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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.  Because they’ll hate you in the morning…  But seriously, if the role of B2B marketing is to provide leverage to sales, then burdening a sales rep with a prospect who is not a realistic potential buyer is no help.  Enter the concept known as lead qualification.

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

As B2B buyers increasingly use online channels to do their research, Marketing meets prospects earlier than ever in the buying process – often long before the prospects are ready to engage with Sales. This is one reason that, on average, only 25% of new leads are sales ready. Lead scoring seems to be on everybody’s mind. They get most of their education on the web.

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.

Why Traditional Lead Qualification Filters Are No Longer Enough

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Lisa Fugere, Content Marketing Strategist at Radius Intelligence a company that offers sales prospecting software powered by big data. Our rep had called an inbound lead to qualify him as a prospect. They use LinkedIn to research leads before picking up the phone. Lead Generation.

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.

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?

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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. Let your prospects percolate.

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.

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. During this initial stage the prospect is typically just gathering information from the company to help them with their decision making process. Sales Leads. Sales Inquiries.

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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

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B2B Lead Qualification Tips that Guarantee Conversion

Sales Intelligence View

The lead qualification process is essential to business. You need to have an effective process that converts your prospects into paying customers. 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.

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. The prospect tells you there is or could be a budget created for a project.

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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?

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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. movement harshly declare that proactive targeting and prospecting for new business is dead. Bottom line?

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?

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

ViewPoint

Elizabeth’s comment got me to thinking about the role a human voice plays in prospect development, what this contact strategy shares with digitally-based media, and how it’s different from them. Following are some initial thoughts on characteristics that differentiate conversations from digital media in lead qualification and lead nurturing. 1. Understanding.

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. But do you have something relevant to say if you catch your prospect live?

Use Video Viewing Data to Improve Lead Qualification and Conversions

Marketing Action

Marketing automation may be changing the way you interact with customers and qualify their interests, but what happens when a prospect watches one of your videos? 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. Lead Scoring Has Never Been Better.

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. What problems does your prospect face? These are ideal prospects.

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!). By tapping into social intelligence, the modern and savvy sales professionals can access more personalized prospect information, in less time. Not all leads are created equal – even inbound ones. Convert the lead to an opportunity! Results.

3 Things Inside Sales Reps Can Learn from Olivia Pope of 'Scandal'

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a post from Michaela Cheevers , Business Development Representative at AG Salesworks. With the influx of new fall television shows, I’ve drawn strength from one of my favorite TV personalities, Olivia Pope – the leading lady of Scandal. Sales Tools Sales Prospecting Lead Qualification B2B Inside Sales

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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. Marketing tries to qualify a greater number of prospects. Here’s the problem.

How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

B2B Lead Generation Blog

Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead. 1. If the trade show closely aligns with one of your solution offerings, then the quality of these kinds of leads will be better.

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.

Lead Generation That Converts Leads into Sales Opportunities

B2B Lead Generation Blog

Tweet Ask most executives and marketers what salespeople need to sell in this economy, and they will say one thing: more leads. That’s why many marketing and lead generation programs tend to focus on quantity. Unfortunately, as little as 5 to 15%  of all marketing inquiries (aka leads) turn out to be truly sales-ready opportunities. challenge. Create a marketing funnel .

The Best Sales Prospecting Qualification Questions to Ask

Sales Prospecting Perspectives

If you are a company just starting out with your teleprospecting strategy or you are looking to revamp your methods when it comes to questions to ask during the lead qualification process, you''ve come to the right place. The first step in your lead qualification procses is to think about your script document, and more specifically, the qualification questions you want to ask.

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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.

Optimizing the Lead: A data-driven optimization process

B2B Lead Generation Blog

Tweet Last Tuesday, I had the opportunity to share the most exciting aspect of working at MECLABS – Research Partnerships that allow us to test and optimize lead generation processes. It’s thrilling for me to observe lead generation strategy transform into revenue for our Research Partners. You’ll learn how we: Improved the quality of sales-ready leads by attaining better information about prospects and where they are in the buying process. Determined how and when we speak to prospects to quickly advance them through the sales funnel.

Optimizing Lead Distribution for Higher Conversion

B2B Lead Generation Blog

Tweet The management of sales leads is critical to generating marketing ROI. Sadly, Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. I was recently asked by someone how to utilize lead distribution to gain the best results. So do you invest your hard-won leads on your top performers, or do you try to help your weaker salespeople? Many of you reading this post do not have a choice of who you distribute leads to. The key is to match readiness of the lead (i.e.,