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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.

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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

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Top 5 Lead Management Excuses (with Poll)

The Point

According to a recent industry survey by Demand Gen Report , fewer than 10 percent of marketing executives who responded have automated lead nurturing strategies and processes in place. Furthermore, only 15% of those same respondents planned to deploy or expand their lead management initiatives in 2009. Tags: Lead Management Lead Nurturing Marketing Automation

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What is the ROI of Lead Management?

LeadSloth

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. Both books show how you can increase sales by nurturing all leads, from inquiry to opportunity. Both books cover lead nurturing and ROI calculations, and Silverpop also explains lead scoring. Why Lead Management. Lead Scoring.

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50 Most Influential People in Lead Management

B2B Lead Generation

I heard the Sales Lead Management Association is looking for who you think are the 50 most influential people in lead management. Voting ends on November 13th and you can vote for up to 5 people at once if you like. I was humbled to see that I was included on the list along with a lot of of people I really like and respect. Click her to cast your vote It's sure nice seeing positive input from readers like you. If I merit your vote, let them know

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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. I'm going to introduce the players and coaches below and then summarize how the different parts fit together to create a Super Bowl caliber lead management process. How can marketers improve their skills to improve the lead management process?

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Lead Generation Check list – Part 7: Effective lead management

B2B Lead Generation

My checklist for optimizing the lead generation process so far has included six steps: the mindset of not pushing ; repairing the rift between sales and marketing ; creating the ideal customer profile (and the un-ideal customer profile as well); agreeing upon a universal lead definition that fits your company’s goals and culture; importance of a well maintained database ; and, in step 6, I outlined a multi-modal approach and discussed its importance in the lead gen process.

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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

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ActiveConversion Review - SMB Lead Management

LeadSloth

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. It can also integrate with Salesforce Web-to-Lead forms. Typically, new leads are assigned to sales person before they are copied to Salesforce.com: the assignment rules are flexible. From Web Analytics to Demand Generation.

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Judicial Branch Needed to Keep Sales Lead Management Honest

ViewPoint

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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.

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MarketingSherpa’s Email Summit 2009

LeadSloth

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.

Email 100
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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.”

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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.

PR 167
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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? If we offer them direct access to the content assets, we can still track their click-throughs and then trigger sales alerts or assign lead scores based on that action, and we won’t be forcing them to fill in a registration form.

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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?

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TechValidate: Marketing Content that Writes Itself

The Point

What single hurdle keeps B2B marketers from achieving the best possible results from inbound marketing, social media, and lead nurturing? Without a consistent stream of compelling, original, relevant information to offer, landing pages fail to convert visitors to leads, blogs wither, and lead nurturing [.]. It’s content. (Or Or rather, it’s LACK of content.)

Writing 122
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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.

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8 Tips for generating high quality leads that sales people love

B2B Lead Generation

Ask most executives and marketers what sales people need to sell in this economy and they will say, "more leads." " So their lead generation focuses on getting MORE leads to their sales team but I've found that sales people really don't want more leads. Actually, what they want is more effective selling time with BETTER "sales ready" leads that will convert into pipeline opportunities. Leverage effective lead management practices.

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Announcing Marketo Lead Management 3.0

Marketo

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.

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More Resources to Define Lead Management Requirements

Marketo

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

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

Marketo

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 ".

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Why Free Trial Offers Aren’t Always the Best Choice

The Point

Tags: B2B Marketing Landing Pages Lead Management Lead Nurturing Marketing Automation Offer Strategy SEM b2b demand generation b2b lead generation marketing offers search engine marketing

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MarketingSherpa B2B Marketing Summit Boston

LeadSloth

Having seen many of the presentations in San Francisco, I found it useful to classify them in three main categories: Lead Generation. Lead Management. The first is obviously focused on getting more leads into your database, while the second topic focuses on nurturing those leads. Having seen many of the presentations in San Francisco, I found it useful to classify them in three main categories: Lead Generation. Lead Management.

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How Often Should I Email My Database?

The Point

This is becoming a common question, driven in part by the trend in B2B towards more proactive lead nurturing and the rapid adoption of marketing automation systems. Tags: Blogs Database Marketing E-mail Installed Base Marketing Lead Management Lead Nurturing Marketing Automation e-newsletters A client writes: “What’s best practice in terms of how many times per month you hit each key contact in your database?”

