50 Most Influential People in Sales Lead Management: 2011 Winners announced

Sales Lead Insights

The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2011. I am grateful to all of you who voted me into the Top 10 of the list for 2011!

Five Myths of Lead Management

ANNUITAS

Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. There is quite a bit of uncertainty on how companies should approach lead management and what it takes to achieve best practices. Lead Planning. Lead Routing.

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The 6 Stages of Successful Lead Management

Modern Marketing

What makes a lead management process successful? In the real world implementing lead management requires a degree of science, art and consensus. The first step in building a sustainable lead management process is a psychological one.

Lead Management: Let’s Formalize this Relationship

ViewPoint

While artificially developing mutual understanding and trust is certainly one method of trying to improve the relationship between the two functions, we believe a far better way is through shared process that leads to results. How long will teleprospecting have to accept or reject a lead?

Nominate your candidate today for the SLMA’s2011 “Top 50? in sales lead management.

Sales Lead Insights

Don't miss your opportunity to nominate someone to be among the fifty most influential people in sales lead management in 2011. The Sales Lead Management Association (SLMA) just opened nominations for this year's most influential professionals in sales lead management.

The top 50 in sales lead management: Who do you pick to be on the list?

Sales Lead Insights

Don't miss your opportunity to vote for your top three candidates to be among the "50 most influential people in sales lead management" in 2011. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Wednesday, November 30th.

3 Lead Management Questions Sales will Ask Marketing

Modern Marketing

If so, the days of “the leads suck” conversation is in the past. Now you’re onto “the leads still suck, but please give us more” conversation. A healthy lead management process transcends sales and marketing, resulting in a unified view from inquiry through opportunity to revenue. Even a great lead management process will be questioned. Here are 3 questions sales teams often pose to marketing after implementing a lead management process.

Webinar Replay: Six Funnel Focal Points to Finish 2011 Strong – Part 2

B2B Lead Generation

Tweet For proven approaches to drive the highest return on the money you’ve invested in marketing and sales this year, watch the replay of the second half of our webinar presentation, “ Six Funnel Focal Points to Finish 2011 Strong. ”. How many leads are out of your target market?

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From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars

B2B Lead Generation

Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? This past year has been especially illuminating thanks to the brilliance of smart marketers who are expanding and perfecting the lead-generation concepts I wrote about years ago.

2011 Lead Management Optimization Survey shows less focus on branding, more on customers

Marketo

by Carol Fox CSO Insights just released the results of its annual Lead Management Optimization (LMO) Study. The chart below shows how funds were allocated for 2011 among companies surveyed. Lead Management Lead Nurturing Lead Scoring qualified sales leads sales leads

Software Advice Whiteboard Session with The Annuitas Group – Demand Generation Vs. Lead Management

ANNUITAS

Demand generation and lead management are two terms that companies should be fairly familiar with, but it turns out there is quite a bit of confusion around the two. Demand Generation Lead Management Process

A Good Laugh from a New Sales Lead Management Cartoon Series

ViewPoint

There’s now a virtual destination for a good sales and marketing laugh in the form of the Sales Lead Management Association’s new cartoon series. At your desk and can’t make that physical change in latitude to get a change in attitude?

Demand Gen And The Whale: 5 Takeaways From Marketing World 2011

Modern Marketing

Recently, presented at a wonderful event in New Orleans – Frost & Sullivan’s Marketing World 2011. Many of the organizations represented were multi-billion dollar corporations with complex lead management systems and lots of customer data points. For them it felt impossible to get the strategic commitment required to establish and adhere to data standardization, integration, and data management processes. Revenue Performance Management is industry agnostic.

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Software Advice Whiteboard Session with The Annuitas Group – Demand Generation Vs. Lead Management (Part Two)

ANNUITAS

In part two of Software Advice’s whiteboard session with Annuitas Group CEO and Marketing Automation Institute Executive Director, Carlos Hidalgo, we discuss how marketing automation technology is not the complete answer to all your demand generation and lead management needs. Rather, it provides a critical piece of your demand generation strategy and lead management process. Demand Generation Lead Management Process

5 Critical Components of Lead Management Software

Marketo

by Maria Pergolino As marketing and sales teams align, both become more accountable to effectively managing leads within the pipeline. The ongoing changes in lead generation can overwhelm marketing and sales teams if it’s not organized and each team is unclear of its role.

