The Point

JULY 1, 2019

For the last decade or more, it’s been an accepted principle – almost a key tenet – of B2B demand generation that business buyers don’t want to talk to a sales rep until the last possible moment. It’s why, for example, we marketers have assumed control for more and more of the lead funnel. Sales Alerts.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Scoring 124

LeadSloth

JUNE 7, 2010

This week there are a couple of interesting Lead Management events, so I thought I’d share them with you in a short blog post: Hubspot Show & Tell , new features including lead management, June 8th (tomorrow). Genius Demand Gen Academy , series of 12 webinars, starting June 9th. Hubspot Show & Tell.

Lead Management 100

Lead Management Marketing Management Co-Registration Leads 100

ViewPoint

AUGUST 28, 2012

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. Inbound Lead Costs Increase over Time. Want me to prove it?

Lead Management 120

Lead Management Sales Qualified Leads B2B Sales Sales Leads 120

ANNUITAS

JULY 20, 2021

For most companies, the challenge of regularly delivering enough leads and opportunities to hit growth targets has historically meant building a strategy around producing high volume, low quality marketing and sales campaigns. Many sales and marketing teams measure campaign success as opening an email or clicking a link.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

LeanData

NOVEMBER 17, 2022

A sales rep has five minutes to look at a lead, understand their needs, and determine how to respond. Sales is a numbers game, so having context readily available and consumable will help reps handle more volume and ultimately create more pipeline.”. Sounds like a great topic for another webinar.

Webinar Metrics 52

Webinar Metrics Demand Stats Act-On 52

LeanData

DECEMBER 16, 2021

A key to spurring revenue team growth is a sales tech stack that scales and supports the transition from scrappy startup to hyper-growth enterprise. To accomplish that, Krishna needed to develop driving GTM processes and build a supportive sales tech stack to expand the pipeline of opportunities to fuel this ambitious growth.

Enterprise Management 52

Enterprise Management Lead Scoring Lead Ranking ROI 52

markempa

OCTOBER 28, 2009

We had a great turn out for our recent B2B Lead Generation Rountable Webinar “Effective Lead Management: Learn How to Convert Marketing Leads into Sales Pipeline.” Read the Webinar Executive Summary. The ‘playbook’ included five steps: refine the universal lead definition of “sales ready”.

Lead Management 120

Lead Management Marketing Management Sales Qualified Leads Effectiveness 120

Hubspot

NOVEMBER 28, 2023

Marketing and sales teams rely heavily on one another to drive business. After all, it’s the marketing department that generates leads, and the sales team that converts those leads to paying customers. Sales collaboration dramatically improves results, but bringing it to fruition can be more complex than it sounds.

Sales Management 69

Sales Management Top of Funnel Lead Ranking Ideal Customer Profiles 69

ViewPoint

NOVEMBER 27, 2017

Territory turnover for this new sales manager isn’t unusual, but the solution can be evasive, expensive and humbling. Experienced sales managers, however, know how to deal with it. He had 10 sales territories in his domestic North American sales force. So, What’s a Sales Manager to Do?

Forecasting 149

Forecasting Sales Qualified Leads Telemarketing Marketing Management 149

ATAK Interactive

JULY 21, 2020

This is where sales enablement comes in. In fact, 74% of buyers choose to move forward with the sales rep that was the first to share value and insight. So with sales enablement, the marketing and sales teams are able to work together to deliver this value and convert their prospects into actual buyers.

B2B Sales 148

B2B Sales Work Management B2B Thought Leadership Marketing Management 148

Act-On

APRIL 10, 2024

But not entirely unlike when a colleague sends you a link to a gated ebook, you give your contact info to download it, and then get a phone call from a sales rep the same day. Luckily for marketers, lead scoring exists. For marketing and sales teams, that handoff is a potential minefield. How does lead scoring work?

Lead Ranking 164

Lead Ranking Lead Scoring Marketing Qualified Leads Sales Qualified Leads 164

ATAK Interactive

JULY 21, 2020

This is where sales enablement comes in. In fact, 74% of buyers choose to move forward with the sales rep that was the first to share value and insight. So with sales enablement, the marketing and sales teams are able to work together to deliver this value and convert their prospects into actual buyers.

B2B Sales 128

B2B Sales Work Management B2B Thought Leadership Marketing Management 128

LeadSloth

AUGUST 17, 2009

Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity.

