Trending Sources

5 Best practices of trade show lead qualification

Biznology

Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Yes, it does, and here is a revision of my last blog specifically addressing trade show lead generation and qualification. While these individuals are often called “leads,” they are not.

How to Build a Lead Qualification Team

Sales Intelligence View

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. Source: Where did the lead originate?

Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment

B2B Lead Generation Blog

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. I hope the answers will help you solve specific challenges in defining qualified leads, nurturing them, and aligning your sales and marketing teams. How to define a lead. Q: What if salespeople have differing opinions about what a lead is? Q: What defines a stale lead?

Lead Qualification Best Practices: Sniff: “Inspect What You Expect”

Modern B2B Marketing

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. But do you have something relevant to say if you catch your prospect live?

Sales and Marketing: The technology behind CRM

B2B Lead Generation Blog

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. However, CRM technology potentially includes multiple pieces including email software and marketing automation (MA) solutions. Who owns [CRM technology] is a matter of the internal culture of a company,” Paul explained. Marketing, Sales (and IT) alignment.

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Status quo, you know, is Latin for 'the mess we're in.'

ViewPoint

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. Marketing tries to qualify a greater number of prospects. Here’s the problem.

How to Use B2B Social Media for More Efficient Lead Qualification

Social Media B2B

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!). By tapping into social intelligence, the modern and savvy sales professionals can access more personalized prospect information, in less time. Not all leads are created equal – even inbound ones. Convert the lead to an opportunity! Results.

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Create Your Social Selling Strategy in Just 3 Steps

Sales Intelligence View

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 If you’re in sales or marketing, you can’t go a day without hearing the term “social selling.” customer 2.0

Nurture Content Failure

ANNUITAS

A successful MAS instance has a lot of moving parts to consider – from the process-oriented questions of lead management and the handoff to sales, data quality and data management questions associated with new lead records (and old ones), CRM integration, and more – so it not surprising that most Enterprises struggle with marketing automation. Sales isn’t wrong.

The Past And Future Of sCRM In Prospecting And Selling

Sales Prospecting Perspectives

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. The places your prospects hang out in the social stream are opportunities to lay the groundwork for a relationship of trust. Check out your top competitors and see how they are approaching prospects on social media. People born at the turn of the 20th century saw a lot of change over their lifetimes. Listen first.

Marketing & Sales Misalignment…the Impact

ANNUITAS

If the marketing organization is producing lovely, glossy, well-written white papers and collateral without talking to the sales organization, how does marketing know whether or not the content is actually assisting sales or converting prospects to customers? Leads” are rejected. Agree on what the definition of a “qualified lead” is. Content is ineffective. It doesn’t.

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Sales Prospecting Perspectives Weekly Recap - Week of September 20, 2013

Sales Prospecting Perspectives

Happy Friday, Sales Prospecting Perspectives readers! Integrated marketing can help marketers reach customers and prospects across a range of channels, but doing so requires care and tact. Monday: On Monday, Samantha Goldman wrote Lead Statuses and the Importance of Moving Sales Prospects in CRMs. Enjoy! Employee productivity is key to a successful business.

Survey Says: 42% of CRM Users Plan to Invest in Marketing Automation

Marketing Action

Customer relationship management (CRM) systems are vital to businesses both large and small across multiple industries. A 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 how do CRM users feel about the solutions they’re using currently? CRM Marketing Automation

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3 Ways Interactive Content Can Boost Email Performance

It's All About Revenue

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. Email marketing calls to action Email Marketing interactive content lead qualification Lead Scoring measurement personalization

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.

The Key Marketing Automation Players On Your Team

ANNUITAS

Without these key players, you risk being able to execute programs and campaigns that support the business and integrate the system with your CRM to effectively to maximize opportunities and track revenue. The Power User knows the ins and outs of your company’s marketing automation infrastructure, the integration with your CRM platform, third party integrations (i.e. The CRM User.

Consider Lead Scoring to Better Engage Prospective Clients

Hinge Marketing

Lead scoring—the ranking of prospective clients (i.e., leads) according to the value each might bring to the firm—is one of the most valuable tools in business development (BD) and marketing. Unfortunately, most BD folks don’t know where to begin with lead scoring, let alone how to get the most out of it. What is lead scoring? Where to start?

The Three Pillars of Predictive Marketing

SalesPredict

There are three tools that work together to help your sales and marketing teams identify the hottest prospects—the leads and accounts scientifically most likely to buy from you. Most modern marketing teams have invested in marketing automation systems to help streamline demand generation, lead nurturing, segmentation, email campaigns, and other inbound marketing functions.

