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Taking Stock of Your Lead Management Process: 5 Key Questions

The Point

Key to designing an effective lead nurturing program is taking stock of your current lead management process. Note: it’s critically important that representatives from your sales organization have a seat at the table for this initial discovery process – not just management, but the people “in the trenches” who qualify, respond to, and follow up with sales leads.

Manufacturers Need Lead Management to Close the RFQ Gap

Industrial Marketing Today

Talking to manufacturers and industrial companies on a daily basis has convinced me that when they say they need help with their lead generation, they really want more RFQ (Request For Quote) opportunities. Generating new leads, qualifying and nurturing them until they turn into a RFQ is too much work for them. For a real-life example of this lead generation disconnect, read my post, Manufacturers: Don’t Start a Lead Generation Campaign without Sales. See my article, “Inbound Marketing Must Set the Table for Industrial Sales.”.

16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . In this post, I’ll share 16 proven ways get better sales opportunities from your lead generation and account based marketing. Click To Tweet.

3 Lead Management Questions Sales will Ask Marketing

It's All About Revenue

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.

Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

B2B Lead Generation Blog

Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. In fact, in a recent lead generation poll I conducted through my LinkedIn group, I found that converting leads to pipeline revenue was the biggest challenge for marketers.

A Follow-Up Strategy for Content Syndication Leads

The Point

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. The post A Follow-Up Strategy for Content Syndication Leads appeared first on The Point. references the specific content asset. 2.

How to Use LinkedIn to Generate Leads

B2B Lead Generation Blog

Without some of us even noticing, LinkedIn developed into a useful publishing platform and lead generation tool for marketers and sales people looking to build relationships with prospects. But if you’re looking for an easy lead source, you won’t find it here. After using LinkedIn to build my own discussion groups, I’ve discovered that using LinkedIn as a lead generator can be a pretty simple process  — if you’re willing to invest a little time sharing your expertise and thought leadership. Check out the B2B Lead Gen Roundtable Group on LinkedIn.

The Rules of Lead Generation Defined – Book Review

Anything Goes Marketing

For years I’ve been helping B2B marketers execute on their marketing strategies and at times I felt like I was working from scraps of information here and there that I have learned over the years. The issue was that there really wasn’t a guide for B2B marketers. We now have one: The New Rules of Lead Generation: Proven Strategies to Maximize Marketing ROI by David T. email marketing lead generation marketing metrics lead conversion Advocate Marketing social media lead management integrated marketing closed loop

How to Leverage Data-Driven Marketing to Generate Leads

PureB2B

“Measurement is the first step that leads to control and eventually to improvement. Among marketers, whether traditional or digital, data is king. Every marketing decision must be based on cold, hard data, and every initiative should be monitored to produce more data so that it can be leveraged in the future. In short, data-driven marketing is not a buzzword; it’s a necessity.

Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election

Fearless Competitor

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.

6 Tips for Symbiotic Sales & Marketing Lead Management

Hubspot

Planning meetings and informal discussions go a long way toward repairing the rifts between sales and marketing, but both teams need to see the impact of those conversations to really establish trust. To make sure that application goes off without a hitch, let's discuss six tips for managing the lead generation and hand-off process so that both teams can meet their SLA goals.

Is Marketing Automation Right for Every Company?

The Point

For those of us who work in and around the technology every day, it can seem like marketing automation is already pervasive. Analyst David Raab reports that for companies under $5 Million in revenue, marketing automation penetration is a miserly 5 percent. Even then, however, the vast majority of B2B marketers have yet to take the plunge. You can access the full podcast here.

Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

B2B Lead Generation Blog

Tweet In his most recent post , Dave Green pointed out how marketers invest most of their budget on trade shows even though it ranks fourth in effectiveness. He went on to explain how to get a better return on your trade-show investment through lead scoring. Now I’m going to share nine tactics that will drive those lead scores – and your ROI – even higher: Do thorough research.

