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Lead Qualification: The Secret Sauce of B2B Lead Generation Marketing

Biznology

The Number One rule in B2B marketing:  Never, ever, pass an unqualified lead to your sales force.  But all this assumes that the marketing team has a clue about what kind of lead is ready for a sales rep.  Enter the concept known as lead qualification. These days, essentially, qualification criteria can be divided into two categories: Account characteristics.

Why Traditional Lead Qualification Filters Are No Longer Enough

Sales Prospecting Perspectives

Our rep had called an inbound lead to qualify him as a prospect. To someone whose LinkedIn profile and Twitter followers count as job qualifications, an old-fashioned cold call is an abomination. They use LinkedIn to research leads before picking up the phone. Lead Generation. Tools such as Radius, Data.com, and InsideView can help you find leads based on social filters.

Lead Qualification: Rethinking BANT in the Modern B2B Sales Cycle

Act-On

In today’s complex B2B sales cycle, it’s important that an organization’s sales and marketing teams create a clearly defined and agreed upon, definition of a qualified lead. Distinctly identifying where the lead handoff happens is the first step in creating a seamless transition between sales and marketing. Factors to Consider, Instead, When Creating Lead Qualification Processes: 1.

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Lead Qualification: Webinar marketing strategy boosts conversion 500%

B2B Lead Generation Blog

After realizing this challenge, Shelby and the team at Adobe put forth the idea that by creating more useful and relevant content to prospects, they could use that data to better qualify leads to Sales and discover where those leads were in the buying process based on what webinar content they consumed. MarketingSherpa Lead Gen Summit 2014 – San Francisco, November 3-6.

B2B lead qualification and scoring

Sales Lead Insights

This is one reason that, on average, only 25% of new leads are sales ready. So you need a way to determine which leads are ready for Sales, and which need to be nurtured. I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and decided to list them by category. Lead scoring seems to be on everybody’s mind.

5 do’s & don’ts of B2B lead qualification

Biznology

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. Don’t ditch old lead lists. Wrap-Up.

5 Best practices of trade show lead qualification

Biznology

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. While these individuals are often called “leads,” they are not.

Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment

B2B Lead Generation Blog

Tweet A couple of weeks ago, I presented an American Marketing Association webcast , “ The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content” (a replay of the webcast is posted below). These questions hit on key challenges in lead nurturing today. hope the answers will help you solve specific challenges in defining qualified leads, nurturing them, and aligning your sales and marketing teams. Nurturing and automation. Q: Could you review how to convert an inquiry into a lead? A: Begin with the end in mind. Map out the process.

Why BANT No Longer Applies for B2B Lead Qualification

ANNUITAS

Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation.  The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria.  We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions.  Here are a few reasons why BANT is not relevant for lead qualification: Traditional Buying is Dead.

How to Build a Lead Qualification Team

Sales Intelligence View

Businesses that build and use a Lead Qualification team convert leads at a 40% or higher rate than teams that do not (b2b Lead Agency). Businesses that pass leads to the sales team without any qualification convert as few as 5% of all leads. Start by determining a Lead Qualification Manager. Source: Where did the lead originate?

BANT: Is it Still a Useful Tool for B2B lead Qualification?

Great B2B Marketing

I just read, and commented on, a thought-provoking article titled Lead Gen: A proposed replacement for BANT. For some time, these factors were considered the four criteria that best demonstrated that a specific individual or company was a qualified lead, and not just a raw inquirer or possible future prospect. In a push marketing environment, BANT is a very useful tool for ensuring that sales reps are working with qualified leads and not wasting their time on those that are not in a position to buy in the near future. BANT Lead Qualification Qualified Leads

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Actionable Data – What to Do with Website Visitor Tracking Info, like use it for Lead Qualification

Lead Liaison

The Importance of Lead Qualification. One of the ways in which you can use your actionable data is by qualifying leads. Lead qualification is a two-way street. In addition to understanding whether a lead is interested in your products and/or services, you also need to determine whether you are interested in that lead.

A Guide to Lead Qualification: The Basics

Sales Intelligence View

That’s why the sales representatives that are truly successful know the difference between sales inquiries, sales leads, marketing and sales qualified leads, and how they relate to one another. Inquiries don’t usually come with much information about them, and require qualification to uncover details about their likelihood to buy. Sales Leads. Sales Inquiries.

B2B Lead Qualification Tips that Guarantee Conversion

Sales Intelligence View

The lead qualification process is essential to business. We’ve put together 5 tips for B2B lead qualification that will boost your conversion rate and help you get in the door to win more deals: 1. Establish a Solid Lead Qualification System. Cherry Pick Your Leads. You never know where they may lead some day. Build a Vast Online Presence.

Using BANT for Lead Qualification

Sales Intelligence View

Unfortunately, there is no silver bullet to lead scoring in B2B marketing. According to Craig Rosenberg and his post,  6 Reasons Why Everyone Needs a Lead Qualification Team , “If you send unqualified leads to sales, you will either fail or get minimal ROI from your marketing programs. Make sure the Lead Qual rep has the decision maker’s contact info.

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How to Refine Your Sales Methodology

ViewPoint

thought all three were excellent, but due to my background in, and passion about, lead qualification, that was the one topic that really stood out. Bob’s view: Traditional lead qualification, such as the over simplified BANT criteria (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. recommend using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments. Lead Generation Lead QualificationDecision Criteria. Options.

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16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Generation Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . In this post, I’ll share 16 proven ways get better sales opportunities from your lead generation and account based marketing. Touch longer-term leads frequently and relevantly. .

