Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010.  As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management.  There is quite a bit of uncertainty on how companies should approach lead management and what it takes to achieve best practices.  In addition to the confusion, we’ve also witnessed the emergence of many falsehoods about lead management. Lead Routing. MORE >>

As a result, B2B marketers sometimes overlook the professional social media site’s ability to support lead generation and qualification. To help you use this information about when LinkedIn users engage to maximize your lead generation and qualification activities, examine eight common types of content listed below. Give insights into prospective opening opportunities and qualification needs. LinkedIn is a treasure trove of B2B content that can be used to support your organization’s lead generation and qualification activities. MORE >>

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. Even a great lead management process will be questioned. Here are 3 questions sales teams often pose to marketing after implementing a lead management process. used to get 100 leads a week, now I only get 15. know mine has. What did you stop doing? Facebook. MORE >>

They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients. My team spent at least 80 percent of their time doing research and investigation to make the list usable so they could do what they were actually hired to do – generate leads. If more than 1 out of 20 contacts fail this test, I advise cleaning this list before you pass it along to a lead-generation team. My team did. MORE >>

m getting much better at this juggling act and on some of those nights when he stays up I’ ve been able to generate some blog post ideas – I just didn ’t have the two hands needed to type until now. :) So here we are. remember reading it years ago and recalling how it guided some of my career choices as well my management style. There are many similarities between the concepts that Jim Collins discussed in his book and lead nurturing. Lead nurturing can mean many different things to may different people. Content is at the core of your lead nurturing efforts. MORE >>