ANNUITAS

MAY 8, 2012

According to a 2011 study by MarketingSherpa , 74% of B2B marketers stated that their biggest challenge was generating high quality leads. The next biggest challenge was a distant second: 49% cited “generating a high volume of leads”. However, lead generation is irrelevant in today’s b2b marketing climate.

Lead Generation 100

Lead Generation Generation Top of Funnel Leads 100

ANNUITAS

JANUARY 19, 2022

It means that relying on a salesperson to guide a lead through all stages of the lifecycle is no longer effective. Understanding and actioning on the moment that a buyer is ready to talk is only possible with a Lead Management Framework. This is how you contact leads at the right point in their journey.

Sales Management 130

Sales Management Lead Ranking Work Management Marketing Management 130

ANNUITAS

AUGUST 19, 2014

Take a look at an excerpt from a Leadspace Radio via Sales Lead Management Association with Carlos Hidalgo , CEO and founder of ANNUITAS. How can we STOP DOING lead nurturing campaigns? Number two is really the way that most organizations do lead scoring today is really, really poor. We eat it up.

Top of Funnel 100

Top of Funnel Lead Nurturing Lead Scoring Lead Ranking 100

ANNUITAS

AUGUST 8, 2011

From visits to leads, this series will provide the basics on the terms, metrics and tactics marketers need as they improve the visibility and impact of their campaigns. Featuring some of the experts in marketing measurement and lead management, the series will cover the different channels and touch points available to marketers today.

Sales Qualified Leads 100

Sales Qualified Leads Advertising Benchmark High Quality Lead Leads 100

ANNUITAS

MARCH 8, 2022

It should be listening to questions and replying with helpful answers, routing leads to the appropriate next step with each interaction. To be successful here, your tool must be tied back to a strategy, a content model, and a lead management framework. Your chat tool needs to know when to move a lead from bot to person.

Marketing Automation Services 130

Marketing Automation Services Lead Ranking Tools Top of Funnel 130

ANNUITAS

DECEMBER 4, 2020

Then, they get flooded with customer service inquiries or new qualified leads that they aren’t prepared to handle. The reality is, whether you intend for your chat tool to drive lead acquisition or customer retention, it will do both, so you have to be prepared to route leads accordingly. Read this page ).

Demand 130

Demand Enterprise Management Marketing & Strategy Marketing Strategy 130

ANNUITAS

APRIL 21, 2015

Take a look at both the value of a solid Lead Management Architecture and Lead Management Process: Lead Management Architecture- How Qualified is Qualified? In most organizations, these two types of leads are classified the same way, despite the fact that they require different approaches.

Conversion Rate 100

Conversion Rate Conversion Lead Ranking Demand Generation Agencies 100

ANNUITAS

JUNE 8, 2017

While some marketers may use the term to refer to a series of “drip” emails that a group of leads receive in a row, it can also be used to describe a perpetual engine serving up relevant content based on a lead’s persona and their place in their buyer’s journey. User-Facing Assets: Emails, landing pages, content, design, templates.

Ad Building 153

Ad Building Buyer Personas Marketing Automation Services Top of Funnel 153

ANNUITAS

NOVEMBER 15, 2021

Increased opportunity/lead cost efficiency. When utilized correctly, they have a huge impact on qualifying and converting leads, resulting in a lower opportunity cost. ? Between self-service information and quick calls between reps and prospects, inside sales helps you focus on the right leads without a long lead time. ?

Work Management 246

Work Management Marketing Management Ad Building Sales Qualified Leads 246

ANNUITAS

APRIL 28, 2020

These teams spend countless manhours connecting offline with each lead in their portfolio. Deliver lead-to-revenue visibility. Integrating content marketing and lead management. Meanwhile, marketing teams are facing similar challenges. How did this become the current state? Improve and personalize the customer experience.

Work Management 165

Work Management Marketing Management Service Paid Search Agency 165

ANNUITAS

NOVEMBER 10, 2010

Steve is a thought leader in the world of marketing automation and lead management and is also a prolific writer on topics related to demand generation and the current transitions within the marketing profession. To dig into this a bit further, it’s first worth exploring what we mean by a marketing qualified lead.

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Lead Scoring Sales Qualified Leads 100

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. But those campaigns are neither scalable nor efficient.

Top of Funnel 147

Top of Funnel Campaigns Enterprise Management Work Management 147

ANNUITAS

MAY 13, 2021

Too often MAPs are associated with tactical email nurturing and simple lead qualification — tactical use cases that dominate immature platform deployments. Does it offer a solid integration with Salesforce (or other, leading CRM), including a view into the lead, contact, account and opportunity objects?

