Trending Sources

Is Anyone Leading Lead Management?

ViewPoint

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company. Telemarketing Sales.

Five Myths of Lead Management

ANNUITAS

Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. Over the last 12 months, marketing and sales dialogue increasingly has focused on how marketers can better engage with the more empowered B2B buyer and what they need to do in order to leverage the B2B buyer relationship. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. Lead Planning. Lead Routing. Metrics.

Oracle Named a Leader for 5th Consecutive Year in Gartner Magic Quadrant for CRM Lead Management

It's All About Revenue

Digital marketers are in a constant battle between driving leads and managing their CRM systems. With the ever growing and evolving CRM Lead Management market Gartner offers their Magic Quadrant evaluation of 17 providers to assist IT and Marketing Leaders to determine the right fit for their business. What is CRM Lead Management? Product News

Getting Demand Generation Right: 5 Things You Need to Change

CMO Essentials

While the way B2B buyers buy has changed significantly, many marketing and sales departments are struggling to keep up. Here are 5 things that B2B Marketing and Sales teams need to do differently in order to meet the needs of today’s modern buyer: 1. And they need to remove the cultural mantle that says sales is marketing’s customer. Unfortunately, my friend is right.

3 Demand Generation Goals to Avoid in 2013

The Point

Launch a lead nurturing program. Don’t get me wrong: lead nurturing is a worthy investment for most companies, but making lead nurturing a goal for the new year is akin to saying you want to do more marketing. Lead nurturing is a means to an end, a program in the service of a goal. Ask yourself: why lead nurturing? Create a social media campaign. And so on.

3 Lead Management Questions Sales will Ask Marketing

It's All About Revenue

by Doug Sechrist | Tweet this Most of you regular readers have hopefully broached the sales and marketing alignment discussion within your organization and are on your way to a building a lean, mean, revenue-producing machine. 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. I used to get 100 leads a week, now I only get 15.

Personal review: Aprimo Lead Management

Fearless Competitor

Does Aprimo Lead Management Measure Up? At the Aprimo Marketing Summit , I had a chance to take a close look at the Aprimo Lead Management offering. With my experience in B2B lead generation and marketing automation, I felt confident I could give them challenging questions. I found a very strong and graphical offering for lead management. But you sure better sketch it out on a white board BEFORE you try to create it in Aprimo Lead Management.). Find New Customers is one of few lead generation companies in New York.

Boost Demand Generation Using Target Ready Buyer Models

Tony Zambito

Recently, I published two articles related to 5 ways buyer behaviors are affecting B2B sales , and 5 ways they are affecting B2B marketing. Without question, changing buyer behaviors are also impacting how we think about Demand Generation or as it has been conventionally called – lead generation. Enabling Marketing and Sales with Target Ready Buyer Models.

Differences Between Demand Generation and Lead Generation

PureB2B

Demand generation is the process of creating and/or boosting awareness of a particular company or product with the intention of increasing leads. Lead generation is the process of collecting actual leads directly from consumers or client prospects and using those leads to boost revenue.”. As a subset of demand generation, lead generation comes next.

5 Power Players You Need On Your Lead Management Team

Marketing Action

If you could diagram the complexity of modern marketing and sales operations the intersecting lines of software, social, content, design, email and data would turn into a morass of cross hatching. Sales is no longer cold calling. Think of the sales lead process as a five-step system: Attract : Content and SEO are the magnets here. But there’s good reason for that.

FAQ 30

3 Steps to Improve Marketing and Sales Alignment

ANNUITAS

Whether you’re more like Ham or Smalls, chances are you’ve had a conversation with sales that included some miscommunication. A solid lead management framework is key to shared understanding and accountability. Lead management frameworks define how and when leads are qualified, scored, and managed throughout the sales process. The Sandlot.

MQL 98

Oracle Eloqua Named a Leader in the Gartner Magic Quadrant for CRM Lead Management

It's All About Revenue

by Eloqua | Tweet this The 2013 Gartner Magic Quadrant for CRM Lead Management has been published and Oracle Eloqua is in the Leaders quadrant for the second consecutive year. As the centerpiece of the Oracle Marketing Cloud, Oracle Eloqua is adding leading marketing automation and lead management capabilities to Oracle’s Customer Experience (CX) solution.

