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.

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Lead Management Lead Generation Ideal Customer Profiles Sales Qualified Leads 120

Webbiquity

APRIL 18, 2024

This means sending emails, posting on social media, and even sorting through leads can be done automatically (though a human should still be monitoring the output). Reduced churn: Personalized follow-ups and timely engagement can reduce customer churn. These enable businesses to prioritize and pursue the most promising leads.

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Marketing Automation Services Ideal Customer Profiles Efficiency Marketing Automation 163

The Point

JANUARY 14, 2014

In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. And that lack of focus can be a big mistake.

Lead Ranking 100

Lead Ranking Marketing Automation Services Marketing Qualified Leads Sales Leads 100

The Point

FEBRUARY 24, 2011

I only recently came across the results of research published late last year by Leads360 , a leading provider of hosted (SaaS) solutions for managing sales leads. Leads360 base their conclusions on studying more than 20 million leads. And therein lies my point. Comments welcome.

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PureB2B

FEBRUARY 27, 2017

You then meet two types of sales leads: the qualified and the non-qualified. The next step is pretty simple when it comes to marketing qualified leads , you either nurture them or try to close them. But, what about unqualified leads? Signs a Lead Isn’t Worth Pursuing. Situation 4: The Return Isn’t Worth It.

Sales Leads 48

Sales Leads Sales Qualified Leads Marketing Qualified Leads Lead Ranking 48

Adobe Experience Cloud Blog

APRIL 8, 2019

Before the internet, this heat check was usually performed in person. Sales reps would get a good sense of how interested someone was in their company’s products or services by spending some time with them. Qualified leads would ultimately receive more attention—the sales rep might play 18 holes with them to help close the deal.

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Sales Qualified Leads Budget Programs Lead Scoring Lead Ranking 134

markempa

APRIL 13, 2015

Tweet The management of sales leads is critical to generating marketing ROI. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. I was recently asked by someone how to utilize lead distribution to gain the best results.

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Distribution Sales Qualified Leads Lead Scoring Lead Ranking 120

ViewPoint

FEBRUARY 23, 2018

What is a lead? Is it the person who signed up for your webinar this week? While all of these scenarios have potential, none could be called a lead. Just try to pass them on to your field sales team and you’ll see. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones.

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Sales Qualified Leads Forecasting PointClear Enterprise Management 120

SalesIntel

SEPTEMBER 14, 2023

Any business’s continued success hinges on its sales pipeline’s growth. Without a constant source of high-quality leads and accounts, revenue will dry up. Having a wealth of data empowers sales teams to optimize their conversion efforts by targeting, finding, and engaging with their ideal prospects.

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Ideal Customer Profiles Lead Ranking Lead Scoring Business 52

BOP Design

APRIL 6, 2020

There has been much debate among B2B salespeople on what an inbound lead looks like: Is it someone completing a contact form? With inbound leads to your B2B website, there are conversions that are more sales-ready leads and there are some conversions that require nurturing. need to be treated like viable, promising leads.

Top of Funnel 77

Top of Funnel Sales Qualified Leads Lead Scoring Lead Ranking 77

ViewPoint

OCTOBER 5, 2018

No matter what he did, no matter how he spent the company’s money, the CRO would complain about lead quality (and quantity). Marketing was convinced that sales never effectively followed-up on any leads. What is a Lead? This blog about lead cost summarizes a lot of research I have done on the subject.

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Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

The Point

NOVEMBER 22, 2016

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. Today, of course, a comprehensive lead nurturing strategy is much more than that.

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Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 100

PureB2B

OCTOBER 20, 2020

It doesn’t have to be consistent bleakness though, in fact, it’s possible to have far more control over your prospecting and lead management than you probably thought. It all starts with enabling your sales team, and turning them into lead nurturing machines. Unified Voice Between Sales and Marketing. Here’s how….

Lead Ranking 62

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 62

PureB2B

OCTOBER 20, 2020

It doesn’t have to be consistent bleakness though, in fact, it’s possible to have far more control over your prospecting and lead management than you probably thought. It all starts with enabling your sales team, and turning them into lead nurturing machines. Unified Voice Between Sales and Marketing. Here’s how….

Lead Ranking 62

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 62

The Point

APRIL 1, 2014

One of the reasons for this under-utilization, and the inability of some marketers to deploy, for example, automated lead nurturing at every stage of the selling process, is resistance from the sales organization, and in particular, Inside Sales. Marketo creates task in CRM to remind BDR to call lead 1 week later.

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Lead Nurturing Sales Qualified Leads Lead Scoring Lead Ranking 100

The Point

OCTOBER 8, 2015

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. A question: at this point, what kind of lead am I? By my own reckoning, I’m an MQL (Marketing Qualified Lead). Perhaps I was an SQL (Sales Qualified Lead) at one point in the conversation, but no longer.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 100

ViewPoint

APRIL 17, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Sales and marketing operate on different frequencies. Today’s lead generation is not my father’s lead generation.

