Lead Management and Football

Anything Goes Marketing

In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. Don't allow for fumbles where leads fall through the cracks.

2009’s 50 Most Influential People in Sales Lead Management

Sales Lead Insights

I promised to link to the list of the top 50 most influential people in sales lead management. Tags: Sales lead management The ballots are counted. Imagine the drum roll.) And the winners are: [link]. To those of you who voted for me, my sincere thanks! If you'd like to learn more, please use my Contact Form , call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

What is the ROI of Lead Management?


Earlier this year I downloaded Silverpop’s lead management workbook , and I planned to write about it. Unfortunately, not enough time… Last week I received a copy of Marketo’s Lead Nurturing workbook. Why Lead Management. Lead Scoring.

The Top People in Sales Lead Management in 2009: Friday, November 13th is Your Last Chance to Vote!

Sales Lead Insights

Don’t miss this opportunity to vote for your top five candidates to be among the fifty most influential people in sales lead management in 2009. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 13th. Then be sure to watch for the results on November 16, 2009. Tags: Sales lead generation Sales lead management sales lead management

ActiveConversion Review - SMB Lead Management


Lead Scoring. Lead scoring works for both anonymous and known visitors: for anonymous visitors the triggers for increasing the lead score are somewhat limited, essentially page views and return visits. Lead scoring configuration. From Web Analytics to Demand Generation.

Tips To Improve Your Lead Management Strategy


Over the last couple of weeks we’ve been highlighting some of the most well known Marketing Automation players out there. This week we’re profiling MarketBright. Thanks again to Caitlin and Mike Pilcher for the previous blog post. So now that you’ve read about and studied up on each, what’s next?

Effective Lead Management Executive Summary and Recording

B2B Lead Generation

We had a great turn out for our recent B2B Lead Generation Rountable Webinar “Effective Lead Management: Learn How to Convert Marketing Leads into Sales Pipeline.” During this Webinar, I discussed steps for overcoming one of the biggest challenges organizations face today: converting leads to pipeline revenue. Marketing and Sales need to use a robust qualification and nurturing process to optimize the leads already in the pipeline.

Active Conversion Offers Strong Lead Management and Leaves Out the Rest

Customer Experience Matrix

Summary: Active Conversion helps marketing and sales departments make the best use of leads they’ve generated outside the system. The classic demand generation cycle starts with an outbound email campaign, captures replies on a landing page, scores the responses, and then sends qualified leads to a sales automation system and keeps the others for more nurturing. Leads can enter from channels other than email. Information can come from sources beyond the lead itself.

Judicial Branch Needed to Keep Sales Lead Management Honest


Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

B2B Lead Generation

Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. When we spoke with Marketing we discovered that they felt as though the leads they passed on to Sales were disappearing into a “black hole.”

Who are the 50 Most Influential People in Sales Lead Management?

Sales Lead Insights

Here is your chance to vote for up to five of the fifty most influential people in sales lead management. The Sales Lead Management Association (SLMA) announced today that it has opened the voting to determine the 50 most influential people in the field of sales lead management for 2009. The results will be published on November 16, 2009. Tags: B2B Lead Generation

MarketingSherpa’s Email Summit 2009


The focus is on list- and trigger-based emails and on landing pages, rather than on the full Lead Management Automation functionality. Today MarketingSherpa’s Email Summit started in Miami. It is focused on advanced email strategies, which is an important part of the demand generation process. Most of the case studies seem to be B2C rather than B2B.

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Announcing Marketo Lead Management 3.0

Modern B2B Marketing

A quick post to share the news that Marketo Lead Management 3.0 Read the press release: Marketo Reinvents Marketing Automation (Again) with Launch of Marketo Lead Management 3.0. Stay tuned for my thoughts on the five processes that really matter in a lead management solution. Tags: Marketing Automation Lead Management Marketo is now available! This is our largest release since we first launched the product last year.

More Resources to Define Lead Management Requirements

Modern B2B Marketing

A few days ago I posted a link to the new IDC Workbook: Optimizing Marketing and Sales Lead Management with Marketing Automation. Adam Needles is writing about the Top 20 Integrated Marketing Management Platforms at his Propelling Brands blog. Tags: Demand Generation Lead Management Marketing Automation demand generation lead management marketing automation software

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. Lead farming?

