Industrial Marketing Today

OCTOBER 7, 2010

Lead scoring has become very important in today’s B2B marketing. Marketing’s role in interacting with prospects has expanded and goes further into the buy cycle than before. Lead scoring, a key component of lead nurturing and management, is an effective tool for aligning sales and marketing.

Lead Ranking 60

Lead Ranking Lead Scoring Sales Qualified Leads Marketing Qualified Leads 60

Industrial Marketing Today

APRIL 2, 2012

If done right, they can be very effective in content marketing for manufacturers and industrial companies. In the early stages of lead generation, you are primarily dealing with “suspects” – people who you have not yet qualified as prospects or leads. Videos that are non-product oriented. Infotaining” stuff.

Top of Funnel 60

Top of Funnel Ideal Customer Profiles Content Marketing Planning 60

Industrial Marketing Today

MAY 11, 2010

A vast majority of the survey respondents reported that outbound tactics outperformed inbound initiatives for generating qualified leads. I am wondering if it is a result of the age-old disagreement between sales and marketing on the definition of a qualified lead. This one caught me by surprise.

Sales Cycle 60

Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60