ViewPoint

NOVEMBER 7, 2017

PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. Look for Kimmy’s name in the “People in Lead Generation Companies” category.

Sales Qualified Leads 159

Sales Qualified Leads Lead Management Sales Leads Lead Qualification 159

Only B2B

NOVEMBER 28, 2019

One of the biggest advantages of lead management strategy and marketing automation is the ability to create a process that continuously manages leads at a bigger scale. We will not deny the fact that an acquisition of a new lead is expensive and by expensive we mean around 6 to 7 times more expensive as per research.

Sales Management 117

Sales Management Lead Management Lead Ranking Sales Qualified Leads 117

Only B2B

SEPTEMBER 18, 2023

By the end of this journey, you’ll have a profound understanding of how automation can supercharge your lead management strategy. Lead Generation Automation : Research by Marketo indicates that automated lead generation results in a 20% increase in sales opportunities.

Lead Qualification 62

Lead Qualification Lead Ranking Marketing Qualified Leads Lead Scoring 62

Conversica

NOVEMBER 29, 2022

What is lead nurturing? Lead nurturing is the process of developing and reinforcing relationships with buyers at every stage of the sales funnel —from prospects to existing customers. In practice, lead nurturing can range from targeted email marketing and blog posts to product updates and news.

Lead Nurturing 52

Lead Nurturing Sales Management Lead Ranking Sales Qualified Leads 52

Zoominfo

FEBRUARY 12, 2019

The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle. What is lead management?

Lead Ranking 100

Lead Ranking Work Management Lead Management Marketing Management 100

markempa

NOVEMBER 3, 2014

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail.

Sales Management 120

Sales Management Lead Management Lead Ranking Marketing Qualified Leads 120

Act-On

APRIL 18, 2018

Wondering what is a lead nurturing program, or how to create a lead nurturing program? Here are five foundational steps you can take to set up a successful lead nurturing program.

Lead Nurturing 119

Lead Nurturing Lead Scoring Lead Ranking Leads 119

The Point

JANUARY 27, 2016

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. 1 is a top-of-the-funnel, lead generation problem. #2

Lead Nurturing 100

Lead Nurturing Lead Ranking Marketing Qualified Leads Sales Qualified Leads 100

Adobe Experience Cloud Blog

OCTOBER 4, 2019

But if there is a disconnect in the strategies that are used to reach these goals, it could badly affect the way leads are captured, nurtured, and converted. Misalignment negatively impacts lead generation. What lead scoring methods do you use? One for all and all for one. How do you attempt to resolve them?

Lead Nurturing 133

Lead Nurturing Sales Qualified Leads Top of Funnel Lead Scoring 133

Optinmonster

DECEMBER 14, 2021

Are you looking for the best lead generation tools to grow your business? Lead generation is more than just getting people to visit your site. And just like any tough job, lead generation requires the right tools–even for professional marketers. What Is a Lead Generation Software/Tool?

Marketing Automation Services 125

Marketing Automation Services Budget Programs Enterprise Management Work Management 125

markempa

JANUARY 4, 2010

To help you start the New Year, I’d like to wrap up my Lead Generation Checklist Series with the secret to successful lead generation – and, for that matter, marketing in today’s B2B space: lead nurturing. At it's core, B2B lead generation is about building relationships. Relevancy is the key.

Lead Nurturing 120

Lead Nurturing Lead Generation Ideal Customer Profiles Lead Scoring 120

ViewPoint

JULY 19, 2017

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program.

Lead Generation 149

Lead Generation PointClear Sales Leads Generation 149

The Point

OCTOBER 30, 2013

A client asks: “I notice that you’re recommending we gate our offer content behind landing pages as part of the lead nurturing campaign. Why is that necessary when we already know who these people are? Aren’t we just making it more difficult for people to respond?”. Here’s why: 1. A click is not a response.

Lead Nurturing 100

Lead Nurturing Lead Scoring Lead Ranking Landing Pages 100

markempa

DECEMBER 18, 2009

Today I’d like to discuss the aspects of an effective lead management process. I’m not sure why many organizations think it’s acceptable to only get a return on about 20% of their leads when an optimized lead management process can tremendously help to convert more of those hard earned leads in the sales pipeline.

Lead Management 120

Lead Management Lead Generation Ideal Customer Profiles Sales Qualified Leads 120

NuSpark Consulting

NOVEMBER 6, 2011

This is the second video in an ongoing series on optimizing your marketing and lead management efforts. Called “Musings, Advice, and Tips” I will be providing ideas and strategies that contribute to successful funnel optimization, which also includes inbound marketing and demand generation efforts.

Lead Nurturing 100

Lead Nurturing Lead Generation Lead Scoring Lead Ranking 100

Markempa

FEBRUARY 13, 2023

Salespeople often lack the support of a dedicated marketing team that does lead generation programs for them. In fact, they must generate their own sales leads and meet their revenue and targets with little marketing support. Ideally, marketing should say to sales: “We get the leads. You get the sales.”

Lead Generation 52

Lead Generation Ideal Customer Profiles Sales Qualified Leads Sales Management 52

Adobe Experience Cloud Blog

JANUARY 22, 2020

For lead sources with lower-than-average conversion rates, such as whitepaper downloads, a higher qualification bar is required before passing the lead to sales. Additionally, data quality directly affects lead quality. Bad data leads to low contact rates and lower conversions. How did you fix it?

