Sales Lead Management: Are You a Victim of Failure to Follow-Up?
Fusion Marketing Partners
AUGUST 21, 2019
I talk about the concept of stopping “revenue leakage” a lot, and one of the biggest causes of revenue leakage […].
4 Solutions to Consider When Marketing Leads Don’t Convert
The Point
OCTOBER 15, 2019
Consider a formal content audit to identify where the holes are in your current library, and whether your lead generation content is working to attract the right types of prospects. The post 4 Solutions to Consider When Marketing Leads Don’t Convert appeared first on The Point. Photo by Yeshi Kangrang on Unsplash.
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Taking Stock of Your Lead Management Process: 5 Key Questions
The Point
JANUARY 24, 2013
Key to designing an effective lead nurturing program is taking stock of your current lead management process. Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing.
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What Percentage of Marketing Leads Should Be Accepted by Sales?
ViewPoint
OCTOBER 10, 2016
According to Terry Flaherty, Senior Research Director, Demand Creation Strategies at SiriusDecisions in this blog, “Measuring the Impact of Successful Sales Handoffs” : “Organizations with a formal SAL stage in their lead management process generate 9.3 closed/won deals per 1,000 inquiries.
The Future of Sales Lead Management – An Interview with SLMA’s James Obermayer
Adobe Experience Cloud Blog
JANUARY 27, 2011
by Katie Byrnes Marketo CEO, Phil Fernandez, had the chance to interview the CEO of the Sales Lead Management Association, James Obermayer at Dreamforce 2010. At SLMA, Jim Obermayer focuses on proving the return on investment of marketing activities and managing sales leads, and the value of managing those sales leads.
When Should You Dismiss a Sales Lead?
PureB2B
FEBRUARY 27, 2017
So, you’ve developed a solid marketing plan, and you’re feeling good about your strategy. 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. Leave it to the experts.
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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
ViewPoint
AUGUST 19, 2014
Here, in the second of this three part series, we will hear from The Funnelholic’s Craig Rosenberg; Annuitas Group’s Carlos Hidalgo; Sales Lead Management Association’s Jim Obermayer; Direct Marketing News’ Ginger Conlon; consultant and trainer Dave Stein; and agency founder Matt Heinz.
Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
ViewPoint
AUGUST 26, 2014
In the second part of the series, we heard from The Funnelholic’s Craig Rosenberg; Annuitas Group’s Carlos Hidalgo; Sales Lead Management Association’s Jim Obermayer; Direct Marketing News’ Ginger Conlon; consultant and trainer Dave Stein; and agency founder Matt Heinz.
Top Lead Generation Statistics for 2018
Zoominfo
FEBRUARY 1, 2018
For B2B software marketers, however, the top sources of new business are organic search, SEM/PPC advertising, and word of mouth referrals ( source ). 85% of B2B marketers say lead generation is their most important content marketing goal ( source ). Outbound leads cost 39% more than inbound leads ( source ).
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What Should the Sales Close Rate Be?
ViewPoint
MAY 23, 2017
Best case a stack of leads (virtual or otherwise) is rifled through, a few leads are cherry-picked out – and other leads are left to go into the black hole frequently called CRM. Imagine Spending $208,350 on Marketing Leads That Are Trashed Immediately. Cost per sales qualified lead is $1,250.
Marketing Leads: Quality Vs. Quantity
Marketing Insider Group
AUGUST 12, 2010
We discussed the great lead quality vs. lead quantity debate. And the conversation went way later than the restaurant manager and our wonderful server wanted it to. My experience tells me sales teams and leaders need to be actively engaged in the strategies and processes marketing develops and own them.
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Top B2B Lead Generation Statistics for 2021
Zoominfo
JULY 24, 2019
As such, it’s important to stay up-to-date on the latest lead generation trends, technological advances, and- as always- your customer base. For B2B software marketers, however, the top sources of new business are organic search, SEM/PPC advertising, and word of mouth referrals ( source ). Ready to learn more? Keep reading.
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Is Marketing Automation Right for Every Company?
The Point
AUGUST 22, 2014
Is the untapped market opportunity as large as the data would suggest, or are some companies simply not a match for marketing automation, and never will be? The counter-argument to this, and a fair one, is that marketing automation also allows a marketing team to deploy marketing programs much more efficiently.).
Panning For Gold: Capturing the Sales Leads You Really Want
Adobe Experience Cloud Blog
JULY 7, 2011
Marketers need to be able to quickly sift through incoming leads, identify those ready for sales, and have a plan in place to nurture the rest. Also, marketers need to evaluate which techniques are producing the highest quality sales leads so they will know where to continue panning.
