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!

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

B2B Lead Generation

Tweet If you attended our most recent B2B Lead Roundtable Webinar, Six Funnel Focal Points to Finish 2011 Strong – Part I , you found out that even though the end of the year is less than 125 days away, there’s plenty of time to drive more opportunity through your sales funnel and to the bottom line.

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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.

Top 10 Industrial Marketing Posts of 2011

Industrial Marketing Today

As we wind down 2011, this is a good time to review all the industrial marketing posts that I have published here and been viewed by you, my readers, during the year. Not all the posts were written in 2011, one was way back from 2008. B2B Lead Generation without Lead Nurturing is Doomed to Fail. 7 Key Components of a Successful Lead Generation System. Relevant Content Converts More Industrial Site Visitors into Sales Leads and Customers.

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.

Andy Rooney on Sales Leads

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. ” How did Andy know so much about sales, marketing and sales leads? I think what Andy meant for us is that if your salespeople don’t follow-up on a sales inquiry (not to mention qualified leads), the opportunity will default to your competitor who does follow-up.

Report: B2B Blogging Trends in 2011

The Point

Tony Karrer and Tom Pick, founders of the popular B2B Marketing site B2B Marketing Zone just released a compelling report on B2B Blogging Trends in 2011. 2011 may be the year when B2B companies finally realize blogs are more than just a PR vehicle for propagating so-called thought leadership.

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B2B Marketing Predictions For 2011

Marketing Insider Group

So here is my list of B2B Marketing Insider predictions for 2011. Marketing and sales alignment continues to be the #1 issue impeding marketing’s ability to be perceived as a major driver of B2B business value. The quality vs. quantity of leads debate will rage on.

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Relevant Content Converts More Industrial Site Visitors into Sales Leads and Customers

Industrial Marketing Today

And I have used some of these tactics to help my industrial clients make their content more relevant in engaging with their target audience and converting more of them into qualified sales leads. The qualified lead comes from being designed in. Are you using content in other interesting ways to convert your site visitors into qualified leads? B2B Lead Generation Content Marketing Inbound Marketing Industrial Marketing Strategies Industrial Marketing Lead conversion

Is Your Web-based Content Driving Away Sales Leads

ViewPoint

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore.

Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel

B2B Lead Generation

Tweet Longer selling cycles and stalled deals are impeding sales funnels everywhere. Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. In such cases, lead nurturing and campaigns targeting more senior executives can be of value.

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

B2B Lead Generation

Tweet Your success hinges on what you accomplish in the time you have, and that is never more true than these last few months of the year as we all race to meet projections, quotas and sales goals. 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. If you’re eager for a solid finish to 2011, I strongly recommend you attend!

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.

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?

Share a Story to Drive Sales Leads

Modern B2B Marketing

by Carol Fox Conventional wisdom holds that a lead’s fate is decided by the prospective customer, not the sales person. Brands can deeply and positively impact their sales leads by sharing their customers’ positive experiences. sales leads

Do You Expect Your Inside Sales Team to Practice Alchemy?

B2B Lead Generation

Tweet Too many marketers think that their inside sales teams are alchemists. 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.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. Aaron Ross and Craig Rosenberg , are two of the biggest advocates of having a separate sales development function.

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

ViewPoint

This year, we’re honored to have published posts from twenty-seven guest marketing and sales bloggers here on ViewPoint, and I wanted to say to all of you how much I appreciate your contributions. 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.

3 Ways to Improve the Quality of Your Sales Leads

Modern B2B Marketing

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. Fine-tune your lead scoring system. Commit to lead nurturing.

Are You Lost In A B2B Sales Lead Paradox?

Modern B2B Marketing

They’ve filled the funnel with sales leads. The sales department followed through on the leads provided but somehow your close-ratios are dropping. Your Lead Scoring Is Off The Mark. Nowhere is this more evident than in your lead scoring system.

