Adobe Experience Cloud Blog

JULY 29, 2011

by Carol Fox CSO Insights just released the results of its annual Lead Management Optimization (LMO) Study. The results were encouraging in that marketing seems to be shifting more and more toward alignment with sales objectives. The chart below shows how funds were allocated for 2011 among companies surveyed.

Lead Management 48

Lead Management Allocation Lead Scoring Lead Ranking 48

markempa

DECEMBER 29, 2011

To time lead-generation activities to attain the highest possible return on investment of resources. Closed-loop feedback makes sales professionals worship their marketing department. Find out much more here: Finish 2011 Strong: Six Funnel Focal Points to Maximize Time, Resources and Revenues Part 1 and Part 2.

Top of Funnel 120

Top of Funnel Webinar Metrics Lead Scoring Lead Ranking 120

Webbiquity

JUNE 28, 2012

The key criteria in converting an anonymous visitor to a known lead is to not only know who the company is but what they were looking at on your website. Follow Lisa on Twitter @lisajcramer or connect on her B2B marketing blog.

Marketing Management 100

Marketing Management Marketing Websites Lead Scoring Lead Ranking 100

The Point

AUGUST 8, 2011

A recent industry study on Lead Management Optimization, conducted by CSO Insights and conducted in partnership with SMEI and Marketo , sheds insight on the relative budget marketing organizations are investing in areas such as lead nurturing, social media, and lead generation.

Lead Generation 100

Lead Generation Social Media Allocation Marketing Qualified Leads 100

The Point

MARCH 12, 2012

Here are some highlights from the original report: “The chances of reaching a new sales lead drop over 10x if you wait longer than the first hour of shown interest, and the odds of qualifying that lead decrease 6x after the first 60 minutes”. That’s almost 4 whole days. It’s enough to make a demand generation marketer weep.

Top of Funnel 100

Top of Funnel Bandwidth Sales Qualified Leads Marketing Automation 100

Marketing Insider Group

MAY 12, 2010

In order to provide a practical guide to generating real results, here are the B2B Marketing Insider 5 Steps to achieve Lead Generation ROI: Step 1: Set your objective. The metrics you chose should be quantifiable and aligned to your sales goals. Think sales, leads, pipeline.

Lead Generation 100

Lead Generation Sales Management Lead Ranking ROI 100

Marketing Insider Group

AUGUST 12, 2010

Contacts from companies that are qualified as leads but not yet passed to sales can end up landing in the target list for an email blast or an event invitation. In other companies lead nurture is a very formal and well-defined process. More often then not sales wants only to spend time on value add sales work I.e

Work Management 100

Work Management Marketing Management Sales Qualified Leads Lead Scoring 100