The Point
JANUARY 24, 2013
Key to designing an effective lead nurturing program is taking stock of your current lead management process. Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing.
The Point
JUNE 23, 2020
Any marketer (or sales leader) who has generated multiple leads within the same account only to realize, well downstream, that those “hand raises” were part of the same selling opportunity, or perhaps opportunities for different solutions, will see the wisdom of adapting lead management to the demand unit model.
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The Point
JANUARY 17, 2019
Some years ago, our firm conducted a lead management audit for a technology client who was struggling to convert raw, inbound inquiries into sales qualified leads. During the audit, it became quickly apparent that one of the major issues was at the very front end of the lead qualification process.
The Point
OCTOBER 1, 2021
This much is certain: allowing personal emails on forms will result in a greater percentage of early-stage leads, as well permitting those prospects who set up dedicated addresses (junk@ etc.) solely for the purpose of diverting marketing emails.
The Point
JUNE 5, 2018
for lead management to 3.35 However, when you consider that, in our model, a 5 represents the most advanced state of practice from a business theory perspective, and a 1 represents basic control and management of a process, you recognize how difficult the transition from 1 to 5 really is. for organization. LDW: Yes and no.
The Point
SEPTEMBER 8, 2010
If (as is likely) the concept catches on and extends in one form or another to other email clients, notably Microsoft Outlook , Priority Inbox could sound the beginning of the end for email as a lead generation tool. One, because the effectiveness of email as a tool for acquiring net new sales leads is already as bad as it’s ever been.
The Point
MARCH 22, 2019
Lead scoring – as a fundamental part of a company’s lead management strategy – has officially fallen out of fashion. The classic business case for lead scoring has been a function of inbound marketing and the traditional lead funnel. 3 Key Reasons Not to Give Up on Lead Scoring Click To Tweet.
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