How to Turn Your Blog into a Lead Generating Machine

PureB2B

In today’s digital landscape, businesses have come to rely on automation to perform a large bulk of their marketing tasks. Blogs are also widely recognized as an excellent way to generate leads, and a huge help when it comes to achieving a robust bottom line. Generate Quality Leads. You can also use their contact info for target marketing and advertising purposes.

BANT Criteria in a Buyer-Centric World? No More

ANNUITAS

Everyone in sales and marketing knows what BANT stands for – Budget, Authority, Need and Timeframe. With strategic demand generation, sales and marketing work together to help educate our buyers as they proceed through this buying process. Author: Erika Goldwater CIPP/US @erikawg Vice President, Marketing, ANNUITAS. Blog BANT Lead managementNot so much.

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12 B2B Marketing/Lead Generation Assessments; Is Your Firm Optimized?

NuSpark

Sometimes it’s good to step back and assess your eMarketing and lead generation strategy and tactics. All of our initial engagements begin with a 12-step lead management assessment. After we do our assessments, we put together a detailed strategic plan designed to optimize each specific element of your marketing strategy.  We’re always surprised how many firms aren’t … [ visit site to read more ]. Conversion Tactics Marketing Strategy Tactical Services

Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.

The Point

A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. Certainly.

Marketing Automation Simplified [Slide Deck]

It's All About Revenue

by Eloqua | Tweet this Looking for more information about marketing automation, but afraid to ask? Calm your marketing chaos! Check out our new slide deck presentation via SlideShare  (also embedded below) for tips on how marketing automation can help your team work smarter, not harder! Marketing Automation Simplified from Eloqua.

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

ViewPoint

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Should CMOs feel confident that these leads from marketing automation are ready for sales to close.

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5 Campaign Ideas for When You Have No Content

The Point

For today’s B2B marketer, content is the fuel that feeds the demand generation engine. But when lead generation, lead nurturing , customer marketing and social media programs all require a constant feeding of new, compelling content, what do you do when the pace of new programs outstrips your ability to generate that content? Run a survey.

A B2B Marketing-Lead Generation Fable: “The Lead That Jack Sold”

NuSpark

The fable below shows a typical flow of how a b2b lead can become a sale through a solid marketing process and lead management strategy. Have a little fun… The Lead That Jack Sold. This is the lead that Jack sold. This is the CRM that gave the lead that Jack sold. This is the high lead score that … [ visit site to read more ]. Marketing Strategy UncategorizedIf you remember the fable, The House That Jack Built , then you’ll enjoy the below.

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

ViewPoint

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Should CMOs feel confident that these leads from marketing automation are ready for sales to close?

View 95

How to Use LinkedIn to Generate and Qualify B2B Leads

Modern B2B Marketing

As a result, B2B marketers sometimes overlook the professional social media site’s ability to support lead generation and qualification. Part of the reason many B2B marketers overlook LinkedIn’s potential is that they don’t realize the breadth of information available. How have you used LinkedIn content to support your firm’s lead generation and qualification efforts?

How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

B2B Lead Generation Blog

Tweet In the 2012 B2B Marketing Benchmark Report , 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails. Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.

Engagement and Eloqua Experience

Avitage

As B2B marketers, we have to be careful not to get too caught up in mechanics and focused just on “hard” outcomes we can measure and report. Here is the question for the Engagement topic: Engagement: What most reduces your effectiveness engaging customers to generate leads? For the modern marketer, everything emanates from changes in the.

5 Simple Ways to Take Your Lead Nurturing Program to the Next Level

The Point

You know that monthly newsletter you blast to your entire database under the guise of “lead nurturing”? And those Webinar invitations that you broadcast to every trade show lead you’ve generated since 2005? There was a time when lead nurturing was synonymous with simply staying in front of prospects. We need to talk. You can do a lot better. Campaigns based on behavior.

The B2B Online Marketing Playbook: A CEO’S Guide to Risks and Rewards

Marketing Action

That’s especially true when it comes to marketing technology. There are so many options out there – it seems like everywhere you look, there’s a new way to spend your marketing dollars. But sometimes, today’s hottest marketing trend can turn into tomorrow’s dud – or worse, a PR disaster. How can you find the marketing tactics that will work for your company?