What Was Your Favorite Part of Eloqua Experience?

Modern Marketing

by Jesse Noyes | Tweet this What was your favorite part of Eloqua Experience 2011? Take a look at this deck from Eloqua’s CEO Joe Payne’s keynote address at Eloqua Experience 2011. Was it the deep-dive education and best practices? The inspiring keynotes?

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B2B Webinar Part 2 – Finish 2011 Strong: Six Funnel Focal Points to Maximize Time, Resources and Revenues

B2B Lead Generation

At our next B2B Lead Roundtable webinar, I will once again be joined by an outstanding in-the-trenches marketer, Pamela Markey, MECLABS Director of Marketing & Brand Strategy. Generate timely feedback from sales on every lead you give them – and why that’s absolutely critical to success. If you’re eager for a solid finish to 2011, I strongly recommend you attend! Inside Sales Lead Generation Lead Management Leadership Marketing Strategy Sales

Thank You to Our 27 Guest Marketing and Sales Bloggers in 2011!

ViewPoint

You’ll see from the list below that our marketing and sales bloggers are B2B lead generation and lead management thought leaders who share their expertise as business executives, strategists, consultants, speakers, authors, editors and college professors. Database management. Lead generation. Outsourcing lead generation. Revenue performance management. Sales lead management. Sales management.

What to Expect at Eloqua Experience

Modern Marketing

Eloqua Experience 2011 kicks off after much anticipation. But we also want to add that those heading to Eloqua Experience can expect to learn about a wide variety of B2B marketing topics, from marketing automation to lead management to Revenue Performance Management.

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Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel

B2B Lead Generation

Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior.

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How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

B2B Lead Generation

Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. I recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead.

How to Make Sure Your Lead Management Strategy is Kick Arse!

Marketo

by Maria Pergolino Every game requires strategy…and managing leads is no different. It is not enough for a company to want to increase leads. In other words, businesses need a lead management strategy that kicks arse! B2B Marketing Lead Management lead generation

“You Had Me At Revenue”: 5 Lessons From The SiriusDecisions Summit

Modern Marketing

We heard from five organizations that have taken the lead management journey: Iron Mountain, Kronos, F5, American Express and Hexaware. what’s a sales-ready lead?) lead scoring, lead routing, nurturing), team accountability, and organizational buy-in.

Webinar: Getting More Revenue from Marketing Automation by Developing Lead Management

ANNUITAS

2PM EST, Thursday, August 11, 2011. One of the key components to improving the value and contributing to revenue is the development of an end-to-end lead management process. In this webinar , Carlos Hidalgo of The Annuitas Group will discuss the following: What are the components of lead management. How marketing automation enables lead management. How to begin the development of lead management in your organization.

Earthquakes & Marketers on the Twittersphere [Chart]

Modern Marketing

Demand Generation #EE11SF b2b marketing Content Marketing Eloqua Experience Eloqua Experience 2011 lead management Lead Nurturingby Egan Cheung | Tweet this What a week! Eloqua Experience wrapped up yesterday, and it was rocking!

The New Alliance Between Sales and Marketing – SiriusDecisions 2011 Recap

ANNUITAS

Since founding The Annuitas Group in 2005, we have been speaking about the importance of lead management process , and how it affects alignment and revenue improvement. Change Management Takes Time. I spent last week at the Sirius Decision Summit. As usual, it was a tremendously rewarding and informative event. This year marked the largest crowd ever for the six-year annual event.

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Webinar: 2012 B2B Marketing Benchmark Report Reveals How Marketers Can Transform Mounting Pressure, Challenges into Revenue

B2B Lead Generation

Tweet I am especially looking forward to the next B2B Lead Roundtable webinar. However, to call 2011 a tough year is an understatement, to say the least. Tuesday, October 18, 2011. CST, noon EST. Lead Generation Lead Management Lead Nurturing Marketing Strategy Webcasts/Webinar

Do You Expect Your Inside Sales Team to Practice Alchemy?