Essential Marketing Insights
Full Circle Insights
JANUARY 16, 2024
While the marketing department doesn’t close deals, it does tee up opportunities for the sales team and influences deals through ongoing campaigns throughout the sales cycle. Similarly, the sales department also sources deals through marketing-lead call-down campaigns or special customer engagements.
Avoiding Cascading Zipper Failures between Marketing and Sales
ViewPoint
AUGUST 21, 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. Marketing creates demand, finding interested people and companies, and gives these leads to Sales; 75% of which are ignored.
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PowerViews with Chris Tratar: Execs Need to Support ‘Sales-First’ Culture
ViewPoint
MARCH 18, 2014
But perhaps the most overlooked step, he said, is having a highly placed executive within the company who is driving a focus on sales enablement and productivity. Click to start video at this point — With 80 percent of marketing leads failing to become sales leads, it’s obvious that we need to re-think things, Chris said.
PowerViews with Chris Tratar: Execs Need to Support ‘Sale-First’ Culture
ViewPoint
MARCH 18, 2014
But perhaps the most overlooked step, he said, is having a highly placed executive within the company who is driving a focus on sales enablement and productivity. Click to start video at this point — With 80 percent of marketing leads failing to become sales leads, it’s obvious that we need to re-think things, Chris said.
Gmail Priority Inbox: the Death Knell for Email as Lead Generation?
The Point
SEPTEMBER 8, 2010
If (as is likely) the concept catches on and extends in one form or another to other email clients, notably Microsoft Outlook , Priority Inbox could sound the beginning of the end for email as a lead generation tool. One, because the effectiveness of email as a tool for acquiring net new sales leads is already as bad as it’s ever been.
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100 Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.
The Point
SEPTEMBER 30, 2013
.” Here’s a short list of what else marketing automation can do that your ESP likely can’t: • Responding immediately and automatically to sales-ready behaviors (like visiting certain high-value pages on your Website). Integrate social media seamlessly into email campaigns in a way that extends the reach and value of the campaign.
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Optimizing Lead Distribution for Higher Conversion
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. Many of you reading this post do not have a choice of who you distribute leads to.
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PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue
ViewPoint
OCTOBER 9, 2013
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. Jim is also the President of Sales Leakage Consulting, Inc. Jim is also the President of Sales Leakage Consulting, Inc.
10 Questions: Do You Need Marketing Automation?
The Point
MAY 6, 2010
For other companies, the decision of whether or not to take the plunge into marketing automation is less of a slam-dunk. Not everyone is able to measure the precise ratios at which sales leads currently convert to sales. Inevitably, much of the business case for a marketing automation solution comes down to intangibles.
Taking away a marketing manager’s excuses!
ViewPoint
JANUARY 21, 2014
Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up. This month we tackle the issue of Marketing not delivering on an ROI responsibility. Here are some of the justifications.
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4 Ways Sales Can Nurture and Convert Leads
PureB2B
OCTOBER 20, 2020
Whether you’re looking at it from a marketing or sales perspective, getting someone interested in a product or service you offer, and turning that interest into a real conversation can feel next to impossible. It all starts with enabling your sales team, and turning them into lead nurturing machines. Here’s how….
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4 Ways Sales Can Nurture and Convert Leads
PureB2B
OCTOBER 20, 2020
Whether you’re looking at it from a marketing or sales perspective, getting someone interested in a product or service you offer, and turning that interest into a real conversation can feel next to impossible. It all starts with enabling your sales team, and turning them into lead nurturing machines. Here’s how….
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Does Your Sales Team Know How to Follow-Up on a Lead?
ViewPoint
JUNE 7, 2016
First and foremost, the acceptance process allows marketing to confirm that sales or partners are acting on all delivered leads. The rates of lead acceptance and rejection reveal lead management and quality problems that can be quickly addressed. a sales rep reports, ‘I called the prospect three times.
Marketing Automation Software that Delivers the Most Data Wins!
ViewPoint
MARCH 26, 2013
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. Some say that 18-20% of all B2B companies have marketing automation, and up to 80% have a CRM system. i Really, how do you argue you with this?
Is Social Media Wasted on PR Agencies?
The Point
OCTOBER 8, 2009
Except awareness and thought leadership represent only a fraction of the potential return from social media, and in fact (I would argue) place well behind the windfall that social media makes possible in the areas of lead generation and lead nurturing. expand company’s leads database and community of followers.
4 Steps to Optimize Your Lead Generation Process
Outbrain
JANUARY 13, 2020
Tailor specific content, comms and offers according to the current status of the leads. In most organizations, the entire leads pool will be broadly divided into two ‘buckets’: Marketing leads, managed by the Marketing department. Sales leads, managed by the Sales department.
