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Introduction to Lead Management

B2B Lead Generation Blog

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. 79% have not established lead scoring.

Is Anyone Leading Lead Management?

ViewPoint

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company. Telemarketing Sales.

Sales Lead Management Leads to a Lower Cost of Sales

ViewPoint

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. First, I got Jake to agree that sales lead follow-up was low in his direct sales force, and that if follow-up increased, so would the closing ratio.

Sales Lead Management Leads to the Most Efficient Media Buy

ViewPoint

They may make money, but the world is loaded with companies holding the 4th, 5th, 6th or 7th place in market share, while the 1st, 2nd and 3rd leading firms spend what it takes to gain market share and manage the leads that their programs produce. And lead management has told these winners where to spend their marketing dollars.

To Manage Sales You Must Manage Sales Leads

ViewPoint

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. Lead Management Sales Leads

Lead Management: 4 principles to follow

B2B Lead Generation Blog

Tweet I’m at MarketingSherpa Lead Gen Summit 2013 in San Francisco on day one, live blogging the Lead Management Workshop that features a dive into larger topics including lead capture, lead qualification and lead nurture. The main principles of the Lead Management Workshop were pulled from that book. Key principles of lead management.

B2B Lead Management – 6 Best Practices

Great B2B Marketing

Some companies are good at generating B2B sales leads , others are good at qualifying and closing those leads, but the top performing companies, are those that leverage B2B lead management techniques and can do both.  Here are six strategies you can implement to create your own unstoppable marketing and sales machine: Follow up every inbound inquiry within 48 hours – preferably 24 hours.  Leads have a short shelf and the person who was enthusiastic about your offer yesterday, may not remember who you are tomorrow.  Sounds like a good plan to me.

More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous

The Point

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. Apparently it’s no more complicated than reaching leads almost immediately upon their expressing interest.

Better Processes & Improved Focus with Queue-Based Lead Management Platforms

Sales Prospecting Perspectives

AG Salesworks is pleased to bring you a guest post from Kevin Thornton , Executive Vice President - Sales & Marketing for VanillaSoft. Here is a statistic that may give you a jolt: “only 25% of leads are legitimate and should advance to sales.” This raises some questions: Are sales and marketing in alignment on what constitutes a qualified or sales-accepted lead?

How much should you pay for a sales lead?

Biznology

When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price.  A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign.  Then, estimate the costs associated with qualifying a lead. Lead qualification rate. 2,000. 10,000.

Five Myths of Lead Management

ANNUITAS

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.  Over the last 12 months, marketing and sales dialogue increasingly has focused on how marketers can better engage with the more empowered B2B buyer and what they need to do in order to leverage the B2B buyer relationship. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead managementLead Planning. Lead Routing.

7 Lead Management Tools That Will Save You Hours

PureB2B

Leads are great, but there’s a long road between a lead and a sale. Converting prospects into revenue requires marketers everywhere to manage and nurture an on-going relationship with their leads. This usually entails the long hard task of separating legitimate prospects from duds, organizing data, and consistently tracking key leads on a regular basis.

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. 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. I’m also a perfect candidate for lead nurturing.

Nominate your candidate today for the SLMA’s2011 “Top 50? in sales lead management.

Sales Lead Insights

Don't miss your opportunity to nominate someone to be among the fifty most influential people in sales lead management in 2011. The Sales Lead Management Association (SLMA) just opened nominations for this year's most influential professionals in sales lead management. News Sales lead management

A Simple 2-Step Technique for Improving Lead Follow Up

The Point

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. There is a better way.

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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. With lead scoring.

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. www.sales-lead-experts.com. James W. Ruth P.

The top 50 in sales lead management: Who do you pick to be on the 2012 list?

Sales Lead Insights

Don't miss your last opportunity to vote for your top three candidates to be among the "50 most influential people in sales lead management" in 2012. The Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 30th! B2B marketing News Sales lead managementSincerely, M.H.

Taking Stock of Your Lead Management Process: 5 Key Questions

The Point

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.

5 Power Players You Need On Your Lead Management Team

Marketing Action

If you could diagram the complexity of modern marketing and sales operations the intersecting lines of software, social, content, design, email and data would turn into a morass of cross hatching. Sales is no longer cold calling. Think of the sales lead process as a five-step system: Attract : Content and SEO are the magnets here. But there’s good reason for that.

Jeff Ogden of Find New Customers named one of “50 Most Influential List in Sales Lead Management for 2011?

Fearless Competitor

Jeff Ogden of Find New Customers  is named one of  50 Most Influential List in Sales Lead Management for 2011. “ This prestigious award demonstrates that so many respect our deep knowledge of B2B demand generation and lead management and we are honored to be in such prestigious company.” Instead, just prove them wrong with your success.

Lead Management: 7 Steps to the Process that Creates Revenue

Marketing Action

He’s spent over 20 years in the trenches, working hand-in-glove with with enterprise, midmarket, and smaller companies to develop and build buyer research, demand generation, database development, and lead management programs. If sales just doubled their follow-up rate to 22%, you’d meet your numbers.”. Lead management is one of those things. But it works….every

3 Recommendations in Sales Lead Generation from Carlos Hildago of The Annuitas Group

Fearless Competitor

Buffer Sales lead generation - 3 Recommendations from Carlos Hildago. The three things Carlos recommends to someone getting started with  lead management include: Conduct an audit. Go though your sales lead management steps and determine where you are with you data, lead planning, metrics, etc. Do some kind of lead nurturing.

