But left untreated MOFU is a serious condition that is proven to make thousands of advanced marketers very sick.  MOFU is the M iddle O f the FU nnel stage in a marketer’s lead funnel or revenue cycle. Far too often, a blockage develops in the MOFU stage where sales leads stagnate, wither, and die.  MOFU ailments are usually associated with advanced marketers because they have developed a marketing funnel process and the ailments can be detected with proper analytics.  Feed and nurture your leads. Just like anything growing, leads need to be fed.  MORE >>

B2B Lead Generation | 3 Recommendations in Lead Management. The three things Carlos recommends to someone getting started with  lead management include: Conduct an audit. Go though your lead management steps and determine where you are with you data, lead planning, metrics, etc. We offer a service called the Lead Generation Assessment , which is a lead management audit and cost only $4,995 plus expenses. Figure out between marketing and sales definitions such as a marketing qualified lead. MORE >>

In a special event, as part of our Revenue Masters series , we brought together some of the top minds in B2B demand generation to answer this critical question. Marketing and sales experts, Jill Konrath, Craig Rosenberg, Sandy Carter and Jon Miller weighed in on the debate with their perspectives, as well as provided advice for marketing and sales alignment. What is a lead? Jon Miller : In Marketo’s revenue cycle, a lead is a qualified prospect that is starting to exhibit buying behavior. How can you move leads forward? What is a Lead? MORE >>

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales.  We’ve written a lot about this topic: even though Sales is from Mars and Marketing is from Venus , companies that leverage the virtuous cycle and practice the three truths behind sales and marketing alignment can bridge the gap and drive outsized revenue growth. Put simply, SDRs pass the baton from marketing to sales. Marketers live and die by whether their leads turn into opportunities.  MORE >>

'by contributor | Tweet this Editor’s Note: Today’s blog post comes courtesy of Sam Boush, the President of Lead Lizard , a marketing automation agency based in Portland, Oregon that delivers world-class demand generation strategy, lead nurturing and lead scoring programs, lead management processes, and sales enablement programs. The following is the first of a two-part series on strategies to bridge the gap between sales and marketing. At its best, the relationship between sales and marketing is like a fresh romance. MORE >>