Is Anyone Leading Lead Management?
JUNE 15, 2016
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
APRIL 26, 2011
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.
Getting Demand Generation Right: 5 Things You Need to Change
NOVEMBER 13, 2015
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.
Differences Between Demand Generation and Lead Generation
JUNE 12, 2016
“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.
3 Lead Management Questions Sales will Ask Marketing
It's All About Revenue
AUGUST 1, 2011
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. healthy lead management process transcends sales and marketing, resulting in a unified view from inquiry through opportunity to revenue. used to get 100 leads a week, now I only get 15.
3 Demand Generation Goals to Avoid in 2013
JANUARY 17, 2013
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.
How Much Of My Demand Generation Budget Should I Be Spending On Lead Nurturing?
DECEMBER 14, 2012
One of the most frequent questions we’re hearing from clients during this planning season pertains to the balance between pure lead generation on the one hand, and lead nurturing on the other. Specifically, the question is: How much of our total demand generation budget should we spend on generating net new leads, and how much should we spend on converting the leads we have?
4 Roles of a Demand Generation Strategy Consultant
JULY 7, 2016
When I explain that I’m a Demand Generation Strategy Consultant the confusion and lack of understanding is further magnified. I can see their gears turning. What is Demand Generation? We do this using buyer research, technology, content, data and lead management best practices. There are four roles that Demand Generation Strategy Consultants play: Researcher-.
3 Steps to Improve Marketing and Sales Alignment
NOVEMBER 10, 2015
Whether you’re more like Ham or Smalls, chances are you’ve had a conversation with sales that included some miscommunication. solid lead management framework is key to shared understanding and accountability. MQL, SAL, SQL, OMY (OK, I made that last one up) are just some of the acronyms you may be using in conversations with sales. Smalls: Some more of what?
Boost Demand Generation Using Target Ready Buyer Models
FEBRUARY 2, 2012
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.
Personal review: Aprimo Lead Management
MARCH 10, 2011
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. I was able to grill them with questions that trip up many vendors. With my experience in B2B lead generation and marketing automation, I felt confident I could give them challenging questions. 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.). Quality leads matter.
Oracle Eloqua Named a Leader in the Gartner Magic Quadrant for CRM Lead Management
It's All About Revenue
MAY 6, 2013
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.
Demand Generation – It’s Not That Easy
MARCH 27, 2014
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. I once heard at a conference one of the speakers tell a room full of marketers “all you need is the desire to want to make it better, and you will.” Really?
3 Recommendations in Lead Management from Carlos Hildago
APRIL 13, 2011
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.
BANT Criteria in a Buyer-Centric World? No More
JULY 5, 2016
Everyone in sales and marketing knows what BANT stands for – Budget, Authority, Need and Timeframe. Vendors and sales people are not the gatekeepers of information any longer and multiple analyst reports state that buyers are generally through 50-70% of their buying journey by the time they first interact with sales. Blog BANT Lead managementNot so much.
Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election
DECEMBER 27, 2011
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.
Jeff Ogden of Find New Customers named one of “50 Most Influential List in Sales Lead Management for 2011?
JANUARY 5, 2012
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.
A Follow-Up Strategy for Content Syndication Leads
AUGUST 25, 2015
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.
Carlos Hidalgo of ANNUITAS Named as One of the Top 50 Most Influential in Sales Lead Management by the Sales Lead Management Association
DECEMBER 12, 2013
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.
4 Steps for Making Demand Generation More Social
It's All About Revenue
JANUARY 30, 2012
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.
The B2B Lead Generation-Demand Generation Book “Hall of Fame”
JANUARY 21, 2012
Below are a variety of books that I consider the cream of the crop in b2b marketing and lead management. I’ve built my practice utilizing key points made in each book in addition to my own lead generation experiences. I would look forward to discussion on any books you think should be on my “hall of fame” list. General B2B Marketing & Lead Generation. Ruth P.
Measure Your Way to Lead Nurturing Success
JANUARY 27, 2016
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. The results were dramatic.
A Simple 2-Step Technique for Improving Lead Follow Up
JULY 14, 2015
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.
Demand Generation and Lead Management Explained
The Effective Marketer
DECEMBER 20, 2011
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
JULY 21, 2011
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?
Demand Generation Benchmarks & Trends: Software Marketer Edition
MAY 8, 2015
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 ).
Top 10 Marketing Automation Mistakes
JULY 21, 2016
Launching lead scoring too soon. Lead scoring is a core marketing automation functionality, and a key driver for one of the primary benefits of the technology, namely sales productivity. well-planned, well-designed lead scoring schema ensures that sales reps are spending time with the leads that most merit the investment. Not setting up SPF and DKIM.
Demand Generation – It’s Not That Easy
SEPTEMBER 30, 2014
As we go into event season-it’s good to remember that building a Demand Generation Strategy isn’t easy. Is success in today’s ever changing B2B buying environment really just a matter of want to? Is success on impacting pipeline and generating demand really just a few simple steps away? Figure 1: ANNUITAS Demand Process Architecture. Really?
Define and Conquer: Tips to Improve Sales and Marketing Alignment
It's All About Revenue
APRIL 29, 2013
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.
The top 50 in sales lead management: Whon do you pick to be on the list?
NOVEMBER 15, 2011
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.
5 Ways to Expand Lead Nurturing Beyond the Inbox
JUNE 8, 2016
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.
3 Common Mistakes in Demand Generation
MAY 5, 2016
Marketers are often eager to get started on the road to Demand Process Transformation℠. Three common mistakes can wreak havoc on demand generation planning, no matter how ready you think you are to move forward. research-based, customer-centric strategy must always drive the development and approach of any Demand Generation program. “Hold the vision; trust the process.”.
Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel
B2B Lead Generation Blog
AUGUST 30, 2011
Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior.
Marketing Automation 2014 Industry Overview: What the Surveys Tell Us
Customer Experience Matrix
FEBRUARY 13, 2014
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. The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks.