3 Lead Management Questions Sales will Ask Marketing

Modern Marketing

by Doug Sechrist | Tweet this Most of you regular readers have hopefully broached the sales and marketing alignment discussion within your organization and are on your way to a building a lean, mean, revenue-producing machine. 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. Even a great lead management process will be questioned.

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

B2B Lead Generation

Tweet I can’t stress this enough: when it comes to marketing, if we’re not constantly learning, we’re going to find ourselves left behind faster than ever. Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? 65% haven’t nurtured leads.

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

B2B Lead Generation

Tweet In the 2012 B2B Marketing Benchmark Report , 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails.

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

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. So what did I tell those marketers?

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. You must also evaluate the marketing medium. Doing some kind of lead nurturing.

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. Technologies like marketing automation are taking things to a whole new level.

Writing effective email copy from an expert in B2B marketing, lead generation and lead nurturing

Sales Lead Insights

This is the latest in our ongoing series of tips from some of the experts who provide our sales lead management consulting and training services and our marketing automation and lead-generation agency services.

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.

6 Steps to Defining Your Value Proposition from MarketingSherpa

Modern Marketing

That’s how Dr. Flint McGlaughlin, Managing Director and CEO of MECLabs , kicked off the MarketingSherpa B2B Summit 2011 today – and appropriately so. B2B marketing lives or dies based on your value proposition.

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Marketing Automation: What Is It & Why Do I Care? (Webinar)

The Point

Do you feign understanding when your CEO talks about “sales and marketing alignment”? Unclear on the difference between lead management and revenue cycle management? Horrified at the responsibility of investigating marketing automation solutions for your company?

Dialogue Marketing: A Conversation with Maria Pergolino

The Point

Late last year at the Dreamforce conference in San Francisco I was fortunate enough to chat with Maria Pergolino , Marketing Director at Marketo (and renowned all-around Content Marketing Queen.) ideas for weaving social media into lead generation and lead nurturing programs.

4 Reasons to Fulfill Offer Content via Email

The Point

A prospect just responded to one of your marketing emails, filled out the registration form, and wants the free white paper you offered. If you use a marketing automation system, you can track when (or if) the prospect has accessed the white paper by clicking on the link you provided.

Adventures In A/B Testing: Balluff Explores Its Funny Side

Modern Marketing

Sometimes a pet project can transform your marketing campaigns. It’s not as much about following the current marketing trends, but being creative and adventurous and seeing what works for us as a company,” she said. by Jesse Noyes | Tweet this.

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A B2B Marketing-Lead Generation Fable: “The Lead That Jack Sold”

NuSpark

The fable below shows a typical flow of how a b2b lead can become a sale through a solid marketing process and lead management strategy. Have a little fun… The Lead That Jack Sold. This is the lead that Jack sold. This is the CRM that gave the lead that Jack sold. This is the high lead score that … [ visit site to read more ]. Marketing Strategy Uncategorized

[Cartoon] The Leads Are With Sales

Modern Marketing

SiriusDecisions estimates that 80% of the leads passed to sales never receive follow up. For each lead, a rep uses 14% of their time developing the relationship with only 1 in 4 shot of winning.

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12 B2B Marketing/Lead Generation Assessments; Is Your Firm Optimized?

NuSpark

Sometimes it’s good to step back and assess your eMarketing and lead generation strategy and tactics. All of our initial engagements begin with a 12-step lead management assessment. After we do our assessments, we put together a detailed strategic plan designed to optimize each specific element of your marketing strategy. Conversion Tactics Marketing Strategy Tactical Services

4 Tips for Getting WAY more from Email Marketing

Modern Marketing

Part of what I love about being a marketer at Eloqua is that I get to engage with other marketers to understand their pains as well as perceptions of our product. by Amber Stevens | Tweet this.

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Picking A Provider? Meet BERQ.

Modern Marketing

Or perhaps you’re in the market for lead management solutions. For a marketing agency, you could look at the turn round time to complete a task and how big of a bite it will take out of your budget. by Anna Glushkovsky | Tweet this. You might need to buy a car.

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Book Review: “Successful Selling” by Matt Heinz

Modern Marketing

by Chad Horenfeldt | Tweet this As someone who engages daily with b2b marketers looking to drive alignment between sales and marketing , there are plenty of books, podcasts and blogs out there full of platitudes but short on practical advice.

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7 Resolutions B2B Marketers Shouldn’t Make

Modern Marketing

B2B marketers are no different. But while improving your marketing efforts is a laudable and necessary goal, some resolutions can lead you down a bad road when not completely thought out. Today, we spotlight 7 wholesale New Years resolutions your marketing team should avoid. We’re Going to Pass More Leads to Sales! You need to focus on creating the right content to meet your marketing team’s strategic goals – and then make that content sizzle.

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Revenue Performance Management: Webtrends Tackles Data Overload

Modern Marketing

But for Myllisa Patterson , Senior Marketing Optimization Analyst at Webtrends, all that expertise drilling deep down into analytics created an internal struggle. “We Questions like ‘How many leads did we generate?’ It was agreeing on what a lead is. by Jesse Noyes | Tweet this.

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My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Marketo

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. Put simply, SDRs pass the baton from marketing to sales. Faster lead response times = better conversion rates.

3 European Marketing Trends

Modern Marketing

by Sheila Bohan | Tweet this We recently hosted Eloqua Experience Europe , a two-day, London-based event where Europe’s top marketers gather to share ideas, learn, and network. If the EMEA market didn’t immediately join the marketing automation party, the region is in full swing now – as the record attendance at the event shows. Lead Nurturing Knows No Boundaries. The marketing team at NetApp took their successful nurturing programs built in the U.S.

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4 Common Lead Scoring Snags – How To Fix Them!

Modern Marketing

Your marketing team’s lead scoring efforts have hit a snag. Or maybe Marketing Qualified Leads (MQLs) aren’t converting to Sales Accepted Leads (SALs). Lead scoring is a powerful tool for aligning sales and marketing , predictably driving prospects through your sales funnel and generating revenue. Below we bring you 4 common problems that might slow down your lead scoring – and how to fix them! How many of your leads actually fit that bill?

Searching For the Elusive Net New Name

Modern Marketing

That’s not to say there’s no value in programs like webinars or content promotions run through media partners your target market depends on for resources and information. Anyone running lead guarantee programs is familiar with the traditional cost per lead calculation. It doesn’t account for quality so understanding how many qualified leads (MQLs) your programs eventually deliver and being able to track how those contacts moved through your funnel is also critical.

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Modern B2B Lead Generation – 5 Key Areas to Manage

Marketo

by Maria Pergolino Successful B2B marketing is a moving target, so it’s critical for marketers to keep up with new trends and opportunities. . Here are five key areas leading marketers are paying attention to now. Go mobile with your marketing.

Your Lead Scoring Blind Spot: The Internet

Digital B2B Marketing

Marketers have a huge blind spot when it comes to nurturing and lead scoring. It does not matter if you have built a sophisticated lead management and nurturing system, driven by content consumption, engagement and response.

Nine Variables To Consider When Creating Remarkable Content

Marketing Insider Group

If you spend time in the marketing blogosphere, then you know one thing for sure: The content marketing revolution is upon us. Remember, the content marketing revolution is on, and that means you aren’t the only one creating content. Content Marketing

Marketing Leads: Quality Vs. Quantity

Marketing Insider Group

We discussed the great lead quality vs. lead quantity debate. And the conversation went way later than the restaurant manager and our wonderful server wanted it to. And when quality is required, you need to be able to deliver leads that convert. So marketing sends more.

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Your Lead Scoring Blind Spot: The Internet

Digital B2B Marketing

Marketers have a huge blind spot when it comes to nurturing and lead scoring. It does not matter if you have built a sophisticated lead management and nurturing system, driven by content consumption, engagement and response.

Free vs. Paid Content Marketing – How to Choose?

Marketo

For many B2B marketers, that is the question. Content marketing has become a driving force in lead generation. This is a great way to push leads into your sales funnel. The problem is, how can you develop lead data if you’re not collecting personal information?

MarketingProfs 10 Imperatives To Chart A New Course In B2B Marketing

Marketing Insider Group

For those of you who followed my live-tweeting during Marketing Profs B2B Marketing Forum , I hope it was helpful. But the good folks who ran the show gave us “10 Imperatives To Chart A New Course In B2B Marketing&# to help me get through this recap blog post before I collapse.

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5 Ways to Get Started With Closed Loop Marketing

Marketo

Similarly, we have also seen how traditional marketing use works, and how we market today with the goal to get to Closed Loop Marketing to generate more revenue. Sales and Marketing need to collect data that is most important for their relative function.

The Science of Creating Demand, Upon Demand, When Demand is Needed

ViewPoint

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Let me tell you a story about a Marketing-Lead-Generation-Wizard* and How He Created Demand.

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Your Lead Scoring Blind Spot: The Internet

Digital B2B Marketing

Marketers have a huge blind spot when it comes to nurturing and lead scoring. It does not matter if you have built a sophisticated lead management and nurturing system, driven by content consumption, engagement and response. Demand Generation B2B marketing lead management lead nurturing lead scoring marketing automation

Marketing no longer gets a pass – inspiration from Marketo CEO Phil Fernandez

Marketo

I’m always up for listening to a CEO talk about sales and marketing, so I listened to this the other day while packing up content for an upcoming trade show. Sales and Marketing: a Quick History. Marketo does this through something called lead scoring.