B2B Lead Generation

They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients.

Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part I

B2B Lead Generation

Part of the beauty of the demand waterfall vernacular is that it added descriptive language to the word “lead.” All too often, sales and marketing have very different definitions of what a “lead” is. What Does “Marketing-Qualified Lead” Mean to You? Tweet.

My Key Takeaways as a B2B Summit Clinic Coach: Top lessons from real-world marketers and actionable ideas to drive marketing success

B2B Lead Generation

Tweet I just got back from this year’s round of MarketingSherpa B2B Summits in Boston and San Francisco, where I provided one-on-one coaching to attendees, marketers from Fortune 500 organizations, leading private companies, and emerging businesses.

Producing Revenue with Lead Management – Interview with Carlos Hidalgo

Marketo

by Katie Byrnes Two lead management experts, Carlos Hidalgo, CEO of the Annuitas Group, and Jon Miller, VP of Marketing at Marketo, had the chance to riff on a few hot topics in B2B marketing , including the current state of marketing automation , the decision of the Annuitas Group to go “vendor neutral&# and, obviously, lead management best practices. Go though your lead management steps and determine where you are with you data, lead planning, metrics, etc.

The Future of Sales Lead Management – An Interview with SLMA’s James Obermayer

Marketo

by Katie Byrnes Marketo CEO, Phil Fernandez, had the chance to interview the CEO of the Sales Lead Management Association, James Obermayer at Dreamforce 2010. By leveraging these technologies, marketing managers can take their place in the revenue cycle.

3 Tips For Better Lead Management

Hubspot

In session five of The Lead Generation Quick Start Series , Cari Baldwin , partner and co-founder of BlueBird Strategies , explains how to generate and measure leads using the lead funnel stages. Grab a few quick tips in the meantime: Build and Measure Lead Management.

Forget About Hot Leads. It’s Cold Leads that Make the Difference.

The Point

When sales teams need marketing to help them make their numbers, the natural response is to go fishing for hot leads. This requires a constant re-loading of the sales funnel with new, expensive leads. And two, more obviously: the company does a very good job nurturing slow leads.

DMA Webinar: Top 10 Tips for Lead Nurturing Success

The Point

In an exclusive online event, discover how to get the most from your lead nurturing program, and how to plan for success if you’re just getting started. In under one hour, you’ll learn: • creative solutions to a lack of lead nurturing content …. • Top 10 Tips for Lead Nurturing Success.

6 Steps to Implementing an Effective Lead Management Process

Hubspot

Pam is a marketing communications/social media manager and freelance blogger who loves Boston, photography, charity events, sushi, wine, and the Red Sox. Lead management bridges the gap between marketing and sales. Step 1: Identify and Understand Your Leads.

Segmentation, Social Media Drive Lead Nurturing Success for iDirect

The Point

When marketers embark on a formal lead nurturing strategy, opportunities for process improvement can arise in unexpected ways. That was the experience for iDirect , a leading provider of satellite IP communications based in Herndon, Virginia.

The Rise of the Marketing Nerds

Modern Marketing

” That was the theme of Hilton’s keynote address, “Revenge of the Marketing Nerds”, during the second day of Eloqua Experience 2011. But if marketers can adapt, it will lead to better lead management system, Hilton said.

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14 Quick Tips for Kick-Ass Lead Management

Hubspot

Sales wants more, better leads. Marketing wants sales to call all of the leads they're delivering. How do you improve lead management so leads aren't wasted or contacted before they're ready, and both sales and marketing can live together in harmony?

3 Tips to Optimize Your Lead Management System

Hubspot

Not every lead you generate is "ready to buy," and some leads will absolutely never buy your product. In fact, only 25% of new leads could be considered sales-ready, and upwards of 25% are probably never going to buy from your business. Manage those leads !