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Why is Inside Sales So Scared of Lead Nurturing?

The Point

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Whatever the motivation, any “push back” from Inside Sales to marketing automation and automated lead nurturing/qualification is misplaced.

7 Keys to Lead Scoring Success in Sales Lead Generation

Fearless Competitor

Combined with a best-practices lead nurturing program, lead scoring helps you “separate the wheat from the chaff” and identify likely buyers at optimal times. “When given fewer, but better leads, salespeople win more deals and drive more revenue.” ” Dan McDade in The Truth About Leads. Today’s customer is in control of the buying process.

How to Nurture Sales Leads

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. Lead nurturing is the process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy.

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.

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

Fearless Competitor

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. Obermayer said, “People who win are recognized by their peers as multi-dimensional sales and marketing experts. Maria Pergolino – Marketo www.marketo.com. James W. Ruth P.

How Does Lead Response Time Impact Sales?

Modern B2B Marketing

by Carol Fox Allowing time to elapse before sales responds to leads is unfortunately all too common – and costly. Oldroyd at MIT , in conjunction with InsideSales.com, showed that waiting even an hour to contact and qualify sales leads can drastically reduce your chances of success. 19 hours, 31 minutes was the average sales response time by email. James B.

Lead Nurturing Overview

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. We’re discussing this topic on Sales Lead Management Radio today, so we wish to re-share this article.

Lead Nurturing Overview

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. Lead nurturing is the process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy.

Step 3: What you do when a visitor to your website is NOT ready to buy?

Fearless Competitor

The answer: Lead Nurturing. The definition of lead nurturing is sharing information of value to your prospective buyer, so that you earn his or her trust and when he or she is finally ready to buy, she turns to her preferred supplier – you! To get a nice education on the whole process, go to Find New Customers and download the FREE white paper, How to Find New Customers.

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To Call or Email? That is the Question

B2B Lead Blog

Tweet When Brian Carroll and I present webinars on adding the human touch to lead nurturing, like the ones last month for the B2B Lead Roundtable and Marketo , we inevitably get these questions: “How often should we call? You can hear Brian and I role play how it’s done at timestamp 47:34 in the webinar replay from the B2B Lead Roundtable event. Their buying process.

Marketo’s Greatest Blog Hits of 2011

Modern B2B Marketing

by Jason Miller With 2011 now in the history books I thought it would be interesting to collect Marketo’s most popular blog posts from the past year and revisit them as a Greatest Hits collection. Instead I present to you the most popular Marketo blog posts from 2011 based on views and shares. How Does Lead Response Time Impact Sales? Is Lead Generation on its Way Out?

Lead Nurturing Fundamentals – How to do lead nurturing

Fearless Competitor

B2B Lead Generation | Lead Nurturing. “ Lead nurturing is one of the most important, yet poorly understood aspects of B2B lead generation today.&#. Jeff Ogden, President of the B2B lead generation consultancy Find New Customers. Lead nurturing is the process of sharing valuable content (to them) over time, earning their trust, till they are ready to buy.

5 Ways Sales Will Continue To Evolve

Modern B2B Marketing

by Bill Binch B2B companies don’t have the same luxury that businesses had in former years, when sales controlled consumer behavior. Now the digital marketplace has put the buyer in the driver’s seat and some sales forces behind the eight ball to keep up with consumer habits. As we venture into a new year, we’ll continue to see dramatic changes in the ways sales teams operate. 

5 Reasons to Leverage LinkedIn To Increase Your B2B Prospects

Modern B2B Marketing

Today’s demand generation has created a long cycle in online lead nurturing.  From first click to sealing the deal, trust and rapport are critical to the sales process. The influence of social media is a cornerstone to opening the door to new leads and bolstering existing ones.  Remember the truth that trust and credibility are key to lead generation? 

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Nurturing Sales Leads

Modern B2B Marketing

If you ask most executives to describe where revenue comes from in their organization, they'll usually talk about the "sales cycle" or "sales funnel". Today, companies can start building a relationship with potential buyers long before they want to speak with sales. This means marketing needs to fill in the gap by nurturing those leads until they are ready to engage in an active buying cycle. Looking for more information? Check out our complete list of lead nurturing resources and best practices

Lead Scoring: What’s Hot and What’s Not

Modern B2B Marketing

by Rick Siegfried When we say a lead is “hot,&# what do we mean? Exactly when is a lead “cooked” enough to go to sales? Such is the eternal struggle of sales and marketing teams across the world. The most essential aspect of lead scoring is that it is a shared methodology between sales and marketing. Explicit Scoring. Implicit Scoring.