Enterprise Management 130

Enterprise Management Marketing Automation Services Analysis Work Management 130

ANNUITAS

NOVEMBER 10, 2015

A solid lead management framework is key to shared understanding and accountability. Lead management frameworks define how and when leads are qualified, scored, and managed throughout the sales process. Poor application of what determines a sales-ready lead. The Sandlot. Step 2: Filter the Noise.

Lead Ranking 100

Lead Ranking Enterprise Management Work Management Lead Scoring 100

ANNUITAS

AUGUST 30, 2018

These business leaders had legitimate concerns about the performance of their Demand Generation efforts, which often manifested in a number of ways: sales leaders needing to add headcount to “fill in the gaps” around lead generation shortcomings, or a distrust driven by a disconnect between marketing and sales when it comes to performance reporting.

CMO 197

CMO Demand Generation Agencies Demand Generation Top of Funnel 197

ANNUITAS

FEBRUARY 7, 2023

After implementing a transformation program, ANNUITAS’ clients see a 4–10x improvement in lead-to-revenue conversion. Forrester/SiriusDecisions has noted the typical lead-to-revenue conversion rate ranges from 0.375% to 0.6%, depending on the type of market.

Lead Ranking 130

Lead Ranking Peer-to-peer Paid Search Agency Terms and Conditions 130

ANNUITAS

SEPTEMBER 7, 2021

Sales is wasting time looking for demographic data that will “pre-qualify” leads while ignoring the personalized information that the marketing team is already collecting (or has the potential to collect). Once the lead has qualified, sales has a responsibility to continue the conversation right where marketing left off.

Conversion 234

Conversion Sales Qualified Leads Ideal Customer Profiles Opinions 234

ANNUITAS

SEPTEMBER 7, 2021

Sales is wasting time looking for demographic data that will “pre-qualify” leads while ignoring the personalized information that the marketing team is already collecting (or has the potential to collect). Once the lead has qualified, sales has a responsibility to continue the conversation right where marketing left off.

Sales Qualified Leads 228

Sales Qualified Leads Ideal Customer Profiles Opinions Work Management 228

ANNUITAS

AUGUST 30, 2011

To have a successful marketing automation implementation start with this question and this question alone: “What does our lead management process look like and how can we automate it?” If you don’t have a solid lead management process in place than a marketing automation platform (MAP) will only automate a broken process.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buy Automation 100

ANNUITAS

SEPTEMBER 21, 2010

I’ve recently been involved in an ongoing online discussion regarding marketing automation, lead generation, and lead management (including lead nurturing). Neither help you get more fresh leads into your database – which is critical because most contact info expires at the rate of 20-30% per year”.

Top of Funnel 100

Top of Funnel Gartner Forrester Lead Nurturing 100

ANNUITAS

APRIL 30, 2013

Blog B2B Marketing Data segmentation Demand Generation Lead management Marketing effectiveness' It’s no secret that data segmentation can have a profound, positive impact on marketing results.

Segmentation 100

Segmentation Demand Generation Lead Management Demand 100

ANNUITAS

MARCH 10, 2011

To the contrary, marketing automation is a highly sophisticated set of rules and processes for lead scoring, nurturing and management that move prospects through the various stages of the marketing-sales funnel. He asked: “ What’s the difference between demand generation, lead management and marketing automation?”

Work Management 100

Work Management Marketing Management Marketing Automation Services Lead Qualification 100

ANNUITAS

APRIL 1, 2013

Blog B2B Marketing Demand Generation Demand Process Transformation Lead management Metrics' Demand programs strategized? Marketing automation optimized?

Demand Generation 100

Demand Generation Demand Lead Management Marketing Automation 100

ANNUITAS

MAY 16, 2012

In each of these conversations, folks have weighed in about the importance of sales and marketing working together to define a “lead”. “If If marketers believe that their answer for success is simply getting sales to agree to the definition of a lead, then there are going to be a lot of disappointed marketing folks.

Sales Qualified Leads 100

Sales Qualified Leads Marketing Qualified Leads Top of Funnel Lead Ranking 100

ANNUITAS

MAY 16, 2012

In each of these conversations, folks have weighed in about the importance of sales and marketing working together to define a “lead”. “If If marketers believe that their answer for success is simply getting sales to agree to the definition of a lead, then there are going to be a lot of disappointed marketing folks.