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Perfect time to make a Sales Call in 2020
Valasys
DECEMBER 4, 2019
Best time for telemarketers to call a Sales Lead: For the marketers wishing to establish the Perfect time to make a Sales Call in 2020, it is important to recognize what is the best time to cold call business owners. The key takeaway being if you get a sales lead – respond promptly.
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How Quickly Should I Suspend or Delete Non-Responsive Leads?
The Point
DECEMBER 15, 2020
A client asks: How long should a lead be chronically non-responsive before they’re marked as “marketing suspended”? Over time, an accumulation of stale, non-responsive leads can bump you to a higher pricing tier for your CRM or marketing automation license. What best practices should we put in place?
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10 Simple Tricks to Accelerate Your Sales Pipeline
PureB2B
AUGUST 19, 2018
These are the leads who need nurturing before being passed off to sales. Lead nurturing allows your sales team to work on qualified, ready-to-buy prospects for a faster sales pipeline. Clogging up your pipeline with leads that aren’t ready slows down the cycle. Align Content and Reward with the Sales Cycle.
5 Steps to achieve Lead Generation ROI
Marketing Insider Group
MAY 12, 2010
In order to provide a practical guide to generating real results, here are the B2B Marketing Insider 5 Steps to achieve Lead Generation ROI: Step 1: Set your objective. The metrics you chose should be quantifiable and aligned to your sales goals. Think sales, leads, pipeline.
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100 Demand Generation Quiz: How Good Are You?
Adobe Experience Cloud Blog
SEPTEMBER 7, 2008
How do you know if your demand generation is good enough or when it's time to take your lead management processes to the next level? Here are 14 important questions that indicate whether or not you can benefit for more sophisticated marketing automation. Lead Generation. Is your sales team? Lead Follow-Up.
7 Tips for Better LinkedIn Leads
PureB2B
MARCH 6, 2018
LinkedIn offers a number of marketing tools that you can use to drive more people to your website and generate sales leads for your team. Having your own group on LinkedIn is another useful technique in B2B marketing. Learn how today with our FREE Lead Management 101 whitepaper ! Form Groups.
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B2B Lead Generation Blog: 7 Tips to Improve Sales Follow-up & Close More Leads
markempa
AUGUST 1, 2007
to Generate and Follow Leads | Main | Webcast: Closed-Loop Lead Generation & Management » 7 Tips to Improve Sales Follow-up & Close More Leads If you are like most B2B marketers, lead generation is at top of your priority list. « 9 1/2 Ways. So what can be done about it?
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120 A Follow-Up Strategy for Content Syndication Leads
The Point
AUGUST 25, 2015
It’s important to recognize that content syndication leads are not like most sales leads. When someone registers to download a white paper or podcast or case study about the business challenge that your product solves, he or she is expressing an interest in that topic, not necessarily in your product.
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My Secret Methods for Turning Marketing Leads into Qualified Sales Leads
Adobe Experience Cloud Blog
MARCH 9, 2011
by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. In addition to those techniques, I believe the secret to a truly high-performance revenue engine is the effective use of a Sales Development team.
B2B Demand Generation Best Practices: 7 Critical Success Factors
DealSignal
OCTOBER 4, 2021
In the first sales and marketing executive review meeting I attended, there was a lot of flag saluting. In other words, marketing was complaining that sales were not following up on the tons of marketing-generated leads, and sales leadership was shooting back that the marketing leads just sucked.
B2B Demand Generation Best Practices: 7 Critical Success Factors
DealSignal
OCTOBER 4, 2021
In the first sales and marketing executive review meeting I attended, there was a lot of flag saluting. In other words, marketing was complaining that sales were not following up on the tons of marketing-generated leads, and sales leadership was shooting back that the marketing leads just sucked.
Three Truths Behind Sales and Marketing Alignment
Adobe Experience Cloud Blog
MARCH 7, 2011
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. There are three truths behind sales and marketing agreements that must be recognized for effective alignment: 1.
The 10 most fascinating people in B2B Marketing in 2015
Biznology
JANUARY 6, 2016
Jim Obermayer, founder of the Sales Lead Management Association. I’ve known Jim for years as a consultant and author specializing in lead management—a generally under-appreciated subject that Jim uniquely understood to be a critical success factor in business selling. We are lucky to have them.
B2B Lead Generation Blog: Webcast: How to Precisely Define a "Lead" Before Marketing Begins
markempa
MARCH 6, 2007
Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License.
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