Is Your Web-based Content Driving Away Sales Leads

ViewPoint

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. Search is now the dominant buyer behaviour: 93% of B2B buyers use search to begin the buying process. source: Marketo ).

Three Truths Behind Sales and Marketing Alignment

Modern B2B Marketing

by Bill Binch To create the best lead generation process, you’ve got to keep sales and marketing on the same page.  There is a continuing challenge for marketing to fill the sales lead coffers.  But before marketing can bring in the right leads for sales to close, both need to agree on what constitutes a qualified  sales lead.

Defining the Perfect Sales Lead – 4 Tips to Getting it Right

Modern B2B Marketing

Today’s B2B marketing success revolves around the new spirit of collaboration between marketing and sales, and nowhere is this more important than the point where the sales cycle begins – defining the perfect sales lead. There are myriads of technology choices and philosophies on how to generate, nurture and manage leads. They’ve just begun the research process.

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg

It’s an amazing time to be a consumer of sales data. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck,  and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing. What will it deliver to the sales process next to fuel sales? Great, now what?

50 Statistics About B2B Sales and Marketing (Mis)Alignment

Type A Communications

But if there’s one, at least in the business world, it’s how to fix the chasm between sales and marketing so companies quit bleeding leads (qualified or not) and customers. Well, actually it’s a change management problem, rather than just a sales and marketing alignment problem. Sales reps ignore 50% of marketing leads ( 101 B2B Marketing and Sales Tips from The B2B Lead).

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

ViewPoint

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. It's a sales AND marketing strategy supported by a process managed by people and enabled by technology. ABM aligns marketing and sales. Stay tuned!

Why B2B Lead Nurturing Can Be The Golden Ticket to Sales Success

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer B2B marketers who excel at lead nurturing are growing their businesses rather sweetly by generating more sales-ready leads at a lower cost per lead. Leads are the lifeblood of any B2B business , and many companies are good at generating them. But is lead nurturing worth it?

Creating a New Customer Every Few Days – Marketo’s Secret Sauce to Sales Success

Modern B2B Marketing

Last week I helped moderate the webinar, Marketo’s Secret Sauce for Sales Success.  It is a sequel to one of Marketo’s most popular webinars. The Secret Sauce to Demand Generation , given by Jon Miller, VP of Marketing at Marketo about how we generate leads and nurture them through the buying process.  This webinar has had hundreds of views and shares the exact reports, plans, and scoring that Marketo uses to prepare leads for our sales team.  How Marketo handles sales opportunities, lead follow-up and recycling.

Dynamic Duo: Close More Deals with Sales and Marketing Alignment

Modern B2B Marketing

Author: Stacey Thornberry A joint Marketo and Reachforce research piece found that businesses are 67% better at closing deals when sales and marketing work together. And in previous posts I’ve written about how critical it is for marketing and sales to work together to create best practices, deliver more quality leads, and drive higher-impact deals. Lead Scoring.

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How the CEO Can Enhance Sales, Marketing, and the Executive Branch

ViewPoint

Someone once told me that CEOs don’t care about leads. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? From Mike Weinberg’s book, New Sales.

5 Ways Top Sales Reps Can Use Marketing Automation to Close More Deals

Modern B2B Marketing

Author: Chris Gillespie Marketing automation software is a huge blessing for sales teams, but unfortunately, it’s usually a tool that few salespeople leverage. So, often sales reps are too busy to learn about what the marketing team is up to and continue prospecting by sending one-off emails and guessing at which companies and people are the right ones. Sales b2bSound familiar?

10 Worst Things to Do With a Qualified Sales Lead

Modern B2B Marketing

Marketers spend a lot of time (and money) delivering leads to sales teams. Of course, one big mistake – or even a series of little ones – can be the end of a potential sale. Ensure you avoid these 10 worst things you can do with a qualified sales lead in your lead nurturing efforts: 1. Not passing information about leads to sales.

Sales Lead Management Best Practices: Thought Leadership with Barry Trailer

Modern B2B Marketing

Barry is co-founder of CSO Insights , an analyst firm that benchmarks the challenges faced by today's sales and marketing organizations, tracking the trends in the usage of people, process, technology and knowledge to improve sales effectiveness. Barry is also a member of the Marketo Board of Advisors. Barry is also presenting his latest research about marketing and sales alignment at an exclusive webinar titled Using Marketing's Insights to Close More Deals Faster. How did you get into sales and marketing, and what you like most about it? Process.

