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. It’s a combination of checking web resources, Salesforce.com information, Marketo Sales Insight , and account background to better understand: Who is your prospect? But do you have something relevant to say if you catch your prospect live? Check your CRM. MORE >>

In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. I'm going to introduce the players and coaches below and then summarize how the different parts fit together to create a Super Bowl caliber lead management process. The lead management process should start with the marketing team just as a football play begins with the quarterback getting the snap. That's because leads should never be punted anywhere. MORE >>

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. MORE >>

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 remains one of the most effective ways to cultivate, manage, and nurture leads, but on average, even best in class email marketing campaigns see only a 20% open rate and a 5% click through rate.  Email marketing calls to action Email Marketing interactive content lead qualification Lead Scoring measurement personalization MORE >>

Both organizations – as well as contributors in other places – fill it at the top with prospects. The nature of these processes weed out, at various stages, those prospects who are least likely to buy. 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. prospects complain about duplicate emails. MORE >>