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.

Personal review: Aprimo Lead Management

Fearless Competitor

Does Aprimo Lead Management Measure Up? At the Aprimo Marketing Summit , I had a chance to take a close look at the Aprimo Lead Management offering. I was able to grill them with questions that trip up many vendors. With my experience in B2B lead generation and marketing automation, I felt confident I could give them challenging questions. found a very strong and graphical offering for lead management. But you sure better sketch it out on a white board BEFORE you try to create it in Aprimo Lead Management.). Quality leads matter.

The top 50 in sales lead management: Whon do you pick to be on the list?

Fearless Competitor

Don’t miss your opportunity to vote for your top three candidates to be among the “50 most influential people in sales lead management” in 2011. Because the  Sales Lead Management Association  (SLMA) is closing the polls at Midnight Pacific Time ( UTC-8 ) on Wednesday, November 30th. Both members and non-members can vote. link]. Thank you.

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.

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.

Carlos Hidalgo of ANNUITAS Named as One of the Top 50 Most Influential in Sales Lead Management by the Sales Lead Management Association

ANNUITAS

Press Releases Carlos Hidalgo demand process James Obermayer sales lead management association top 50 “I am honored to be named to the SLMA 50 again this year and appreciate the recognition from my peers and colleagues,” stated Hidalgo.

A Follow-Up Strategy for Content Syndication Leads

The Point

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. Here’s an example of a sales email that is adapted specifically for content syndication by doing the following: 1.

The top 50 in sales lead management: Times almost up. Whom do you pick?

Fearless Competitor

Don’t miss your opportunity to vote for your top three candidates to be among the “50 most influential people in sales lead management” in 2011. . Because the  Sales Lead Management Association  (SLMA) closes the polls at Midnight Pacific Time ( UTC-8 ) tomorrow. TIME IS ALMOST UP! So vote now! Both members and non-members can vote. link].

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What Is Lead Management?

NuSpark

Lead Management is the process of generating, converting, qualifying, and closing sales leads. Lost in the shuffle of all of those marketing tactics you are trying to get a handle on for your business (Twitter, Facebook, Pay-per-click, SEO, email campaigns, website design) is the concept of Lead Management. Think about your business?  Do you have a sound process for lead generation?  What happens when you get a lead?  How do you qualify that lead?  What if that lead is not … [ visit site to read more ].

The Critical Importance of Sales Lead Generation today

Fearless Competitor

Sales Lead Generation is a must. His post: Sales as we have known it is dead. This is why companies need to invest in sales lead generation today. This is why smart companies invest in sales lead generation programs including: Finely targeted accounts. Lead management process. Lead Nurturing and scoring. It seems clear to me that companies that fail to invest in best practices sales lead generation programs are going to struggle to make quotas and their businesses will fail. ” Every hand went up. Metrics.

The top 50 in sales lead management: Whom do you pick to be on the list?

Fearless Competitor

Don’t miss your opportunity to vote for your top three candidates to be among the “50 most influential people in sales lead management” in 2011. Because the  Sales Lead Management Association  (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Wednesday, November 30th. Both members and non-members can vote. So why don’t you  click this link  to cast your votes right now? . link]. Jeff Ogden of Find New Customers is proud to be included among this year’s nominees, and I sure would appreciate your vote.

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50 Most Influential People in Sales Lead Management: 2011 Winners announced

Sales Lead Insights

The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2011. I am grateful to all of you who voted me into the Top 10 of the list for 2011! B2B sales leads News Sales lead managementThank you!

Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel

B2B Lead Generation Blog

Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior.

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

ViewPoint

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.

View 96

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

ViewPoint

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?

View 93

Find New Customers salutes the “20 Women to Watch in Sales Lead Management”

Fearless Competitor

The Sales Lead Management Association yesterday announced the winners of the “ 20 Women to Watch in Sales Lead Management.” Lori Richardson, Score More Sales. Marketing Awards management-best-practices marketing-campaigns” Find New Customers congratulates all of the winners. Great job, ladies! Lisa Arthur, Aprimo, Inc. Trish Bertuzzi, The Bridge Group, Inc. Karla Blalock, PointClear, LLC. Lisa J. Cramer, LeadLife Solutions. Christine Crandell, NBS Consulting Group. Robyn Davis, When I Need Help (WINH). Ruth P.

How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

B2B Lead Generation Blog

Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead. 1. If the trade show closely aligns with one of your solution offerings, then the quality of these kinds of leads will be better.

Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

B2B Lead Generation Blog

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. Find out which attendees fit your Universal Lead Definition. If you have access to the registration list, analyze it. Look up registrants on LinkedIn.

All Real Salespeople Love Sales Leads (but there is a tiny caveat)

ViewPoint

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. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead. Until SalesForce came along and called every raw name in the database a lead, most of us thought—there are inquiries and there are leads. genuine sales lead has qualifying information.

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The top 50 in sales lead management: Whom do you pick to be on the list?

Fearless Competitor

Don’t miss your opportunity to vote for your top three candidates to be among the “50 most influential people in sales lead management” in 2011. Because the  Sales Lead Management Association  (SLMA) is closing the polls at Midnight Pacific Time ( UTC-8 ) on Wednesday, November 30th. Both members and non-members can vote. link].

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