Sales Qualified Leads 100

Sales Qualified Leads Marketing Qualified Leads Top of Funnel Lead Ranking 100

ANNUITAS

JUNE 10, 2020

Field marketing, lead generation, demand generation, and lead management are all precursors (and components) of modern Demand Marketing. In the past, Demand Marketing was focused on two elements. The first was direct sales enablement – a supporting role – and it was not necessarily called Demand Marketing.

Demand 162

Demand Work Management Marketing Management Peer-to-peer 162

ANNUITAS

JANUARY 14, 2013

What if there is more that an organization needs to do in order to be better prepared to develop a Lead to Revenue approach within their organization? While I am a believer in what technology can do to help enable an organization, what if the focus on the technology is the wrong focus all together? Fournasie Marketing Group.

Enterprise Management 100

Enterprise Management Marketing Management Demand Generation Paid Search Agency 100

ANNUITAS

MAY 28, 2015

Sure, sending emails and creating landing pages are all functions of marketing, but managing inbound leads and sharing prospect data with the CRM, is something that when done correctly- supports the entire organization. At ANNUITAS we help marketing and sales align in what we call a Lead Management Framework℠ session.

Lead Ranking 100

Lead Ranking Marketing Automation Services Lead Scoring Eloqua 100

ANNUITAS

JANUARY 10, 2011

I see more and more marketers adopting good lead management approaches, driven by the number of high quality consultants and educators out there to ensure that organizations chart their course efficiently. Many vendors and organizations are using the terms “marketing automation” and “lead management” interchangeably.

Enterprise Management 100

Enterprise Management Marketing Automation Services Work Management Marketing Management 100

ANNUITAS

JUNE 30, 2015

After all, clicks alone do not help measure the efficacy of the key pillars of a sophisticated Demand Generation program: buyer-centric content performance; lead management performance; channel effectiveness; and revenue performance. – Lead stage elasticity per content offer. – Lead stage velocity per content offer.

Elasticity 100

Elasticity Paid Search Agency Multi-Channel Demand Generation 100

ANNUITAS

APRIL 23, 2015

The Lead Management Process is more complicated than this, but the idea is to pay attention to the level of Engagement of your prospects and those that fit the right buyer profile. Then, let your Lead Management Process do the rest. It’s counterintuitive to every best-practice we know, yet we keep doing it.

Demand Generation 100

Demand Generation Demand Advertising Benchmark Marketing Prospects 100

ANNUITAS

AUGUST 21, 2023

All too often, this leads to organizations engaging in random acts of sales and marketing — in an attempt to shore up tactical gaps and with an insufficient perspective on customer critical path — instead of building sustainable go-to-market programs.

Marketing Analytics Tools 130

Marketing Analytics Tools Demand Optimization Work Management 130

ANNUITAS

AUGUST 27, 2020

A Progressive Profiling Model should guide data intake sequencing in your lead management by asking for small bits of information from a buyer in digestible increments. The information you collect should be the information that marketing and sales need to be able to qualify a lead.

Ideal Customer Profiles 147

Ideal Customer Profiles Lead Ranking Sales Qualified Leads Budget Programs 147

ANNUITAS

OCTOBER 17, 2010

A few years ago that simply meant generating some leads and some new names for the sales team to pursue, but we are now seeing marketing teams play an active role on engaging prospects at each stage of the buying cycle. This requires new discipline in lead management, which many B2B marketers are still getting their arms around.

Marketing Automation Services 100

Marketing Automation Services Demand Marketing Management Web 2.0 100

ANNUITAS

SEPTEMBER 21, 2018

This paves the way for a much simpler implementation of hypertransactional PDG wherein SMB and transactional contacts can Engage, be Nurtured, and self-Convert into new business without a lead developer or inside/outside seller even having to intervene.

Marketo 193

Marketo Acquisitions Marketing Automation Services Enterprise Management 193

ANNUITAS

JANUARY 21, 2016

Likewise, the primary goal of many marketing teams is to deliver a certain number of top-of-funnel leads, and then sales’ job is to turn those leads into customers.The problem with these measurements is that none of them add value to the business.They aren’t metrics that matter. How many leads actually become customers?

Tactics 100

Tactics Top of Funnel Demand Generation Buyer Personas 100

ANNUITAS

OCTOBER 23, 2014

People are still searching on things like “Marketing Automation,” but they are also searching on things like “Marketing Automation impact on Lead Management” much more frequently – and that type of search is more likely to yield a Buyer that is doing serious research and is possibly ready to engage with a vendor.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency PPC Marketing Automation Services 100