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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. Do your biggest sales happen on the East Coast?

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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.

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.  However, this should come later in the sales cycle, once sales has defined some kind of relationship.

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.

How to Shorten the B2B Sales Cycle

Great B2B Marketing

If there is one thing that aggravates the modern B2B company, it is the constantly lengthening sales cycle.  Everyone, from CEO to sales VP to sales rep, suffers from this problem and wants to know what to do about it.  What exactly do I mean by the term “sales cycle”? Of course, the sales cycle time is expressed as an average. 

How to Use B2B Social Media for More Efficient Lead Qualification

Social Media B2B

It’s simple and highly effective for leveraging social intelligence to improve sales productivity and customer engagement success. 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!). Not all leads are created equal – even inbound ones. Convert the lead to an opportunity!

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. At the same time, we wholeheartedly apply a variety of media both in client programs and in our own marketing and sales initiatives. Personal connection. Understanding. Serving.

B2B Lead Generation Blog: Winning the Complex Sales Cycle with Thought leading Content

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! For lead generation, the concept of thought leading content should go beyond the website.

Social Selling Throughout The B2B Sales Cycle

Social Media B2B

The impact of social media on brand monitoring, customer service and marketing is a hot topic these days, but there has been less discussion about one of the biggest areas of social media impact: B2B sales. The opportunity to capitalize on social media in sales is clear: if Customer 2.0 leverages social media to inform their purchase decisions, why not tap into the same well to inform our sales engagements? TriNet has found that talking to prospects at times of change (e.g. critically drives their sales team’s success. Sales sales cycle sales funnel

Drive Leads, Qualify, Nurture with Personality Tests

It's All About Revenue

by Amanda Batista | Tweet this Today’s guest post comes courtesy of Seth Lieberman, CEO of SnapApp , a marketing platform used by companies to easily create interactive content to generate leads and drive revenue across the web, mobile, social and email. Relevance is key to winning the attention of prospects and customers. The Enter the “personality” or “persona” test. SnapApp data.

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Skip Miller and Janelle Johnson Discuss the New Normal of Lead Qualification

Marketing Action

Editor’s Note: William “Skip” Miller is President of M3 Learning , a company whose sales training tools are changing the way sales professionals get work done. Skip has spent more than 25 years in various sales, marketing, and operational management roles, including with McDonnell Douglas and Dataquest. Once the lead is created, what should a sales rep be focusing on?

Skip Miller and Janelle Johnson Discuss the New Normal of Lead Qualification

Marketing Action

Editor’s Note: William “Skip” Miller is President of M3 Learning , a company whose sales training tools are changing the way sales professionals get work done. Skip has spent more than 25 years in various sales, marketing, and operational management roles, including with McDonnell Douglas and Dataquest. Once the lead is created, what should a sales rep be focusing on?

Love Every Lead – 4 Ways Marketing Automation Benefits the Sales Cycle

Modern B2B Marketing

It’s very clear that marketers can now generate, score and nurture leads to a level that was not possible just a few years ago. Lead scoring and nurturing tools ensure that a company can manage the top of the funnel through to marketing qualified leads (MQL). However the technology alone will not bring these leads through to Sales Qualified Leads (SQL) and into pipeline.

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My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. Some of these best practices include common definitions for a qualified lead between marketing and sales; lead scoring to identify suspected quality leads; a strong lead management process to manage the handoffs; and the use of marketing automation to power the whole thing.

3 Lead Management Questions Sales will Ask Marketing

It's All About Revenue

by Doug Sechrist | Tweet this Most of you regular readers have hopefully broached the sales and marketing alignment discussion within your organization and are on your way to a building a lean, mean, revenue-producing machine. If so, the days of “the leads suck” conversation is in the past. Now you’re onto “the leads still suck, but please give us more” conversation. healthy lead management process transcends sales and marketing, resulting in a unified view from inquiry through opportunity to revenue. Even a great lead management process will be questioned.

The Past And Future Of sCRM In Prospecting And Selling

Sales Prospecting Perspectives

Sales Prospecting Perspective is pleased to bring you a guest post from Jon Ferrara, CEO of Nimble , a social CRM solution. In particular, I think one area that is not getting enough attention is using social CRM for lead qualification. The places your prospects hang out in the social stream are opportunities to lay the groundwork for a relationship of trust. Check out your top competitors and see how they are approaching prospects on social media. Go in with a generous spirit -- if your goal is to help people succeed, sales will follow. 3.

