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What’s a “Marketing-Qualified Lead”?

Marketing Action

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.

Introduction to Lead Management

B2B Lead Generation Blog

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.

3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

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.

Trends 101

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.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

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.

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. Decide if Your Business Needs Lead Scoring. Maybe not.

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.

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. 

Lead Generation Check list – Part 5: Treat your marketing database as a valued asset

B2B Lead Generation Blog

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. Treat your marketing marketing database as a valued asset. For this reason, I believe many readers will be tempted to skip reading but I cannot overstate the importance of your marketing database asset. I've believe the quality the marketing database can influence your lead generation or nurturing program’s success by a factor of 50 percent.