sales Lead Management Related Topics 
Industrial Marketing Today
MARCH 16, 2012
Generating new leads, qualifying and nurturing them until they turn into a RFQ is too much work for them. For a real-life example of this lead generation disconnect, read my post, Manufacturers: Don’t Start a Lead Generation Campaign without Sales. See Lead Nurturing Is Not A Marketing Option, It’s A Sales Necessity.
Industrial Marketing Today
JUNE 22, 2012
The more I talk to manufacturers and industrial companies, the more I’m convinced that RFQs and sales conversations are all that matter to them. I get it that industrial marketing must be held accountable and I firmly believe that it should make a direct contribution to growing sales and revenues. Marketing keeps you in sales.”
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Industrial Marketing Today
JULY 16, 2012
These companies have always thought of marketing as sales support, so it requires a lot of convincing to change that mind-set. Upper management and key decision makers are skeptical about inbound marketing with content being able to generate qualified leads and set the table for sales.
Industrial Marketing Today
OCTOBER 7, 2010
This has resulted in fewer direct interactions with sales reps from vendors. Lead scoring, a key component of lead nurturing and management, is an effective tool for aligning sales and marketing. In developing a lead scoring system, marketing has to make certain assumptions to classify prospects as hot or not.
Industrial Marketing Today
JULY 9, 2010
The tools are wonderful – they do indeed automate many of the tasks you listed (email handling, lead management, nurturing, etc.). FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales. I would take this a little further.
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