Taking Stock of Your Lead Management Process: 5 Key Questions
JANUARY 24, 2013
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.
3 Lead Management Questions Sales will Ask Marketing
It's All About Revenue
AUGUST 1, 2011
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.
6 Best Practices for a Lead Management Strategy
JULY 2, 2013
One of marketing automation’s big wins is the ability to create a continuous process to manage leads at scale. Act-On’s new white paper, Best Practices for a Lead Management Strategy , outlines six steps to figuring out the best process for your organization: 1. Have a plan for how leads are qualified and routed. Create buyer personas for leads.
Manufacturers Need Lead Management to Close the RFQ Gap
Industrial Marketing Today
MARCH 16, 2012
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.”.
How to Use LinkedIn to Generate Leads
B2B Lead Generation Blog
MARCH 16, 2015
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.
Writing effective email copy from an expert in B2B marketing, lead generation and lead nurturing
Sales Lead Insights
JULY 22, 2011
This is the latest in our ongoing series of tips from some of the experts who provide our sales lead management consulting and training services and our marketing automation and lead-generation agency services. Meryl is a professional writer and editor who specializes in online B2B lead generation and lead nurturing. Click here to learn more.
A Follow-Up Strategy for Content Syndication Leads
AUGUST 25, 2015
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.
The Rules of Lead Generation Defined – Book Review
Anything Goes Marketing
MAY 28, 2013
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
6 Tips for Symbiotic Sales & Marketing Lead Management
MAY 28, 2012
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.
Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline
B2B Lead Generation Blog
OCTOBER 12, 2009
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.
Sales Lead Management Association Announces Winners of the 2011 “50 Most Influential People in Sales Lead Management” Election
DECEMBER 27, 2011
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.
Marketing Automation Simplified [Slide Deck]
It's All About Revenue
NOVEMBER 14, 2013
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:
AUGUST 26, 2014
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.
Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
AUGUST 19, 2014
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?
Is Marketing Automation Right for Every Company?
AUGUST 22, 2014
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
JANUARY 15, 2012
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.
The B2B Online Marketing Playbook: A CEO’S Guide to Risks and Rewards
FEBRUARY 16, 2015
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?
Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.
SEPTEMBER 30, 2013
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.
A B2B Marketing-Lead Generation Fable: “The Lead That Jack Sold”
JANUARY 23, 2011
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.
5 Campaign Ideas for When You Have No Content
JUNE 27, 2012
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.
12 B2B Marketing/Lead Generation Assessments; Is Your Firm Optimized?
JANUARY 9, 2011
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
Demand Generation Strategies & Lead Management Processes First
MARCH 1, 2012
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.
How to Use LinkedIn to Generate and Qualify B2B Leads
Modern B2B Marketing
JANUARY 18, 2012
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
DECEMBER 29, 2011
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.
Increasing Conversion Rates – Part 2
APRIL 21, 2015
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.
Sales Alignment: Put Theory Into Practice
JANUARY 28, 2015
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.
My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
Modern B2B Marketing
MARCH 9, 2011
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.
The Marketing Skills Gap is Very Real
It's All About Revenue
APRIL 17, 2012
by Christina Pappas | Tweet this Marketing might be in my blood. My father was a marketer before me, back in the 80’s and 90’s on the cusp of the personal computer and the birth of the Internet. But fast-forward 10, 15 years and those same marketers we’re now trying to figure out SEO strategy, adopting marketing automation to track buyer behavior and deliver timely content, and parsing social media for lead generation opportunities. There’s a lesson here: The marketing skills gap is very real. Marketing isn’t a young person’s game.
5 Simple Ways to Take Your Lead Nurturing Program to the Next Level
AUGUST 15, 2012
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.
10 Ways to Optimize Your Lead Conversion Rate
B2B Lead Generation Blog
OCTOBER 27, 2014
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.
Buying software is easy. Fixing lead generation is hard.
MAY 25, 2011
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.).
Global Software Provider Mikogo Uses Marketing Automation to Drive Results
DECEMBER 18, 2014
Rapid growth, lots of leads, and a busy sales team. It is, but it can become a problem when you don’t have the right information to qualify leads and reach out to each one in a targeted, relevant way. Too Many Leads, Not Enough Time. Generating new leads hasn’t been the problem for the marketing team at Mikogo. Results that Lead to Revenue.
Learn How to Maximize Lead Generation
B2B Lead Blog
DECEMBER 2, 2013
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
Think Outside the Desktop: How to Build Your Email List Offline
JULY 8, 2015
B2C marketers might have a slight advantage when it comes to offline list building, but not by much. B2B marketers can do just fine if they refine where they promote their offline list building efforts. The post Think Outside the Desktop: How to Build Your Email List Offline appeared first on Marketing Action Blog - Act-On. But there’s way more you can do. Text-to-join. shirts.
Lead Nurturing Basics: How to Nurture the B2B Buyer’s Journey in 5 Steps
MARCH 25, 2015
This shift in buying behavior is transforming B2B marketing. These days, many B2B marketers are getting superior results by using short- and long-term nurturing programs: Forrester Research found that companies excelling at lead nurturing generate 50% more sales-ready leads , at a 33% lower cost. Here’s a quick look at the basics of lead nurturing from Olivia W.,
B2B: Involve Your Sales People in Social Media Marketing and CRM Now
JULY 21, 2011
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.)
Engagement and Eloqua Experience
OCTOBER 10, 2013
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.
How Effective is Your Lead Generation? Key Insights from Lenskold Group’s 2012 Lead Generation Marketing Effectiveness Study
Modern B2B Marketing
OCTOBER 5, 2012
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.
Do Lead Nurturing Campaigns Always Need an Offer?
JULY 13, 2012
Which leads to another question: do certain types of campaigns even need an offer in the first place? Take lead nurturing : is it strictly essential that every lead nurturing touch include a specific, gated, call to action? As further context, the 4-1-1 Rule that Jon references is a principle intended for Twitter and credited to Tipping Point Labs and Joe Pulizzi of the Content Marketing Institute. Jon wrote the book on lead nurturing ( literally ) but, personally, I have concerns about extending Twitter rules into the realm of email marketing.
The Modern Marketer's Field Guide: Have You Read it? You Should
Anything Goes Marketing
FEBRUARY 11, 2014
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.
Converting Trial & Freemium Users: Keep Selling Post-Trial
SEPTEMBER 19, 2012
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.
6 Lead Management Tips | B2Bbloggers.com - B2B Social Media and.
JULY 1, 2010
thought I would join in the fun and continue his list of 67 lead management tips with six more. Six Lead Management Tips Be extremely careful that your automated lead nurturing messages are for *someone* not *everyone* – (it’s not one size fits all – use your buyer personas and give your messages a personal tone). Listen. Can we get to 100 tips?
Is lead generation killing marketing?
JUNE 11, 2010
This was the gist of a very controversial assertion made by a senior marketer from a very well known B2B technology company during dinner at our ITSMA Marketing Leadership Forum (download highlights from the ITSMA Marketing Leadership Forum) when he said: “An overemphasis on leads is damaging our relationship with sales.”. How could emphasizing leads not improve the relationship? But his point was that marketers will never be as good at handling leads as salespeople are. Most marketing leads are people who are not ready to buy.