The Point

JANUARY 14, 2014

In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on. And that lack of focus can be a big mistake. Probably not.

Lead Ranking 100

Lead Ranking Marketing Automation Services Marketing Qualified Leads Sales Leads 100

markempa

JANUARY 19, 2006

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! Determine which visitors become leads.

Lead Generation 120

Lead Generation B2B Sales Sales Leads Leads 120

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

Customer Experience Matrix

JANUARY 20, 2009

Back in December, the Sales Lead Management Association and LEADTRACK published a survey on lead management practices that I haven’t previously had time to write about. The other clear message from the survey was that the main reason leads are not followed up is “not enough info”.

Work Management 120

Work Management Marketing Management Demand Generation Agencies Lead Scoring 120

Online Marketing Institute

NOVEMBER 4, 2010

We had real problems with lead quality.” “We The common thread amongst these complaints is lack of 1) sales satisfaction and 2) lead quality. So what is it about some content syndication programs that create leads that sales reps don’t want? We couldn’t reach half the contacts.”

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency RSS Paper 40

B2B Marketing Zone Posts

DECEMBER 7, 2009

B2B Lead Management Market Heats Up , July 31, 2009. 10 Tips for Using Twitter And Email Marketing for B2B , December 21, 2008. Brands that Tweet , December 15, 2008. C Level Tweeters , December 12, 2008. Social Media Budget Ratio , December 2, 2008. 5 Important Ways Sales can help Marketing , May 26, 2009.

Demand Generation Agencies 40

Demand Generation Agencies B2B Marketing B2B Thought Leadership Planning 40

B2B Marketing Zone Posts

DECEMBER 9, 2009

Top 80 Posts - December 1, 2008 to November 30, 2009. 10 Tips for Using Twitter And Email Marketing for B2B - Anything Goes Marketing , December 21, 2008. Brands that Tweet - Buzz Marketing for Technology , December 15, 2008. 5 steps for using LinkedIn as lead generation tool - B2B Lead Generation Blog , April 21, 2009.

B2B Marketing 40

B2B Marketing B2B Thought Leadership De-duplication B2B 40