IDC Workbook: Optimizing Marketing and Sales Lead Management with Marketing Automation

Modern B2B Marketing

If you’re grappling with how to make the right choice, or just looking to make a business case for marketing automation at your company, here’s a new resource from the smart analysts at IDC’s CMO Advisory Practice : a new workbook titled “ Optimizing Marketing and Sales Lead Management with Marketing Automation.”. Improving lead management through process-driven technology. Leveraging marketing automation for lead management, (e.g. “Is

Market2Lead User Interface: Attention to Detail Pays Off

Customer Experience Matrix

Tags: demand generation marketing automation campaign management software usability sales lead management association market2lead user interface

Silverpop Engage B2B Adds Visual Campaign Builder

Customer Experience Matrix

The ability to explicitly direct leads from one contact stream to another is what separates the Engage B2B approach from simple linear campaign flows. There is no visual overview of how leads move across tracks and campaigns, which can make the flow hard to grasp.

Marketbright's Campaign Flows Work Well for Serena Software

Customer Experience Matrix

Marketbright uses the two-level approach that I consider an industry best practice: users can build simple linear campaigns with a wizard-driven interface, and embed these in a Visio-style flow chart to manage flows across campaigns.

New White Paper and Eloqua Prospect Profiler

Customer Experience Matrix

Tags: marketing-sales integration low cost marketing software demand generation marketing automation lead management

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5 Reasons Why Lead Management is more than Lead Nurturing and Scoring

Modern B2B Marketing

I think one mistake many marketers make is to think of their lead management requirements too narrowly — and to be honest, quite a few demand generation vendors make this mistake as well. As I wrote back in December, 2006, the fact that today's buyers take control of their buying processes using search, social media, and other online tools means that marketers need to move away from a mindset of "generating leads" and towards a model of " managing leads ".

Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions. Just makes it easier to manage all the stuff.

Dreamforce 2009: Using Lead Nurturing and Scoring to Deliver More and Higher-Quality Sales Leads

Modern B2B Marketing

Last Wednesday I attended the Dreamforce session Using Lead Nurturing and Scoring to Deliver More and Higher-Quality Sales Leads. In this session, they discussed how to use lead scoring to identify and prioritize sales-ready leads.

Salespeople: One Question Matters Most

Customer Experience Matrix

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. By far the most desired piece of information about a lead was purchasing time frame: this was cited by 41% of respondents, compared with budget (17%), application (15%), lead score (15%) and authority (12%).

Tempted to Do Away With Registration Forms? Think Again.

The Point

A client asks: “Now that we have our marketing automation system in place, is it really necessary to use registration forms in our lead nurturing (follow-up) campaigns?

Email Autoresponders 2.0 in B2B Marketing

Anything Goes Marketing

Regards, CompanyX Manage your profile or click here to unsubscribe. This type of personalization leads to a much stronger and smoother hand-0ff process between the marketing and sales teams which I described in my last post " Lead Management and Football ".

How To Build a Lead Nurturing Culture Part I

Anything Goes Marketing

I remember reading it years ago and recalling how it guided some of my career choices as well my management style. There are many similarities between the concepts that Jim Collins discussed in his book and lead nurturing. Content is at the core of your lead nurturing efforts.

Sharing Space: Marketing and Sales

Anything Goes Marketing

How are the best in class companies still reaching their 2009 targets? These marketers are not focusing on programs that are strictly lead generation campaigns but rather geared to existing clients and deals in the pipeline.

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Latest B2B Marketing Trends From SiriusDecisions Summit 09

Anything Goes Marketing

What I have done is reviewed the tweets from the latest SiriusDecisions Summit 2009 and captured points that I thought were interesting and categorized them. Lead Nurturing jblock : @tjaros : If you get one deal out of a reconstituted leads program, it's worth the effort.

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Sales Lead Management Best Practices: Thought Leadership with Barry Trailer

Modern B2B Marketing

The webinar will be held this Thursday, June 18, 2009 at 11:00am Pacific/2:00pm Eastern. Third, track the life of each lead to its conclusion and close the loop; so much could be learned if this actually occurred on a consistent basis. On one hand I think the answer to this is self-evident: if better marketing means more and/or better sales leads , then sales can focus more on selling than on lead generation, which should translate into higher close rates and more sales.