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3 Lead Management Questions Sales will Ask Marketing

It's All About Revenue

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. A healthy lead management process transcends sales and marketing, resulting in a unified view from inquiry through opportunity to revenue. Even a great lead management process will be questioned. Here are 3 questions sales teams often pose to marketing after implementing a lead management process. I used to get 100 leads a week, now I only get 15. Because of lead scoring , we now only pass on “sales ready” leads.

Top 10 Triggered B2B Email Marketing Campaigns

Anything Goes Marketing

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. Inactive or Dormant Lead campaign. in B2B Marketing ”.

Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

What this does is begin or continue the relationship between the prospect and sales rep. 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. Heather has some good tips to ensure that your information and call to action(s) is up to date. Chad H.

On Lead Qualification: Turning Web Inquiries into Viable Sales Leads

B2B Lead Generation Blog

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." " I’ve already written about why lead quality should be emphasized over quantity. Here's a lead qualification process that may help you turn your web inquiries into viable sales leads:  Step 1 - Create a marketing funnel.

Turn Leads into Qualified Leads - How to Rock Sales Development in 2015

3D2B

How to rock sales lead development? The quick answer…put a sales lead management team to work. That of course, begs the question, “what is a sales lead management team?” It’s that gap between the two disciplines where leads are lost either because marketing doesn’t qualify them or sales doesn’t follow up on them. Lead Qualification Quick response.

5 Ways Sales Intelligence can Increase Revenue

Sales Intelligence View

In the last post we explained that most companies deal with some very specific business pressures that slow down the process of finding new prospects and getting them into the sales funnel. Knowledge about your customers, finding new prospects and having a sales process that takes too long is a common pain point for businesses. 42% have insufficient knowledge of the business needs of prospects. 59% of the best in class companies have leveraged sales intelligence tools to identify or disqualify prospects with more accuracy. A strategy around using sales 2.0 Sales 2.0

8 Ways to Increase Sales

Sales Intelligence View

Leveraging traditional sales drivers and trigger events you are aware of, you will know which prospects have a much higher percentage of closing. Most sales people on average spend 10hrs a week researching prospects. Trigger events that effect your prospects and customers. More personal insights that turn your CRM contacts into people you can relate to and add context around.

B2B Lead Generation Blog: Disciplined Lead Qualification improves sales performance

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! They are not paid to do anything else. They are not paid to do anything else.

5 Useful Lead Nurturing Tactics to Get More Opportunities

B2B Lead Generation Blog

Lead nurturing is one of those things that’s easy to talk about but hard to do. In this article, I’ll share how to apply lead nurturing to help advance leads through three stages of your lead generation funnel to get more qualified opportunities. Three Lead Generation Stages You Need to Nurture. You need to learn if this person and/or their company is a fit and their level of qualification. At this stage, you’re moving them from being a lead to a sales qualified opportunity. Don’t rely on just one primary lead source. Lead Nurturing

How to Score Your Leads So Sales Works the Hottest Prospects

Hubspot

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.

How Predictive Intelligence Helps B2B Marketers with Buyer Targeting

SalesPredict

So how do you use the marketing automation and CRM systems you’ve invested in to improve buyer targeting and boost your demand gen results? Predictive intelligence can help identify and analyze behavior and intent data to provide a 360-degree view of prospects and their paths to purchase. Uncover the full picture of prospect behavior to identify who’s in market. How bad is it?

How to Marry Digital and Human-Touch B2B Marketing

It's All About Revenue

He leads customer acquisition programs for Fortune 500 companies, and is passionate about building strong business relationships through professional phone conversations. With all the gathering and chat online, it’s understandable that business managers perceive the Internet as a goldmine for connecting with prospective customers. Online Marketing: Bait for Leads. It’s fast.

B2B Lead Generation Blog: Lead qualification and scoring for better leads

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Are you currently sending your sales team qualified leads or merely inquiries?

Lead Nurturing 101: Keep in Touch with Your Leads Without Spamming Them

Sales Intelligence View

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. Nurturing programs should also keep the poorly scored leads in your system so you can stay top of mind in case their needs change.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15% of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. 1 challenge. Create a marketing funnel .

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation Blog

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. As I talk to marketers about their lead generation results, I often hear statements like, “We’re generating lots of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.” The more you can humanize your lead follow-up the better.

Lead Gen: A proposed replacement for BANT

B2B Lead Generation Blog

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. Persona Qualification. N = Need.

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SiriusDecisions Summit 2015: The Un-Death of B2B Sales

ANNUITAS

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. Enable sales with marketing program content so that they, too, can respond to prospect needs with the right message at the right time.

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A Structured Approach to Demand Generation Analytics

ANNUITAS

Really we want to know the critical path of content offer and engagement channel dialogue that led to someone becoming a qualified lead, opportunity and/or closed revenue? Elasticity looks at the probability that interacting with a given content offer or engagement channel will lead to a given outcome (e.g., Big Data propaganda is rampant these days. Garbage in; garbage out.