Biznology

OCTOBER 3, 2021

It seems like every week I see a new research report naming leads as the top priority of B2B marketing departments. They’ll say, “Leads! Give me leads!” I’m talking about everything that comes after the lead-to-sales handoff. Lead Nurturing. Lead-to-sales Conversion. Account Management.

Sales Qualified Leads 171

Sales Qualified Leads Lead Scoring Lead Ranking Leads 171

Biznology

SEPTEMBER 26, 2019

B2B marketers understand the importance of qualifying a lead before it goes to a sales person, but sometimes the qualification process can get tricky. Think well beyond the simple score generated by your marketing automation system. Don’t let a lead get cold while waiting to go to sales. Then, set up your process.

Lead Qualification 116

Lead Qualification Sales Qualified Leads Lead Scoring Lead Ranking 116

Biznology

JUNE 4, 2019

I recently caught up with Dan McDade , longtime B2B practitioner in lead qualification and nurturing. You’ve been involved in the lead generation world for a long time. You’ve been involved in the lead generation world for a long time. Certainly, technology lets us deliver more leads to sales, faster than ever before.

Marketing Prospects 126

Marketing Prospects Lead Generation Lead Scoring Lead Ranking 126

Biznology

JULY 31, 2015

Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Which leads me to 5 Do’s and Don’ts of B2B lead qualification.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Biznology

AUGUST 19, 2015

Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Yes, it does, and here is a revision of my last blog specifically addressing trade show lead generation and qualification. Speed Kills The Competition.

Trade Show 80

Trade Show Lead Qualification Lead Ranking Sales Qualified Leads 80

Biznology

JUNE 25, 2019

Provide Value. Ideally, you’ll offer them information or tools that help them in their business – and that reinforce your own expertise and value. Of course, there’s a fine line between remaining visible and being a pest. Here are a few ways you can make sure your digital marketing efforts are staying on the right side of that line.

Marketing Prospects 123

Marketing Prospects Budget Programs Lead Scoring Lead Ranking 123

Biznology

AUGUST 28, 2014

I thought it was widely understood by now that staying in touch with a prospect who has shown some interest in your product or service can triple, even quadruple, lead-to-sales conversion rates. The majority (53%) said “it’s somewhat important; we have a few nurturing campaigns running.” This is a mistake.

Lead Nurturing 80

Lead Nurturing Peer-to-peer B2B Marketing Lead Scoring 80