How to Improve Sales and Achieve Quota

3D2B

We’re almost into the fourth quarter (Q4) and John, the Vice President of Sales, is in a mild panic. After all, time’s running out to meet his quota and sales are soft. When he arrived at work at the beginning of January, he was full of optimism for the New Year and ready to tackle the sales challenges. Each month sales fell just a little short. How to Improve Sales.

Lead Generation: How 64% of marketers starve Sales of opportunity

B2B Lead Generation Blog

Unbelievably, most are still sending only raw leads to Sales, and they aren’t making an effort to bring those leads to a place where they’re ready for Sales to bite into. Consider data from a new report released by our sister company MarketingSherpa, the 2012 Lead Generation Benchmark Report (free excerpt at that link). You wouldn’t think much of the chef, yes?

Why Prospect Research Is Sales Best Practice

Sales Intelligence View

Most sales managers expect reps to reach a certain number of phone calls, emails, or tweets every day in their efforts to contact prospects, and some companies reward reps for maintaining a high volume of calls each day. That being said, doing your research is as important as contacting a lead. Researching your leads can save you 45 of those minutes.

Implementing Your Lead Nurturing Campaigns; Free Templates That Help You Plan

NuSpark

Lead Nurture Planning. Considering that around 80% of leads never turn into sales, you need a proper lead nurturing plan, including lead scoring, with the goal to transform those leads you do have into potential sales opportunities. The benefits of lead nurturing are: Automatic lead qualification, meaning increased sales productivity.

Examples of Social Prospecting for B2B Companies

Social Media B2B

I kicked off a series on the growing impact of social media on B2B sales. My objective for this series is to explore how social selling techniques can increase sales productivity throughout the sales cycle, and share real-life success stories from both large and small B2B sales organizations as emerging best practice examples. This post will focus on the first stage of the sales cycle: outbound lead generation, or better known in the sales organization as prospecting. Examples Sales sales cycle sales intelligence

Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process

Marketing Action

This post is part of a series to help B2B organizations understand and implement sales and marketing alignment. With this post, you’ll find out how to design a successful lead process. The most basic version of the lead process tracks the flow of leads from the point at which they are generated, to the point at which they are passed to sales, to the feedback loop on lead quality.

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

ViewPoint

The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck. If you are sending raw, unfiltered and mostly unqualified leads to sales they will never follow-up on them. Sales ProcessPeriod. Reheat.

The 6 Stages of Successful Lead Management

It's All About Revenue

What makes a lead management process successful? In the real world implementing lead management requires a degree of science, art and consensus. If you are considering implementing a lead management process, here are 6 Stages of Lead Management Implementation to give you a sense of what to expect. You should be 90% of the way there before you ever meet with sales.

Lead Qualification & Lead Nurturing: Whose Job Is It?

ViewPoint

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Marketing pours raw, unfiltered leads from a variety of sources into the top of the funnel.

Lead Qualification & Lead Nurturing: Who's Job Is It?

ViewPoint

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Marketing pours raw, unfiltered leads from a variety of sources into the top of the funnel.

What’s a “Marketing-Qualified Lead”?

Marketing Action

It’s an essential question: What is a “marketing-qualified lead,” and how exactly does marketing make that determination? And once it’s in place, does sales agree? Only 23% of sales professionals say marketers consistently deliver sales-ready leads. Marketing-qualified” is the point at which marketing determines that a lead is ready to be handed to sales.

The 3 P’s of B2B Lead Generation: People, Process, Platforms

NuSpark

When people ask me what I do, I usually give them my standard 15-second commercial; generate quality inbound leads and shorten sales cycles via lead generation, lead nurturing, and content marketing.  I am also active on Google Plus. You can say our approach is more of a before-during-after with regard to lead generation strategy.  How boring.  Process.

The 3 P’s of B2B Lead Generation: People, Process, Platforms

NuSpark

When people ask me what I do, I usually give them my standard 15-second commercial; generate quality inbound leads and shorten sales cycles via lead generation, lead nurturing, and content marketing.  I am also active on Google Plus. You can say our approach is more of a before-during-after with regard to lead generation strategy.  How boring.  Process.