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Lead Generation Sales Qualified Leads Generation Leads 120

Markempa

FEBRUARY 13, 2023

Salespeople often lack the support of a dedicated marketing team that does lead generation programs for them. So they do their own sales prospecting. Here’s what I mean: Sales work to succeed despite it all. In fact, they must generate their own sales leads and meet their revenue and targets with little marketing support.

Lead Generation 52

Lead Generation Ideal Customer Profiles Sales Qualified Leads Sales Management 52

Adobe Experience Cloud Blog

MAY 13, 2010

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.

Sales Qualified Leads 48

Sales Qualified Leads High Quality Lead Sales Leads Lead Scoring 48

markempa

AUGUST 16, 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!

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B2B Sales Lead Generation Sales Leads B2B Thought Leadership 120

ViewPoint

DECEMBER 14, 2016

Should marketing and sales agree on the definition of a lead? According to James Obermayer ( Sales Lead Management Association ), the fact that there is no agreement between marketing and sales on lead definition results in these problems: Salespeople say that they are not getting enough qualified leads.

Account Based Marketing 120

Account Based Marketing B2B Sales ABM Sales Qualified Leads 120

markempa

JULY 10, 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!

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

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. Click To Tweet.

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

ViewPoint

JULY 20, 2015

As I closed my part of the program by projecting an ROI (number of raw inquiries, qualified leads, and projected sales) from our new lead generation program, I innocently asked if there were any questions. The leads she was getting maybe weren’t turning into a sale for her, and that was a different problem.

Sales Qualified Leads 120

Sales Qualified Leads Leads Lead Marketing Qualified Leads 120

markempa

MARCH 6, 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! " I agree.

Lead Generation 120

Lead Generation Conference B2B Sales 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. More leads are better than fewer leads.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

AUGUST 15, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. More than just new inquiries, or managing inquiries or working with sales management on follow-up or even proving ROI, qualified leads are king.

Sales Qualified Leads 120

Sales Qualified Leads High Quality Lead Generation Leads 120

The Point

SEPTEMBER 30, 2013

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. It enables you to deploy lead nurturing programs that are more timely, relevant, and, ultimately, effective. Comments welcome.

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Lead Nurturing Demand Generation Agencies Marketing Automation Services Sales Qualified Leads 100

markempa

JANUARY 19, 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! Determine which visitors become leads.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Leads 120

SalesIntel

JUNE 5, 2024

Supercharge your sales engine! Effective lead management is the secret weapon of any growing sales team, no matter the industry. Luckily, lead management software is here to streamline your lead tracking and turn lookers into loyal customers. What Is Lead Management Software?

Enterprise Management 52

Enterprise Management Work Management Marketing Management Marketing Budget 52

markempa

SEPTEMBER 20, 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 Generation 120

Lead Generation Sales Leads B2B Sales Leads 120

ViewPoint

OCTOBER 9, 2013

An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire.

Sales Qualified Leads 120

Sales Qualified Leads Marketing Automation Services Work Management Marketing Management 120

Adobe Experience Cloud Blog

FEBRUARY 13, 2017

Author: David Svigel Buyer behavior has changed; contact with your prospects occurs later in the sales cycle, and your leads come armed with more information than ever before about your products and services. They’re potential sales leads, but may need a little nudge. What does this mean for marketing?

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Top of Funnel Lead Scoring Lead Ranking Budget Programs 132

markempa

DECEMBER 12, 2016

I’ve compiled a list of the 10 most popular and shared posts on the B2B Lead Blog, chosen by marketers, just like you, to help you get ready to have a great 2017. Dave Green interviewed Trish Bertuzzi ( @bridgegroupinc ), author of the popular book, The Sales Development Playbook. Tips On How to Use LinkedIn for Better Lead Generation.

Account Based Marketing 84

Account Based Marketing Marketing Qualified Leads Lead Scoring Lead Ranking 84

The Point

JULY 14, 2015

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. That latter group becomes fodder for ongoing nurturing, in the hope that further education and brand awareness will ultimately result in conversion to qualified leads.

Sales Qualified Leads 100

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Top of Funnel 100

ViewPoint

DECEMBER 7, 2017

This is Jim Obermayer from the Sales Lead Management Association. Sales Lead Management Association. J am es Obermayer is founder of the Sales Lead Management Association. “Okay, may I have your name sir?”. May I leave a message?”. Can you spell your name sir?”. One more time please.”.

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Paid Search Agency Companies Lock-In Press 168

Hubspot

DECEMBER 30, 2020

Responding quickly to incoming leads can make or break a deal, particularly in highly competitive markets. The more mature a business gets, and the more complex the prospective customer’s needs are, the more challenging it is to maintain that speedy response and personalized touch. What is lead routing? Lead Routing by Value.

Lead Ranking 72

Lead Ranking Lead Scoring Sales Qualified Leads Enterprise Management 72