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Quality Matters – Analyzing the Effect of Quality on the Lead Handoff Process

ANNUITAS

We are glad to have Steve Woods, CTO of Eloqua as a guest contributor to The Annuitas Group blog. Steve is a thought leader in the world of marketing automation and lead management and is also a prolific writer on topics related to demand generation and the current transitions within the marketing profession.

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Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics

ViewPoint

There is something of an irony at work here in that the MA offerings focus on generating inbound leads, and it’s a requirement that MA vendors need to supplant their own functionality with huge investments in outbound lead generation, lead qualification and lead nurturing if they want to achieve enterprise-level, complex sale success.

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How To Enable B2B Content Bingeing

PathFactory

As marketers, our collective definition of the marketing qualified lead (MQL) is an important one. Yet most lead qualification models don’t allocate scores based on a person’s actual level of self-education or interest. Traditional lead scoring models don’t take time into account. And that’s a big problem.

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Why Sales Marketing Alignment Projects Fail

Envy

If the SDR/BDR “sits with” marketing, the criteria to become an MQL or SQL will be somewhat looser in order to ship over to sales as quickly as possible. If the SDR/BDR “sits with” sales, the MQL acceptance criteria will be far more stringent. This leaves sales as effectively a subsection of the marketing department.