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| | FEARLESS COMPETITOR
MARCH 30, 2012 [Funnel, Lead Generation] It’s the last Friday of Q1. Where are your sales prospects for Q2, Q3 and Q4?
While everyone’s trying to close every deal before the quarter ends today, think about this: “A 2011 joint study by Vorsight and The Bridge Group noted, “On average, sales reps report that only 31% of all leads generated fit their ideal customer profile. Said another way, sales reps believe roughly 70% of the leads they receive have a low probability to purchase.” ” (Adam Needles, Why Demand Generation Shouldn’t Be Focused On Marketing Qualified Leads ). Sales is not getting nearly enough Sales Qualified Leads.
| | MODERN B2B MARKETING
APRIL 5, 2011 [Funnel, Lead Generation] 4 Components of Successful Demand Generation Marketing
Today B2B marketers have to take a leadership role in lead generation – it’s not good enough to provide names on a list, you’ve got to create a conversation and hopefully, a relationship for success. In other words, you’ve got to generate and manage demand. So, what does it mean to be a demand generation marketer? Demand marketers use marketing automation.
NOVEMBER 22, 2013 | B2B LEAD BLOG
[Funnel, Lead Generation] What is a Lead? What is a Prospect?
JULY 31, 2013 | ACQUIRING MINDS
[Funnel, Lead Generation] Right Message, Wrong Target – A Field Guide
APRIL 4, 2013 | MODERN B2B MARKETING
[Funnel, Lead Generation] CRM Series: 3 Ways CRM Integration Creates Alignment and Drives Sales
OCTOBER 8, 2012 | SALES INTELLIGENCE VIEW
[Funnel, Lead Generation] Marketers are from Mars, Sales reps are from…
MARCH 30, 2012 | FEARLESS COMPETITOR
[Funnel, Lead Generation] It’s the last Friday of Q1. Where are your sales prospects for Q2, Q3 and Q4?
OCTOBER 24, 2011 | SALES LEAD INSIGHTS
[Funnel, Lead Generation] How to Improve Your Marketing Automation ROI
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| | ACQUIRING MINDS
JULY 31, 2013 [Funnel, Lead Generation] Right Message, Wrong Target – A Field Guide
In a never ending pursuit of new business, a marketing team has launched both inbound and outbound marketing programs to target a new market segment. The philosophy of ’grass is greener’ continues until the organization runs out of resources or markets or both. What if marketing and sales are communicating the right message but to the wrong audience?
| | MODERN B2B MARKETING
MARCH 9, 2011 [Funnel, Lead Generation] My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. Others refer to this group with different titles: Lead Qualification, Lead Generation, Business Development or even Inside Sales, though I don’t prefer that label since it incorrectly implies the group carries a revenue quota.).
| | B2B LEAD BLOG
NOVEMBER 22, 2013 [Funnel, Lead Generation] What is a Lead? What is a Prospect?
'As marketing rapidly evolves with marketing automation and predictive lead scoring , metrics and definitions evolve. Lead and Prospect are two words we hear a lot in marketing and sales roles but very rarely meaning the same thing. It’s actually critical to both marketing and sales success that these have a clear, measurable meaning.
| | MODERN B2B MARKETING
JUNE 30, 2011 [Funnel, Lead Generation] Dismantling The Brick Wall: 3 Things That Separate Sales & Marketing & Hinder Sales Effectiveness
by Carol Fox There’s nothing more frustrating than struggling to put a top-notch B2B marketing effort together, only to hit a brick wall of poor sales results. Often the wall exists as a function of poor sales and marketing alignment. This isn’t a new dilemma; companies have been dealing with the successful transition of leads from marketing to sales for what seems like forever.
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ANYTHING GOES MARKETING | SUNDAY, NOVEMBER 16, 2008 [Funnel, Lead Generation] The Recession is Here - Time to Become an Eco-Marketer
When I say that you should become an eco-marketer, I don't mean that you should add some corny green recycle image to your website (who would do that?) Although I'm a big supporter of environmental issues and started my career running an environmental organization , I would like to focus on eco-marketing in terms of demand creation. During my research, I stumbled upon a great article by the Canadian Marketing Blog called " 2009 B-to-B Demand Creation Trends " eh (Canadian joke). However, after I drank 10 cups of coffee, I've created my own version of the eco-marketer. MORE >>
SALES INTELLIGENCE VIEW | MONDAY, OCTOBER 8, 2012 [Funnel, Lead Generation] Marketers are from Mars, Sales reps are from…
Kelly works with prospective and current customers to “paint a picture” of where they can go with marketing automation and revenue performance management. have been involved with corporate marketers and sales reps for more than 25 years. I don’t have to tell you that marketers and sales reps see the world from different perspectives. I’ve been in organizations where marketers believe that they are doing all the hard work—finding and passing good leads over to sales reps—only to have the sales reps not follow up on them. This is absurd. MORE >>
SALES LEAD INSIGHTS | MONDAY, OCTOBER 24, 2011 [Funnel, Lead Generation] How to Improve Your Marketing Automation ROI
Effective B2B marketing processes plus automation yield outsized returns. recent research study by Sirius Decisions (sponsored by Marketo), Calculating the Return on Marketing Automation , shares a framework for establishing a return on marketing automation, and discusses why the purchase of a Marketing Automation Platform (MAP) alone - without the proper processes and skills wrapped around it - will likely produce disappointing results. It’s not about generating more leads; it’s about identifying the right leads. No MAP / No Processes. MORE >>
DIGITAL VOICES | WEDNESDAY, JULY 13, 2011 [Funnel, Lead Generation] Marketing Metrics: The key to marketing ROI
As every marketer knows, we exist in a point in time where paradigm-shifting innovations require us to constantly evaluate our programs and the value they deliver. With the growing expectation that marketing departments will increase revenue and cut costs, being able to quantify the results from previous programs and then predict the financial impact of future efforts are becoming must-do items. Check out the job boards; most senior marketing positions are being defined with a requirement for statistical analysis. How do you determine marketing ROI? Hurry up. MORE >>
SALES LEAD INSIGHTS | MONDAY, MAY 23, 2011 [Funnel, Lead Generation] B2B Marketing Automation: Crawl, Walk, Run, Win
B2B marketing automation, if done right, is an efficient and cost-effective tactic for engaging your prospects and helping them move forward in their buying process; ultimately generating more of the qualified, sales-ready leads that your salespeople and channel partners need to meet your company’s sales, revenue and growth goals. The bad news is that when it comes it comes to implementing marketing automation for generating, nurturing and qualifying leads, many B2B marketers are daunted by the perceived complexity. The good news? MORE >>
- [Funnel, Lead Generation] CRM Series: 3 Ways CRM Integration Creates Alignment and Drives Sales MODERN B2B MARKETING | THURSDAY, APRIL 4, 2013
- [Funnel, Lead Generation] Loose Coupling and Analysis of the Marketing Process DIGITAL BODY LANGUAGE | MONDAY, OCTOBER 19, 2009
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