Increasing Conversion Rates – Part 2

ANNUITAS

All modern marketers want to increase conversion rates –it’s just good marketing. By taking a strategic approach in developing a Demand Generation Strategy vs. a tactical approach, marketers can make a bigger impact in their results. In most organizations, these two types of leads are classified the same way, despite the fact that they require different approaches.

The Modern Marketer's Field Guide: Have You Read it? You Should

Anything Goes Marketing

When it comes to B2B marketing, there are not a lot of great books out there. For the most part, the books that do exist focus on the novice marketer or focus on high level approaches. Matt Heinz has brought us probably the most practical book out there for the more advanced B2B marketer - the modern marketer. The Modern Marketer''s Field Guide is a must read for any marketer that is looking to.

Learn How to Maximize Lead Generation

B2B Lead Blog

And if you’re extra lucky, she agrees to an interview drawn from her new book “Maximizing Lead Generation.”. What are the biggest challenges for marketer to generate the number of leads they need currently? Learn the key framework from Ruth Stevens to create a lead process and generate more qualified B to B leads. Lead Nurturing Lead Scoring

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

What are the five ways you can immediately improve your account based marketing (ABM) and selling? recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. Jim:   Hi, we’ve got Brian Carroll on today, and we’re going to talk about five ways to improve account based marketing and selling. Break].

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation Blog

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. As I talk to marketers about their lead generation results, I often hear statements like, “We’re generating lots of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.” Serve them. 3. 

Sales Alignment: Put Theory Into Practice

Marketing Action

Theory: Develop a strategy across the entire sales and marketing funnel. Firstly, make sure representatives from both marketing and sales are present. Theory: Produce content across the sales and marketing cycle. Theory: Have a well-defined process for lead management and internal team management. “Sales alignment” began as an interesting concept.

B2B: Involve Your Sales People in Social Media Marketing and CRM Now

Conversionation

All these people-to-people interactions lead to a perception of your company and brand by your clients and prospects. In some companies, the role of sales has been reduced by strict lead management processes, whereby the role of sales reps has been reduced to order intake. Are marketing and PR aware of the reality that good sales people (and customer service reps, etc.)

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How Effective is Your Lead Generation? Key Insights from Lenskold Group’s 2012 Lead Generation Marketing Effectiveness Study

Modern B2B Marketing

by Dayna Rothman The Lenskold Group and The Pedowitz Group recently released their 2012 Lead Generation Marketing Effectiveness Study. The study draws on 373 B2B marketers to discuss the practice of lead generation , marketing automation, ROI, and how they are all interrelated. And metrics are a key part of marketing automation. 30% no.

Demand Generation Strategies & Lead Management Processes First

ViewPoint

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. Nonexistent lead management processes. Not enough of the right content.

Buying software is easy. Fixing lead generation is hard.

Fearless Competitor

B2B Lead Generation | Buying stuff is easy – fixing problems is hard. And every Friday we do a fun B2B marketing show called Laugh and Learn – teaching a key marketing lesson using wit and humor. SaaS marketing products like Marketo , Hubspot , Eloqua and the like are very, very easy to buy. Remember, we need fewer and better leads for sales.).

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Converting Trial & Freemium Users: Keep Selling Post-Trial

The Point

Lead nurturing programs designed to convert trial users tend to focus, as they should, on the very front end of the trial period, when it’s critical to make sure the user is fully engaged with the product being tested. However, with a marketing automation system in place, those same companies can still integrate telemarketing based on specific demographic or behavioral criteria.

My Key Takeaways as a B2B Summit Clinic Coach: Top lessons from real-world marketers and actionable ideas to drive marketing success

B2B Lead Generation Blog

Tweet I just got back from this year’s round of MarketingSherpa B2B Summits in Boston and San Francisco, where I provided one-on-one coaching to attendees, marketers from Fortune 500 organizations, leading private companies, and emerging businesses. Frankly, I don’t know who walks away more enlightened – the marketers I was coaching or me. So what did I tell those marketers?