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

B2B Lead Generation Blog

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.”

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

7 Reasons Why Marketing Automation Projects Fail


It can be used for email campaigns, drip marketing, lead nurturing, lead scoring, landing page management and for brewing coffee. Part of a good lead management process is knowing exactly who are involved in the sale. Not Enough Leads.

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 ".

Influencers: the key to content marketing


What B2B buyers need is authentic voices from within the company, primarily from product managers and development leads. The challenges are considerable: How do you teach development leads to write well enough to get their points across?

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.)

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.

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.

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 9

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation Blog

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. I’m going to share 10 levers you can use to improve your lead conversion right now: 1. The more you can humanize your lead follow-up the better. Create content geared toward lead progression, not lead capture.

Marketo Sales Insight Expands Salesforce Access to Marketing Data

Customer Experience Matrix

a “lead feed” feature that can send “interesting moment” alerts via RSS, SMS, email, iPhone and other mobile devices. Tags: sales force automation demand generation marketing automation marketing and sales integration marketo lead management eloqua Summary: Marketo's new Sales Insight ranks prospects for sales people, based on recent Web and email activities.

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?

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.

Lead Generation Check list – Part 7: Effective lead management

B2B Lead Generation Blog

Today I’d like to discuss the aspects of an effective lead management process. The role of effective lead management is to watch and direct the conversion of sales leads into customers, and to track milestones and touch points. An effective lead nurturing program.

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.


50 Most Influential People in Lead Management

B2B Lead Generation Blog

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

Effective Lead Management Executive Summary and Recording

B2B Lead Generation Blog

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.

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?”

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.

Judicial Branch Needed to Keep Sales Lead Management Honest


Marketo Releases Marketo Lead Management 3.0


Marketing automation software vendor Marketo today announced the launch of its Marketo Lead Management 3.0 But with an established platform and 200 enhancements in its new release, Marketo Lead Management 3.0 tags: marketing automation software, Marketo Lead Management 3.0,

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?

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.

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?

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.

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.

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

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.

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.

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?

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%).

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.