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Appointment Setting: Where Does It Fit In Today’s Demand Generation Mix?

The Point

With inbound marketing all the rage, where does that leave old-school lead generation techniques such as cold calling and appointment setting? In today’s digital era, when everything lead gen seems to revolve around simply being in the right place at the right time, can it also make sense to simply call potential clients as [.].

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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.

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Implementing Marketing Automation: 2 Biggest Regrets

The Point

Tags: B2B Marketing Lead Management Lead Nurturing Marketing Automation demand gen report manticore

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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.

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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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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. sds09 jblock : 5%-10% of leads that are sitting in your CRM system as "dead" can become real opportunities if put into a nurturing program.

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10 Hottest Topics in B2B Marketing for 2009

B2B Marketing Zone Posts

Using the system, we found that these are the hottest topics in B2B Marketing for 2009. Why are these the hottest topics during 2009? 2009 Big List of B2B Marketing and Sales Blogs , August 27, 2009. Twitter Analytics: Five Practical, Lesser Known Free Tools for B2B Professionals , August 31, 2009. B2B Lead Management Market Heats Up , July 31, 2009. May 28, 2009. Twitter Squatting - a new cyber sport , January 12, 2009. Leads.

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eBook Review: Marketo’s Definitive Guide to Lead Nurturing

The Point

Do a quick Web search on “lead nurturing” these days, and you’ll find plenty of high-level, strategic content on the “whys” – how nurturing can improve demand generation ROI, increase conversion rates, accelerate sales cycles, recycle long-discarded prospects, etc. Tags: B2B Marketing Lead Management Lead Nurturing Marketing Automation marketo

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Lead Gen: Don’t Go for the Quick Sale

The Point

Here’s an interesting post by Mike Damphousse of Green Leads that I found through Funnelholic (thanks Craig) on how lead nurturing impacts the effectiveness of calling campaigns designed to secure qualified sales appointments. Tags: B2B Marketing Database Marketing Demand Generation Lead Management Lead Nurturing Marketing Automation White Paper Syndication appointment setting funnelholic

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Demandbase: Converting More Web Visitors into Leads

The Point

Tags: B2B Marketing Demand Generation Landing Pages Lead Management Lead Nurturing Marketing Automation direct marketing lead generation b2b demand generation demandbase marketo

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Inbound Marketing & Marketing Automation

LeadSloth

Many digital marketers are using marketing automation tools to automate lead nurturing. But if you want to expand your business, you also need to continuously add new leads to your database. Traditional lead sources are tradeshows or lead programs with magazines. Those are definitely useful, but the number of leads is low and the cost per lead is high. It may be attractive to shift more budget to generating leads via your company’s website.

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Generating Blog Traffic (and Leads) Using Email Subscriptions

The Point

Tags: B2B Marketing Blogs E-mail Installed Base Marketing Lead Management Lead Nurturing Marketing Automation RSS Social Media blog promotion email marketing enewsletters

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ClickInsights: How to make marketing messages memorable?

Ambal's Amusings

Brian Carroll's blog B2B Lead Generation Blog. Mac McIntosh's Sales Lead Insights: A B2B marketing Blog. Brian Carroll's book Lead Generation for the Complex Sale. B2B Lead Generation Benchmark Study 2009. Sales Lead Expert’s Learning Center. Creating Sales Opportunities with Lead Scoring – Genius.com white paper by Ardath Albee. How to Choose Your Carrot: Effective Lead Generation Offers for High-Technology Marketers (White Paper).

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ConnectAndSell: Novel Solution for Increasing Sales Efficiency

The Point

If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. inside sales b2b lead generation lead generation telemarketing telesales Tags: B2B Marketing Cold Calling Demand Generation Installed Base Marketing Lead Management Lead Nurturing Sales 2.0

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Numeric Scoring: The Key To Lead Management Success

delicious b2bmarketing

Home Forrester Research « We’re renaming the blog | Main | New networks in the news » April 16, 2008 Numeric Scoring: The Key To Lead Management Success [Posted by Laura Ramos ] Recently I saw a preview of Eloqua’s spring release and it got me thinking about the role lead scoring plays in determining campaign effectiveness. The few marketers who end the arguing figure out early that quantifying lead quality is essential. " --"What leads?