| | | Marketing Genius Blog | |  Lead Management + Sales | 19 articles |
| Page 1 of 1 | Previous | Next | | | MARKETING GENIUS BLOG JULY 30, 2009 Lead Scoring 101 Talk to someone about Marketing Automation and one of the first topics that comes up is Lead Scoring. Lead Scoring is the process of assigning a numeric score to leads to indicate lead quality. That seems to be something magical: rather than having to manually sift through hundreds of leads, a sales rep can simply look at the lead score to pick the promising ones. However, it’s quite a challenge to summarize the complex behavior of a buyer into a single number, so let’s zoom in on the mechanics of lead scoring. | | | | | |
| MARKETING GENIUS BLOG OCTOBER 5, 2010 Walk Before You Run With Lead Nurturing Last week I had the opportunity to co-present on a webinar with the good folks at DemandGen Report and Ian Michiels of Gleanster (Formerly an Analyst at Aberdeen), where we addressed the inherent, but somewhat surprising issues companies are having with adopting technologies and implementing processes for lead management and lead nurturing. As it turns out, research shows that most companies are aware of their lead management issues and the solutions that can help fix them. So we came up with the concept of Five Baby Steps to Lead Nurturing Success. | MARKETING GENIUS BLOG JUNE 7, 2010 10 Best Marketing Apps for Salesforce To justify this expense, Google reports the number of clicks and conversions (usually registrations), but you don’t know whether these people are qualified leads who are likely to buy your product. This application makes it possible to track the effectiveness of keywords and ads all the way to sales opportunities and closed deals. For example, a company that sells management dashboard software attracted people looking for a replacement dashboard for their car. It is labor intensive to manage the creation of these files and distribute them to the right people. | MARKETING GENIUS BLOG AUGUST 31, 2011  Genius Marketing Laboratory at Dreamforce 2: 30-2:00: Carlos Hidalgo (Lead Management Musts). Today’s the first big day at Dreamforce and we’re really excited about all that’s going on. The energy at the show’s great this year and we’ve already had some really great interactions with customers and other show attendees. Here’s the schedule. 30-2:30: Mike Bird (The Captain of Clean Data). | MARKETING GENIUS BLOG MAY 6, 2010 The Ultimate KPIs for Marketers Would it be possible to pick a dozen of the most important metrics or Key Performance Indicators (KPIs) and start with a more manageable scope? Or sales per square foot : if you don’t have physical stores, this metric wouldn’t be useful at all. On this blog I’m writing a lot about demand generation, lead management and sales & marketing alignment. Those areas have a specific set of KPIs that provide insight into the marketing and sales funnels. This ranges from general awareness to sales opportunity stages and closed business. | | | | | | | |
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MARKETING GENIUS BLOG | FRIDAY, MAY 21, 2010 New Focus Needed for B2B Marketers
Craig Rosenberg, their VP of Products and services, and I have known each other since the first Sales 2.0 He’s been a constant contributor to B2B Sales and Marketing community @funnelholic and on his blog. Managing leads is complex and difficult. This ranked as the number 1 challenge with attendees where 34 percent indicated that the complexity of lead management was quite frankly a major pain. Last night I went to the official launch of Focus at the Hotel Vitale. The Focus launch via Twitter. Conference. 50% don’t blog and 49% don’t use Twitter. MORE >> -
MARKETING GENIUS BLOG | WEDNESDAY, MAY 5, 2010 Chart of the Week: Is a Marketer’s Compesation Tied to Revenue?
In this chart you’ll notice that 44% of marketer’s surveyed said their compensation is tied to sales. What’s also interesting is that 85% of marketers said their departments goal was to drive qualified leads, but when asked, “ lead nurturing&# was seen as most important by only 21%. This means that while marketers own pockets are affected by internal processes such as lead management and lead nurturing, they still aren’t collaborating with Sales to optimize their efforts and productivity. Tweet This! Digg this! MORE >> -
MARKETING GENIUS BLOG | WEDNESDAY, MAY 5, 2010 Save the Date: Marketing Automation Academy starts June 2nd
Malcom Friedberg will give expert guidance on Lead Scoring. Brian Carroll will share his wisdom of Sales & Marketing Alignment. The program will prepare you for the Marketing Automation Certification Exam, and includes 20 thirty-minute sessions covering social media, demand generation, lead management and ROI. Tags: Community Events Genius.com Marketing Automation academy Ardath Albee content education Geoffrey Moore Jay Baer Lead nurturing lead socring learn Malcom Friedberg Paul Dunay sales and marketing alignment social media Tweet This! MORE >> -
MARKETING GENIUS BLOG | THURSDAY, JANUARY 21, 2010 The Marketing Automation Checklist
Do you have Universal Lead Definition that both sales and marketing agree on? There are tons of resources available to learn more about Marketing Automation before you speak to a sales rep. Take for example Genius’s Marketing Resource Center , or books like Lead Generation for the Complex Sale and eMarketing Strategies for the Complex Sale , or even one of the many Marketing Automation blogs. With help from the resources mentioned above, you should be able to map out your Lead Management flow. Educate Yourself. Look at Features. MORE >> -
MARKETING GENIUS BLOG | WEDNESDAY, DECEMBER 9, 2009 5 Big Trends In Marketing Automation 2010: #1 Inbound Marketing
After the lead is captured, lead nurturing and lead scoring need to kick in immediately to develop relationship with the prospect. In an eCommerce environment, the sale is fulfilled online, in a shopping cart, and it’s easy to see who completed the transactions or who abandoned. In a complex sale, however, the sale gets fulfilled through a person. connection needs to be made, but up to 70% of inbound leads aren’t “ sales ready&#. kick it off, here’s trend number one. Trend 1. MORE >>
- Getting Social at the MarketingSherpa B2B Summit MARKETING GENIUS BLOG | TUESDAY, OCTOBER 6, 2009
- Not Ready for Marketing Automation. Now What? MARKETING GENIUS BLOG | THURSDAY, JULY 23, 2009
- Are You Ready for Marketing Automation? MARKETING GENIUS BLOG | TUESDAY, JULY 21, 2009
- Marketing & Sales Collaboration MARKETING GENIUS BLOG | THURSDAY, JULY 16, 2009
- Lead Nurturing and Scoring MARKETING GENIUS BLOG | TUESDAY, JULY 14, 2009
- How to Increase Website Conversion MARKETING GENIUS BLOG | THURSDAY, JULY 9, 2009
- Lead Management Introduction MARKETING GENIUS BLOG | THURSDAY, JUNE 25, 2009
- Lead Management Features MARKETING GENIUS BLOG | WEDNESDAY, JULY 1, 2009
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