16 Proven Ways to Get Better Opportunities Now (Part 1)

B2B Lead Generation Blog

When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. In this post, I’ll share proven ways get better opportunities from your lead generation. Because

Lead Qualification Best Practices: Sniff: “Inspect What You Expect”

Modern B2B Marketing

by Stephanie Yung Every lead a Marketo Sales Development Representative calls into goes through an initial prospecting process, called “the sniff test”. This process happens before an initial call and helps our Sales Development Representatives prepare for a relevant conversation with a lead. could have prevented this situation if I had remembered to first sniff out the lead.

Universal Lead Definition: Why 61% of B2B marketers are wasting resources and how they can stop

B2B Lead Generation Blog

Tweet Confession: I wish I could flash this across every marketer’s computer screen the moment it powered up: A universal lead definition (ULD) clarifies what a lead is to everyone in your organization. Are these truly leads? Anyone who expresses interest in what you sell is an inquiry , not a lead. Leads not being nurtured. Sales rejecting leads.

Use Video Viewing Data to Improve Lead Qualification and Conversions

Marketing Action

Here’s how: Segment Your Leads Based On Viewing Behavior. If someone watches this video all the way to the end, they’re now one of your hottest leads. Turn this video data into targeted follow-ups, and segment your leads based on their viewing behavior. Lead Scoring Has Never Been Better. Nurture Your Leads With Really Relevant Content.

Your Marketing Team Isn't As Good As They Think - Just Ask Sales

ViewPoint

But what if the salespeople are right—they don’t get enough qualified leads? Lead Generation Marketing Strategy Lead Qualification “If we''re going to win the pennant, we''ve got to start thinking we''re not as good as we think we are.” Casey Stengel*. Yes, it was one of Casey Stengel’s best thoughts.

The 5 Crucial Assessment Elements in Lead Qualification

Sales Intelligence View

An effective lead qualification team can charge through a high quantity of leads in a short amount of time, and they can still gather crucial insights while doing so. To separate the high quality leads from the ones that are highly unlikely to buy assess every lead on five important criteria. Problem. What problems does your prospect face? Power. Budget. Timing.

The Power of the Human Voice in Lead Qualification & Lead Nurturing

ViewPoint

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. Following are some initial thoughts on characteristics that differentiate conversations from digital media in lead qualification and lead nurturing. 1.

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Generation Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets. As Debbie Pryer, Program Manager, Siemens Healthcare , discovered, finding the right balance between lead quantity and quality takes trust, teamwork and planning.

How to Use B2B Social Media for More Efficient Lead Qualification

Social Media B2B

Today, in the third part of the Social Selling Throughout the B2B Sales Cycle series, I will focus on the lead qualification process, where sales organizations can achieve massive productivity gains by quickly and accurately assessing the quality of inbound leads as sales-ready (or not, as the case may be!). Through social selling techniques, sales teams tap highly relevant information to quickly qualify and rank inbound leads, driving a more efficient sales cycle, thanks to real-time business information. Not all leads are created equal – even inbound ones.

The Myth About Sales Pipeline

ANNUITAS

However, what if that deal never has a real chance of closing?  If this is the case, it does not matter what stage it’s in or the percentage probability assigned.  it’s still bogus. I was speaking with a company this week that was saying their close rates on qualified leads was less than 30%.  Blog KPI lead qualification qualified leads sales alignment sales pipeline X factor

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3 Important Sales Trends & Predictions for 2015

Sales Prospecting Perspectives

TREND #3: Inbound Lead Conversion / Complementarity. At Vsnap, we estimate that those marketers create some three and a half million inbound leads a week. Because in an already noisy world, Marketing can’t expect to keep capturing more high-quality leads just by turning up the volume. The path to growth has to become about converting more Marketing Qualified Leads.

Trends 101

Status quo, you know, is Latin for 'the mess we're in.'

ViewPoint

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. 75% of the qualification questions will be the same. Here’s the problem.

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 2)

ViewPoint

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! ” Lead Qualification You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. You’re weak!”

The Quest for Good Leads: Are You Asking the Right Questions?

ViewPoint

What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. have seen inbound lead rates reported as high as 11 – 14%. Instead of: What’s a good lead rate?

He said, “One of us is wrong, and it surely isn’t me!”

ViewPoint

The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. Lead Generation Lead Qualification Sales Leads

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Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 3)

ViewPoint

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? Lead Qualification You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. The are weak! You’re weak!”.

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 1)

ViewPoint

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! ” Lead Qualification You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. You’re weak!”

The top 10 tricks for sales lead generation

Biznology

Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads. So how do you provide your sales team with the leads that will increase their productivity by 200% or more?

Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part I

B2B Lead Generation Blog

Part of the beauty of the demand waterfall vernacular is that it added descriptive language to the word “lead.” All too often, sales and marketing have very different definitions of what a “lead” is. What Does “Marketing-Qualified Lead” Mean to You? The problem is that “marketing-qualified leads” has two distinct meanings. Tweet. For others, it doesn’t.

Marketing 101: How to get started in lead generation

B2B Lead Generation Blog

Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out. I’ve been employed to do a tough task in a small composite company that doesn’t have the finances to employ specialists. Do you have any advice or books on how to effectively get leads and qualify them and the processes involved in doing so? Experienced lead gen marketers reading this: What did I overlook? What is a lead?

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

ViewPoint

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Should CMOs feel confident that these leads from marketing automation are ready for sales to close.

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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:

ViewPoint

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Lead Qualification

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Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

B2B Lead Generation Blog

He went on to explain how to get a better return on your trade-show investment through lead scoring. Now I’m going to share nine tactics that will drive those lead scores – and your ROI – even higher: Do thorough research. Find out which attendees fit your Universal Lead Definition. If you have access to the registration list, analyze it. Look up registrants on LinkedIn.