Lead Qualification Best Practices: Sniff: “Inspect What You Expect”

Modern B2B Marketing

by Stephanie Yung Every lead a Marketo Sales Development Representative calls into goes through an initial prospecting process, called “the sniff test”. This process happens before an initial call and helps our Sales Development Representatives prepare for a relevant conversation with a lead. What is your lead interested in? Check your CRM.

The ROI of Marketing Automation

Modern B2B Marketing

Generate more high quality sales-ready leads. Companies that use marketing automation source more pipeline from marketing, have more productive sales reps, and experience better revenue attainment. Source: Marketo Benchmark on Revenue Performance as of Sept 15, 2012 (N=489). Source: The Lenskold Group 2012 Lead Generation Marketing Effectiveness Study. Process.

Right Time, Real Time Selling

Fearless Competitor

Jeff Ogden , an award-winning marketing expert and President of Find New Customers , the nicest company in B2B marketing, wants to bring back this post from years ago, because it has good information for you. This blog is also included in the Marketo Big List of B2B Marketing Blogs , which is the source of the Top B2B Blog logo. Thanks, Marketo! Right Nows.”

Stop Selling, Start Helping: 5 Tips for Creating Magnetic Content

Modern B2B Marketing

So they created an app for iPhones and Android phones to use at an accident scene, carefully walking you through the proper steps – collecting information, taking pictures, and contacting your insurance company. Here’s the bottom line: You can create magnetic content that wows your buyers if you focus on helping, rather than making sales. Lead Generation Metrics. Sales Metrics.

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Purchases are fun, but…….they don’t move the business needle

Fearless Competitor

Too often we confuse business purchases with what is truly required to generate business results, especially quality sales leads for salespeople. Sales lead generation takes a lot more. Agreed lead definitions – ask your salespeople what information they need to say “Yes, this is a great lead.” The data supports the last point.

Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)

Modern B2B Marketing

Salesforce recently rebranded their social marketing application as the Marketing Cloud, and their website says you can use their solutions to “optimize campaigns from lead to close, on every channel”. Similarly, CRM systems are designed and optimized for a very different purpose, which is what creates the whitespace for marketing automation vendors (like Marketo). Sales Forecasting.

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The Awesome Power of Lead Nurturing

Fearless Competitor

Lead nurturing moves the needle in B2B marketing.” “On average, organizations that nurture their leads experience a 45% lift in lead generation ROI over those organizations that do not.” Here are some of the appearances of sales lead generation expert Jeff Ogden of Find New Customers. The Importance of Lead Nurturing – SalesBuzz Radio (The Brooks Group) (see comments on the show below.). Keys to Successful Lead Nurturing – Webinar with Data.com. Keys to Successful Lead Nurturing. 09-21-2009 9:44 AM.

Marketing Automation 101

Modern B2B Marketing

But in order to achieve these goals along the way, you need to align your people, process, and technology.  Marketing Automation Enables Modern Business Processes. Typically, only one-fifth of your leads are ready to make a purchase the first time they come in. Nurturing those who are not ready to buy on the first go-round can increase your sales leads by 50%. 2.

First World Problems: What To Do With Too Many B2B Leads

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Are you getting lots of leads but not enough sales? Lead scoring can help you practice smart B2B sales triage, while boosting conversions and revenues. While having too many leads may sound like a nice problem to have, it can actually be worse than not having enough leads. Wait, Too Many Leads Can Be A Problem? The reason too many leads can be a problem has to do with separating the wheat from the chaff. After a few calls, most salespeople give up , deriding the leads as weak.

CRM Expert David Taber Discusses How Marketing Automation Enhances CRM and Putting Your Leads on a Diet

Modern B2B Marketing

by Jason Miller David Taber is a CRM expert and the author of the book, “Salesforce.com Secrets of Success,” which covers the people, policy, and process issues surrounding effective CRM solutions.  He is the CEO of SalesLogistix , a specialist Salesforce.com implementer focused on improving business processes for Sales and Marketing alignment and effectiveness.

Marketing Automation- Keep Them Coming Back For More

Modern B2B Marketing

The company has been around for 75 years and back in the 1950′s, the company designed and implemented equipment to automate the doughnut-making process in each of its factory stores.  After the dry ingredients are mixed together, the proofing, frying, and glazing processes are all automated.  They are handing their sales reps uncooked doughnuts and asking them to fry them.