Industrial Marketing Today

DECEMBER 12, 2010

Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Clearly defining and understanding the implications of MQL, SAL and SQL are critical to the success of B2B lead generation. SAL aligns sales and marketing.

Lead Ranking 60

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 60

Industrial Marketing Today

MAY 11, 2010

The top findings I got out of the release were: 47% of the sales professionals reported a slight increase in the size of their B2B pipelines this year as compared to last year. However, the sales cycles have also become longer, making it much harder to close deals. This one caught me by surprise.

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Sales Cycle Lead Ranking Marketing Qualified Leads B2B Sales 60

Industrial Marketing Today

SEPTEMBER 24, 2012

Let me make it clear from the outset, this post is not about sales vs. marketing. I firmly believe that complex industrial sales require both sales and marketing to work together. I advise my clients to embrace that philosophy and not to think of industrial marketing as mere sales support.

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Lead Ranking Marketing Qualified Leads Paid Search Agency Sales Qualified Leads 60

Industrial Marketing Today

FEBRUARY 24, 2012

However, there is a serious disconnect between sales and marketing when it comes to defining a qualified lead. Google sales and marketing disconnect and you will find thousands of articles written on this topic. Inside Sales Manager – “Lead generation is outbound telemarketing and appointment setting for my sales people.”.

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Lead Generation Sales Qualified Leads Lead Ranking Marketing Qualified Leads 60

Industrial Marketing Today

JULY 9, 2010

FREE Marketing Guides Engineers Can Sell™ White Paper: Most people are skeptical about associating engineers with sales. This white paper aims to change that perception of them. Get Engineers Can Sell white paper now. Free Website Design Guide: Step-by-Step Guide to Website (re)Design.

Marketing Automation Services 60

Marketing Automation Services Lead Ranking Marketing Qualified Leads Marketing Automation 60

Industrial Marketing Today

MARCH 16, 2012

For a real-life example of this lead generation disconnect, read my post, Manufacturers: Don’t Start a Lead Generation Campaign without Sales. I talk about how the job of inbound marketing does not end with lead generation but extends into setting the table for sales so they can be more productive.

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Lead Management Lead Ranking Lead Scoring Sales Qualified Leads 60

Industrial Marketing Today

FEBRUARY 25, 2013

No matter the size of the company or the industry they are in, my conversations always boil down to them wanting more leads from their industrial marketing. Yet I see [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].

Lead Ranking 60

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Paid Search Agency 60