Jesubi Doubles Sales Prospecting Efficiency

Customer Experience Matrix

Only a couple of other items hint that this is really a product for sales departments: manage calling queues, track appointment quality and record call history. Yes, it does list segmentation, emails and multi-step campaigns, but these are not the outbound email blasts or unattended lead nurturing campaigns of a conventional demand generation system. Tags: jesubi sales prospecting demand generation marketing automation lead management crm software

Is Social Media Wasted on PR Agencies?

The Point

Except awareness and thought leadership represent only a fraction of the potential return from social media, and in fact (I would argue) place well behind the windfall that social media makes possible in the areas of lead generation and lead nurturing. If I were to have written the plan, the primary objectives would have read: * drive search-generated traffic and net new sales leads. * expand company’s leads database and community of followers.

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Top 80 B2B Marketing Posts for 2009

B2B Marketing Zone Posts

This technique was also used to generate the Hot Trends in B2B Marketing for 2009. Top 80 Posts - December 1, 2008 to November 30, 2009. How to Create a Social Media Marketing Strategy - WebMarketCentral , March 24, 2009. PR Meets Marketing , February 16, 2009. Twitter Analytics: Five Practical, Lesser Known Free Tools for B2B Professionals - B2B Marketing Savvy , August 31, 2009. 42+ Social Media Marketing Tools - Junta 42 , June 2, 2009.

Demand Generation Vendor Traffic Rankings

Customer Experience Matrix

The only vendor with a really major drop in ranking was Lead Genesys , another long-time industry participant. Tags: vendor rankings demand generation marketing automation lead management Summary: Based on Web traffic rankings, new demand generation vendors with low prices are gaining market presence. Pardot and (perhaps) Genius.com look particularly strong. But Eloqua , Silverpop and Marketo remain industry leaders.

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Sales Lead Management: Thought Leadership with Aaron Ross

Modern B2B Marketing

Getting into lead generation was an accident. I had more ego than understanding about lead generation and professional selling. After that experience, I decided I needed to learn how to build and manage a killer sales organization. So, I started literally at the bottom, responding to inbound website and 800# leads. That started my journey into lead generation, marketing & sales. If marketing & lead generation aren't t in the flow, sales will struggle.

Hubspot Offers Small Business Marketers a Big Bundle of Features

Customer Experience Matrix

Summary: Hubspot offers a bundle of Web traffic generation and lead management features in one low-cost package. The current version also hosts landing pages and Web sites, manages a lead database with profiles and Web activity history, generates lead scores, sends alerts to sales people, and synchronizes data with Salesforce.com. The one major missing inbound marketing feature is paid search management, such as Google AdWords integration.

Net-Results Simplifies Demand Generation for Small Business

Customer Experience Matrix

Email campaigns are targeted at segments; Web visitors are classified into segments; behavior alerts are triggered by segments; lead scores are assigned to segments; leads are sent to the sales system based on segments; reports are run against segments. This process has five functions: send emails to prospects; capture responses on landing pages; score leads; send qualified leads to sales; and nurture non-qualified leads with multi-step campaigns.

Demand Generation Implementation Survey - Background Results

Customer Experience Matrix

In any case, the ten deployments in the first four months of 2009 (or 12 if you count the two future dates) and 12 in 2008 highlights the newness and fast growth of the demand generation industry. Tags: marketing automation software deployment low cost marketing software lead management demand generation implementation demand generation I've been having a dandy time analyzing the results of my Demand Generation Implementation Survey.

Genius.com Adds Short URLs to Capture Social Media Replies

Customer Experience Matrix

Summary: Genius.com is adding a URL shortener that will tie social media responses into the regular flow of demand generation and lead management. In Genius’s case, this means that visitors can be associated with a company via their IP address, offered an online chat and scored on their activities and form responses, while salespeople can be alerted to important events, find related data or leads in JigSaw or LinkedIn , replay the Web site visit and access the full activity history.

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New Webinars and White Paper

Customer Experience Matrix

White Paper When Best Practices Go Bad: New Rules for Sales and Marketing Management. Tags: david raab whitepaper demand generation marketing automation david raab webinar lead management sales best practices I have two Webinars and a newly published white paper you might find interesting: Webinar Making the Right Start with Demand Generation , Thursday, April 30, 2:00 p.m. Eastern.

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