Panning For Gold: Capturing the Sales Leads You Really Want

Modern B2B Marketing

Marketers need to be able to quickly sift through incoming leads, identify those ready for sales, and have a plan in place to nurture the rest. Also, marketers need to evaluate which techniques are producing the highest quality sales leads so they will know where to continue panning.

Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part 2

B2B Lead Generation

Tweet In my post earlier this week , I outlined the challenge presented by SiriusDecisions’ Demand Waterfall taxonomy, specifically with the phrase “Marketing-Qualified Leads” (MQLs). Another problematic phrase is “sales-accepted leads.”.

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.

Get on the fast track to meet, exceed end-of-year goals

B2B Lead Generation

Tweet The graph at right, published in MarketingSherpa’s 2011 Benchmark Report , provides a snapshot of what marketers care about most. As we approach the fourth quarter, I am acutely aware of why marketers believe generating better leads is a higher priority than generating more leads. And there is little that is more wasteful, and frustrating, than chasing down leads that will never be customers. Lead Generation Marketing Strategy Sales Leads Webcasts/Webinar

Inbound Marketing Must Set the Table for Industrial Sales

Industrial Marketing Today

They agree it helps them get found in search engines early and often, drives hordes of traffic to their site and fills the top of their funnel with qualified leads at a lower cost per lead. Then comes the silence because they are having trouble connecting the dots between inbound marketing and sales. Brien, VP of Sales Enablement at Bulldog Solutions , summarized the problem very well in his recent article where he wrote, “In general, salespeople don’t like leads.

Near Boston or New York City? Get up to speed on BtoB marketing automation on your way to work

Sales Lead Insights

January 27, 2011 - New York City. Senior corporate, marketing and sales executives (CMOs,VPs and Directors) at companies that sell products or services to other companies. If your company spends $100,000 a year on lead generation or millions, you can’t afford to miss this!

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BMA Atl Recap: Dan McDade on B2B Marketing & Sales Leads

MLT Creative

The author of The Truth About Leads addressed the group of B2B marketers (ironically half sales, half marketing) about his philosophy for achieving marketing and sales alignment. Lack of integration between sales and marketing technologies. Agree on definition of lead.

Defining the Perfect Sales Lead – 4 Tips to Getting it Right

Modern B2B Marketing

Today’s B2B marketing success revolves around the new spirit of collaboration between marketing and sales, and nowhere is this more important than the point where the sales cycle begins – defining the perfect sales lead. by Andrew Spoeth.

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

Modern B2B Marketing

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.

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

B2B Lead Generation

At the beginning of the webinar, Jen Doyle, MarketingSherpa Senior Research Manager and Lead Author of the 2012 B2B Marketing Benchmark Report , revealed that 1,745 marketing organizations are reporting remarkable declines in marketing effectiveness in 2011. This helps sales win deals.

Industrial Blogs for Lead Generation Using Inbound Marketing

Industrial Marketing Today

If you are an industrial or a manufacturing marketer, you know all about the constant pressure of generating high-quality sales leads. There are three key ideas in the headline of my post – 1) Industrial blogs, 2) Lead generation and 3) Inbound marketing.

Why Your Sales Funnel May Run Dry Without a Business Blog

Industrial Marketing Today

Are you leaving additional sales leads and revenues on the table? Industrial marketers who don’t use a business blog are missing a key component of feeding the top of their sales funnels. A business blog is a powerful online marketing tool for inbound lead generation.

Augmented Reality For B2B Marketing in 2011? | B2B Marketing Insider

Marketing Insider Group

Skip to content Home About Michael Brenner Appearances B2B Marketing Insider Michael Brenner's Blog on B2B Marketing Content Marketing Demand Generation Mobile Sales Alignment Search Marketing Social Media Strategy December 21, 2010 4 Subscribe Augmented Reality For B2B Marketing in 2011?

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

B2B Lead Generation

The concept is useful for any B2B industry with complex sales. 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. Tweet.