously analyzed why sales people don’t follow up on the leads provided by marketing. But it doesn’t prove anything and these numbers don’t translate into leads!”. Marketing feels: “Sales is always dropping the ball. Click To Tweet.
| | MODERN B2B MARKETING
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. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.
| | BIZIBLE
APRIL 12, 2016 [CRM, Lead Qualification] Why You Need A Single Source Of Truth For Marketing Data
Origami Logic’s 2016 Marketing Signals Report found that the number one measurement struggle for marketers was having multiple systems that capture and measure the signals. In other words, marketers don’t have a single source of truth and have a hard time reconciling their different sources of data. What's the definition of a lead? Take the concept of leads, for example.
ANNUITAS | FRIDAY, MAY 15, 2015 [CRM, Lead Qualification] SiriusDecisions Summit 2015: The Un-Death of B2B Sales
As a passionate marketer who strives to transform demand generation each and every day, I tend to think that nothing can shock me. These and other similar statistics have led marketers to believe that the importance of B2B sales reps has diminished. We’ve focused on the digital channels for prospect engagement and, for the most part, thought of sales as a key ingredient of the process only after we’ve generated a Marketing Qualified Lead and passed it to a CRM platform for follow-up. stand corrected. And there you have it, the theme of the conference. MORE >>
HUBSPOT | FRIDAY, APRIL 3, 2015 [CRM, Lead Qualification] 10 Myths About Lead Quality: Busted
Your leads are the driver of your business. To grow and to gain customers you need to have quality leads that are actively engaged in your organization’s offerings—leads that are a fit for organizations strategy. While every organization has a unique approach to categorizing its leads, there are several myths associated with lead quality many organizations fall to. Lets take a look at 10 lead quality myths and debunk them using facts derived from industry data. Myth 1: Any lead is a Good Lead. This is where lead nurturing comes in. MORE >>
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. With lead scoring, you can attach values to each of your leads based on their professional information and the behavior they’ve exhibited on your website. Decide if Your Business Needs Lead Scoring. Maybe not. Company Type/Industry. MORE >>
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. The discussions usually revolve around issues such as how to nurture, the value of nurturing and what kind of content should be used in lead nurturing campaigns. My personal experience is that marketers definitely want to (and in some cases, are planning to) deploy lead nurturing of some kind. Define Your Lead Qualification Process. MORE >>
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 some of these “promises” can be achieved over time, it’s a fallacy to think that the purchase of technology will solve or eliminate all of our lead management issues. In fact three of the top five marketing automation vendors either use the term “lead management” to describe their solution or have it listed as a product/solution offering. MORE >>
- [CRM, Lead Qualification] Lead Generation Check list – Part 5: Treat your marketing database as a valued asset B2B LEAD GENERATION BLOG | THURSDAY, OCTOBER 8, 2009