Leadspace and LeanData Partner to Drive ABM with Unparalleled Combination of Predictive Analytics and Lead Management

LeanData

Partnership Combines Lead Routing, Matching, Predictive Data Enrichment. Automated Lead Matching and Routing Brings Speed and Accuracy for ABM. Leadspace and LeanData today announced a partnership to provide lead routing, matching and predictive enrichment of both individual and company contact data. But routing leads for prompt follow-up is a major challenge.

3 Recommendations in Lead Management from Carlos Hildago

Fearless Competitor

The three things Carlos Hidalgo recommends to someone getting started with lead management include: Conducting 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. Figuring out (with sales) the definitions of each buying cycle. Figure out between marketing and sales definitions such as a marketing qualified lead.

Lead Management: 7 Steps to the Process that Creates Revenue

Marketing Action

Editor’s note: Jay Hidalgo is – among other things – the Demand Gen Coach. He’s spent over 20 years in the trenches, working hand-in-glove with with enterprise, midmarket, and smaller companies to develop and build buyer research, demand generation, database development, and lead management programs. This post was originally published on his Demand Gen Coach blog.

4 Roles of a Demand Generation Strategy Consultant

ANNUITAS

When I explain that I’m a Demand Generation Strategy Consultant the confusion and lack of understanding is further magnified. What is Demand Generation? I work with large businesses that sell to other businesses to help them figure out how to generate awareness, turn the awareness into sales opportunities, and ultimately drive revenue from their marketing and sales efforts.

Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election

Fearless Competitor

Jeff Ogden, President of the B2B demand generation company Find New Customers wishes to congratulate all the winners, and to say that we are honored to be included with so many B2B marketing experts. Obermayer, executive director of the Sales Lead Management Association, announced the results of the voting for the Most Influential People in Sales Lead Management in 2011.

Demand Generation – It’s Not That Easy

ANNUITAS

In reading many of the blogs and listening to some of the webinars and speeches that have been given about Demand Generation one would think that the path to Demand Generation is just a few simple step away. Is success on impacting pipeline and generating demand really just a few simple steps away? Figure 1: ANNUITAS Demand Process Architecture. Really?

Jeff Ogden of Find New Customers named one of “50 Most Influential List in Sales Lead Management for 2011?

Fearless Competitor

Jeff Ogden of Find New Customers is named one of 50 Most Influential List in Sales Lead Management for 2011. “ This prestigious award demonstrates that so many respect our deep knowledge of B2B demand generation and lead management and we are honored to be in such prestigious company.” Instead, just prove them wrong with your success.

4 Steps for Making Demand Generation More Social

It's All About Revenue

by Rob Bois | Tweet this Pick up any sales or marketing trade pub, and you’re likely to see that 2011 was the year of social. While B2B companies have jumped on the bandwagon, demand generation marketers often struggle to find its value. It’s one thing to tweet about your company and build a Facebook page, but B2B firms are now looking to tie Social to measurable lead generation.

Demand Generation and Lead Management Explained

The Effective Marketer

Last week Carlos Hidalgo , CEO of the Annuitas Group , shared on the Software Advice blog a nice video explaining two basic concepts that are often used interchangeably by vendors and even analysts in the Marketing Automation space but should in fact be treated as separate concepts: Demand Generation and Lead Management. Demand Generation vs. Lead Management. According to Carlos, Demand Generation has two goals: Filling the funnel. It is the technology behind your demand / lead processes. How About Marketing Automation?

2011 Lead Management Optimization Study

Fearless Competitor

B2B Demand Generation | CSO Insights new study on Lead Management is released. – 2011 Lead Management Optimization Study. To give you a small taste, here are some findings: Sales is generating more than half of their own leads Jim Dickie, CSO Insights. Lead conversion rates continue to deteriorate. ouch!). What do you think?

A Follow-Up Strategy for Content Syndication Leads

The Point

It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail. Here’s an example of a sales email that is adapted specifically for content syndication by doing the following: 1.

The top 50 in sales lead management: Whon do you pick to be on the list?