Lead Management 100

Lead Management Lead Scoring Lead Ranking ROI 100

Customer Experience Matrix

APRIL 29, 2009

I have two Webinars and a newly published white paper you might find interesting: Webinar Making the Right Start with Demand Generation , Thursday, April 30, 2:00 p.m. Webinar How to 'walk the walk' with the Sales 2.0 Approach to Aligning Sales & Marketing , Wednesday, May 13, 1:30 p.m. Sponsored by Marketo.

Paper 120

Paper Webinar Metrics Marketing Automation Services Marketing Management 120

The Mx Group

OCTOBER 24, 2017

So you’re thinking about creating a webinar. Maybe even a series of webinars … awesome! Creating B2B webinars is worth your time and effort. Through our experience, we know there are definitely webinar do’s and don’ts. Follow our webinar best practices below and you’ll be well on your way toward success.

Webinar Metrics 80

Webinar Metrics Practices Best Practices Buyer Personas 80

Ledgeview Partners

OCTOBER 5, 2020

Salesforce Sales Cloud vs. Microsoft Dynamics 365 Sales: A Day in the Life Comparison. Over the past few weeks, we’ve broken down a recent Ledgeview Partners webinar one piece at a time. Salesforce Sales Cloud Enterprise. Lead management. Account/Contact management. Opportunity management.

Comparison 86

Comparison Enterprise Management Sales Qualified Leads Work Management 86

markempa

SEPTEMBER 22, 2011

Tweet For proven approaches to drive the highest return on the money you’ve invested in marketing and sales this year, watch the replay of the second half of our webinar presentation, “ Six Funnel Focal Points to Finish 2011 Strong. ”. See for yourself in the webinar replay below. And these are just a few of the highlights.

Webinar Metrics 120

Webinar Metrics Top of Funnel Ideal Customer Profiles Case Study 120

Marketing Insider Group

NOVEMBER 10, 2020

We have caught up several times since at industry and marketing events, and it was my great pleasure to be a recent guest on the Televerde Morning Marketing Mug webinar series she hosts. A: Well, it feels like forever since I first took Modern Marketing to the webinar and event speaking circuit, and it has certainly evolved since!

Planning 322

Planning Analytics Enterprise Management Work Management 322

Heinz Marketing

MARCH 21, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Changing the dynamic of prospecting and lead management strategies.

Work Management 70

Work Management Marketing Management Budget Programs Marketing Budget 70

The Point

AUGUST 23, 2011

Do you feign understanding when your CEO talks about “sales and marketing alignment”? Unclear on the difference between lead management and revenue cycle management? Who the leading vendors are in the marketing automation category. • You can access the Webinar here.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Marketing Management Webinar Metrics 100

LeadSloth

JUNE 23, 2010

This is the recording of the webinar about the 7 Steps to Finding Untapped Revenue in Your Marketing Database , which took place on June 22nd, 2010. NURTURE Leads to Assure More Revenue. 50% of Leads are NOTReady to Make the Jump. Nurtured Leads Produce 20% MORE Sales Opportunities. 1: COLLABORATE with Sales.

Webinar Metrics 100

Webinar Metrics Case Study Case Studies Lead Scoring 100

Conversica

JUNE 27, 2019

Do you get stressed out about lead generation and the hand-off of leads between Marketing and Sales? If this sounds like you, you’ll want to check out our webinar: A Marketer’s Guide to Self-Care. These assistants help you ensure that every lead is managed well and that more MQLs are passed off to Sales.

Webinar Metrics 45

Webinar Metrics Demand Marketing AI Work Management 45

thePoint

AUGUST 24, 2020

5 is about alignment – specifically marketing and sales alignment around one specific definition. There are certainly many areas where marketing and sales should learn to effectively understand needs and agree on desired goals and outcomes. just wanting “sales ready leads”). What is a MQL (marketing qualified lead)?

Lead Ranking 52

Lead Ranking Marketing Qualified Leads Top of Funnel Sales Qualified Leads 52

ViewPoint

FEBRUARY 21, 2012

to be selected a Top Sales Expert at Top Sales World , the international online community dedicated exclusively to sharing sales best practices. The Top Sales Expert team includes best-selling authors, builders of large global consultancies, and sales professionals within the Fortune 500 arena.

PointClear 120

PointClear Work Management Communities B2B Sales 120

ANNUITAS

APRIL 28, 2020

My colleagues, Jennifer Harmel and Lauren Goldstein, recently hosted a webinar with Adobe and BAI to address this challenge and offer solutions on how to evolve and connect with customers both on and offline. In a webinar filled with game-changing insights, these are my four biggest takeaways. Shifting to a perpetual state.