Top of Funnel 160

Top of Funnel Lead Ranking Sales Qualified Leads Marketing Qualified Leads 160

Act-On

MAY 9, 2018

Wondering what is lead nurturing? Lead nurturing is the process of building relationships with your buyers at every stage of their buying process (and your sales funnel). Ready to start lead nurturing? Find out how to engage your B2B buyers throughout their journey in 5 steps.

Lead Nurturing 101

Lead Nurturing Leads Lead Marketing Qualified Leads 101

Scoop.it

DECEMBER 28, 2021

Therefore, it makes sense to sharpen the focus on your lead management and optimize it at every stage. In fact, research shows that automating your lead management process can increase sales revenue by 10% in just six months. First, let’s elaborate on what lead management entails: What is Lead Management?

Sales Management 52

Sales Management Lead Management Lead Scoring Lead Ranking 52

markempa

MAY 9, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! What’s lead nurturing?

Lead Generation 120

Lead Generation Lead Nurturing ROI Generation 120

Markempa

APRIL 16, 2019

But, in reality, any marketing process can be optimized from demand generation, account-based marketing and, lead generation. I’ll review the basics of reviewing your demand generation funnel. Step #3: Ask Sales about MQLs Check in with Sales to gather feedback on the performance of lead generation campaigns.

Sales Management 97

Sales Management Sales Qualified Leads Lead Generation Marketing Qualified Leads 97

NuSpark Consulting

SEPTEMBER 26, 2010

Where Are Your Leads Going? It’s a little troubling that so many companies don’t have an optimal lead management process, and thus are losing quality sales-ready leads to their competition. Tags: Lead Nurturing Marketing Strategy Retention Lead nurturing marketing.

Lead Management 100

Lead Management Lead Generation Leads Lead 100

NuSpark Consulting

JUNE 24, 2011

You know what lead nurturing is… Here’s my definition. Lead Nurturing is the process of communicating to a lead on an ongoing basis in order to educate, inform, continue to qualify and build a relationship until the lead is sales-ready. That means more intricate lead nurturing towards more stakeholders.

Lead Nurturing 100

Lead Nurturing Statistics Sales Qualified Leads Lead Scoring 100

The Point

FEBRUARY 5, 2010

The lead nurturing program they implemented included 40+ (yes, forty) separate and distinct tracks of emails, tailored to different audience segments, product interests, and stages in the lead lifecycle. nurturing and cultivating contacts over time so those contacts remember the client’s brand when the need arises.

Lead Nurturing 100

Lead Nurturing Rules Leads Lead 100

The Point

JUNE 11, 2010

Just getting started with lead nurturing? Concerned that your lead nurturing program isn’t everything it should be? Great lead nurturing starts with more than just software. 10 Best Practices for Lead Generation & Pipeline Acceleration. Recently invested in marketing automation software?

Lead Nurturing 100

Lead Nurturing Paper Marketing Automation Services Tips 100

ANNUITAS

MAY 8, 2012

One of the reasons that generating high quality leads continues to present itself as the top challenge (it took #1 honors in 2010 as well) is that marketers are focusing on the wrong thing – lead generation. However, lead generation is irrelevant in today’s b2b marketing climate.

Lead Generation 100

Lead Generation Generation Top of Funnel Leads 100

The Point

DECEMBER 14, 2012

One of the most frequent questions we’re hearing from clients during this planning season pertains to the balance between pure lead generation on the one hand, and lead nurturing on the other. Without new leads, the database would ultimately go stale and opportunities would be harder and harder to come by.

Lead Nurturing 100

Lead Nurturing Demand Generation Budget Programs Demand 100

markempa

AUGUST 17, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

ViewPoint

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.

Demand Generation 120

Demand Generation Work Management Marketing Management Lead Management 120

ANNUITAS

APRIL 26, 2011

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. So what are these myths?

Lead Management 100

Lead Management Work Management Marketing Management Lead Scoring 100

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.

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

Televerde

SEPTEMBER 25, 2019

With rapid advances in technology forcing every organization into an uncertain future, many companies benefit from choosing to outsource their lead generation. The reasons for outsourcing lead generation are aplenty – and they may differ depending on your business or vertical. Make the most out of your martech.

Lead Generation 49

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 49

markempa

OCTOBER 2, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Nurturing 120

Lead Nurturing Lead Generation Webinar Metrics Sales Qualified Leads 120

ViewPoint

JANUARY 9, 2014

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. Voicemails are a waste of time.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

Anything Goes Marketing

OCTOBER 20, 2009

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. There is no question that lead nurturing has been a proven tactic for B2B marketers. 20 Formats to Consider.

Lead Nurturing 100

Lead Nurturing Sales Qualified Leads Ad Building Top of Funnel 100

markempa

JANUARY 27, 2010

Tradeshows and events are still being used consistently by B2B marketers for lead generation. With that in mind, Roger Lewis has some useful tips on how to improve your lead management strategy with from tradeshows. Lewis emphasizes how vital lead capture is to the lead management process.

Lead Generation 120

Lead Generation Sales Qualified Leads Conference Generation 120

markempa

JULY 21, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Nurturing 120

Lead Nurturing Lead Generation Sales Qualified Leads Webinar Metrics 120