Fearless Competitor

Don’t miss your opportunity to vote for your top three candidates to be among the “50 most influential people in sales lead management” in 2011. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time ( UTC-8 ) on Wednesday, November 30th. Demand Generationlink]. Thank you.

Link 31

The B2B Lead Generation-Demand Generation Book “Hall of Fame”

NuSpark

B2B lead generation and lead management is a complicated process that can’t be detailed all in one book. If you’ve toured the NuSpark Marketing website, it’s evident that proper funnel optimization and lead management approaches must focus on the specific micro elements of the funnel in order for the entire lead generation process to work seamlessly.

A Simple 2-Step Technique for Improving Lead Follow Up

The Point

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. That latter group becomes fodder for ongoing nurturing, in the hope that further education and brand awareness will ultimately result in conversion to qualified leads. There is a better way.

Lead 116

The top 50 in sales lead management: Times almost up. Whom do you pick?

Fearless Competitor

Don’t miss your opportunity to vote for your top three candidates to be among the “50 most influential people in sales lead management” in 2011. . Because the Sales Lead Management Association (SLMA) closes the polls at Midnight Pacific Time ( UTC-8 ) tomorrow. Demand GenerationTIME IS ALMOST UP! So vote now! link]. Thank you.

Link 25

Demand Generation Benchmarks & Trends: Software Marketer Edition

Hubspot

The marketing formula seems simple: Attract audiences, engage prospects, convert leads, and facilitate retention. One of the biggest "wins" you can achieve is the ability to connect your disparate initiatives into a scalable, predictable demand generation engine. Below, we dove into several demand gen benchmarks from one industry in particular: software. Tweet This Stat ).

The top 50 in sales lead management: Whom do you pick to be on the list?

Fearless Competitor

Don’t miss your opportunity to vote for your top three candidates to be among the “50 most influential people in sales lead management” in 2011. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Wednesday, November 30th. Filed under: Demand Generation. Demand GenerationBoth members and non-members can vote. So why don’t you click this link to cast your votes right now? . link]. Thank you.

Link 23

BANT Criteria in a Buyer-Centric World? No More

ANNUITAS

Everyone in sales and marketing knows what BANT stands for – Budget, Authority, Need and Timeframe. This concept was first introduced by IBM in the early 2000s and was the gold-standard for qualifying sales and marketing “leads.” With strategic demand generation, sales and marketing work together to help educate our buyers as they proceed through this buying process.

BANT 99

Demand Generation – It’s Not That Easy

ANNUITAS

As we go into event season-it’s good to remember that building a Demand Generation Strategy isn’t easy. In reading many of the blogs and listening to some of the webinars and speeches that have been given about Demand Generation one would think that the path to Demand Generation is just a few simple steps away. Figure 1: ANNUITAS Demand Process Architecture.

Define and Conquer: Tips to Improve Sales and Marketing Alignment

It's All About Revenue

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. Brad Giles, Sr.

Measure Your Way to Lead Nurturing Success

The Point

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. That, ultimately, is what lead nurturing is designed to do – move leads towards opportunity and close. and so on. The results were dramatic.

Carlos Hidalgo of ANNUITAS Named as One of the Top 50 Most Influential in Sales Lead Management by the Sales Lead Management Association

ANNUITAS

Press Releases Carlos Hidalgo demand process James Obermayer sales lead management association top 50 “I am honored to be named to the SLMA 50 again this year and appreciate the recognition from my peers and colleagues,” stated Hidalgo.

5 Ways to Expand Lead Nurturing Beyond the Inbox

The Point

Email may still be the workhorse in how B2B companies build relationships, maintain awareness, qualify leads and nudge prospects along the sales cycle, but these days, it pays to think about “lead nurturing” as more just an email campaign. The post 5 Ways to Expand Lead Nurturing Beyond the Inbox appeared first on The Point.

Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

In fact, what was most impressive was the relative consistency of the rankings, with ead nurturing, analytics, and lead scoring at the top in both surveys, email and campaign management in the middle, and list segmentation is at the bottom. I''d guess this is because they are answering specifically about marketing management. Here’s how I see things. But take a closer look.

3 Recommendations in Lead Management from Carlos Hildago

Fearless Competitor

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. Figure out (with sales ) the definitions of each buying cycle.