Work Management 165

Work Management Marketing Management Service Paid Search Agency 165

ATAK Interactive

JULY 21, 2020

This is where sales enablement comes in. In fact, 74% of buyers choose to move forward with the sales rep that was the first to share value and insight. So with sales enablement, the marketing and sales teams are able to work together to deliver this value and convert their prospects into actual buyers.

B2B Sales 78

B2B Sales Work Management B2B Thought Leadership Marketing Management 78

The Point

OCTOBER 22, 2020

My response: We typically design nurture programs for inbound leads like content syndication in 2 stages, as follows: 1) quickly determining if the person has an immediate need or otherwise merits sales follow-up; and then. An early-stage nurture series is more about identifying and flagging those leads with a genuine need.

Sales Qualified Leads 227

Sales Qualified Leads Lead Scoring Lead Ranking Leads 227

Conversica

JUNE 27, 2019

Do you get stressed out about lead generation and the hand-off of leads between Marketing and Sales? If this sounds like you, you’ll want to check out our webinar: A Marketer’s Guide to Self-Care. These assistants help you ensure that every lead is managed well and that more MQLs are passed off to Sales.

Webinar Metrics 40

Webinar Metrics Demand Marketing AI Work Management 40

markempa

SEPTEMBER 18, 2007

Companies that adopt effective lead management processes generate more revenue from their lead generation investment and have overall higher close rates on marketing generated leads than those that do not. But I've encountered very few companies that really do lead management. What is lead management?

Lead Management 120

Lead Management Work Management Marketing Management Lead Scoring 120

ANNUITAS

NOVEMBER 5, 2020

To understand why it’s happening to you, you need to take into consideration the full buyer journey, starting with how to define a lead and evaluating how your lead management framework maintains sustainable lead sourcing, nurturing and conversion. . Your Marketing and Sales Teams Are Misaligned.

Top of Funnel 147

Top of Funnel Lead Ranking Sales Qualified Leads Lead Scoring 147

SendinBlue

APRIL 19, 2021

Successful B2B marketing automation requires thought and preparation but once up and running, can do serious heavy lifting for your sales funnel. What are the most effective B2B automation techniques and tactics for nurturing leads? Marketing automation is a way for companies to keep in regular contact with leads and customers.

Marketing Automation Services 95

Marketing Automation Services Top of Funnel Marketing Automation B2B Sales 95

Exo B2B

APRIL 13, 2021

For most companies, the pandemic has increased the “pressure” on sales and marketing. And this, beyond the technical aspect of aligning sales and marketing. More than ever, sellers have turned to marketing to fill the void in their sales pipeline. Their routines have been called into question. The reality of sellers.

Trade Show 52

Trade Show Planning Work Management Paid Search Agency 52

LeanData

APRIL 27, 2017

Travis Henry offered a simple piece of advice about selecting Sales Apps during a recent webinar. It’s really important that you have clearly identified requirements for your business and only then take that problem and challenge in search of a solution,” said Henry, the marketing development manager at Bluewolf. Travis Henry.

Work Management 66

Work Management Webinar Metrics Marketing Management Conversion Rate 66

Lead Liaison

MARCH 6, 2018

To watch this webinar in its entirety, click here. Ryan Schefke, Lead Liaison. It will read exactly as presented in the webinar. It will read exactly as presented in the webinar. We had plugged emails, we have webinar invites, and we had all sorts of different conversational emails as well. Presenters.

Webinar Metrics 48

Webinar Metrics Video Marketing Top of Funnel Lead Liaison 48

Lead Liaison

JUNE 6, 2019

A successful sale is but the last piece of the puzzle that is the sales process. To achieve this crucial goal, you need to ensure that the various steps leading up to it are completed in an efficient and effective manner. Sales prospecting is key among these steps and this article will tell you how you can nail it.

Sales Qualified Leads 55

Sales Qualified Leads Lead Scoring Lead Ranking Work Management 55

Adobe Experience Cloud Blog

APRIL 12, 2013

by Dayna Rothman Lead management is the ability to capture, respond, and manage incoming leads. When spending so much time and money on creating the perfect campaign, you want to make sure you have numerous best practices in place to manage your leads throughout the entire lifecycle. So how do you do it?

Lead Management 48

Lead Management Lead Scoring Lead Ranking Work Management 48

Conversica

JULY 19, 2019

Sales is not an easy job and professionals feel that pressure today more than ever before. That leaves very little time to execute a great follow up strategy and move leads through the pipeline. These AI tools help you create a seamless sales journey for your team and for your potential buyers. webinar.

Outreach 40

Outreach Webinar Metrics Work Management Lead Management 40