Lead Scoring: A Beautiful Theory, An Ugly Truth

Sales Prospecting Perspectives

Let’s discuss the idea of lead scoring within marketing automation and why inbound marketing embedded with a scoring system doesn’t a sales qualified lead make. However, I’ve been reading content about the process of lead scoring, (guiding the prospect through the sales process, down the funnel so that you can then pass sales qualified leads directly to the sales people). It provides us a way to really dissect our prospects intentions, interests and feeling towards our company and our products. So, what to do?

How to Score Your Leads So Sales Works the Hottest Prospects

Hubspot

The good news about inbound marketing is that it can help you attract high volumes of leads. The challenge then becomes, how do you separate the good, quality leads from the people who are just starting to look around? That’s where lead management , and specifically, lead scoring comes in. Decide if Your Business Needs Lead Scoring. Maybe not.

How Ecova Expanded a Campaign and Pre-Qualified New Leads With Interactive Content

SnapApp

They were looking for a way to get more mileage out of their campaign, as well as gathering more information about their prospects’ utility data management practices. This allowed Ecova to communicate with consumers on a personal level by offering tailored results based on the answers that consumers gave, as well as collecting more data on potential leads. The questions asked in the assessment enabled Ecova to dramatically shorten their lead qualification timeline and prioritize hot leads for the sales process. The Challenge. The Solution. The Results.

8 Ways to Increase Sales

Sales Intelligence View

How a few shifts in your sales process can have a huge impact on sales revenue. yesterday on 12 ways to increase sales. The author Geoffrey James pointed out some of the most important things a salesperson or sales manager should do to increase sales in 2012. Most sales people on average spend 10hrs a week researching prospects. Prospecting Sales 2.0

Snagging Hot Prospects – an Inbound Marketer’s Guide to Getting the Best Leads to Come to You

Sales Intelligence View

The lead qualification process is designed to separate ill-fitting prospects from target customers, and a successful business knows how to spot prospects they can convert into paying customers. While most sales and marketing organizations designate lead qualification representatives to vet the best leads, lead qualification should start in the marketing department.

Are you Generating Qualified Leads or Wasting Marketing Dollars?

Great B2B Marketing

If you ask a dozen marketers and sales people for their definition of a qualified lead, you might hear answers ranging from “anyone that’s breathing” to “someone ready to buy today.”  This issue often comes to a head when the marketing manager brags about all the qualified leads and the sales manager says something like, “Yes, there a bunch of leads coming in but they stink” (often expressed in more colorful terms). There are several different methods for calculating lead quality.  In most industries, the vast majority of qualified leads do not close. 

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How to Apply Lifecycle Marketing for Your Agency Clients

Act-On

To refine the targeting process further, you’ll want to create “buyer personas” – semi-fictional representations of target buyers that will enable your team to plan effective segmentation, lead qualification, and content creation for your clients. That’s the story you can share across the board – to prospects, investors, and the press. Shorter sales cycles.

Why Your Best Salespeople Will Love Predictive Marketing

SalesPredict

While some of the identified traits have long been celebrated in the sales community—such as dominance and competitiveness—several of the traits seem contradictory to what is taught in popular sales training programs. Top salespeople gather a strong team that will help them make the sale (pre-sales engineers, execs, etc.) Modesty. Conscientiousness. Curiosity. Martin.

6 Essentials Steps to Increase Lead Conversion

Sales Intelligence View

Are you looking to increase your lead conversion rates? According to MarketingSherpa , “79% of marketing leads never convert into sales. Lack of lead nurturing is the common cause of this poor performance.” Several techniques must be taken into consideration when contacting your leads and to increase the likelihood of a sale. Don’t overlook lead data.

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3 Tips to Stop Leads from Falling Through the Cracks

Modern B2B Marketing

by Maria Pergolino It’s one thing to generate leads. The industry wide statistic of 70% of leads never receiving effective sales follow-up is astounding. With the mass amount of resources devoted to lead generation, the act of following up on leads has to be improved to experience growth in conversion rates. Communicate with prospects effectively.

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