Introduction to Lead Management

B2B Lead Generation

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. Lack of lead management impacts lead conversion and ROI.

How to do lead management that improves conversion

B2B Lead Generation

In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, B2B lead conversion to actual revenue conversion is low. According to Forrester, top performers convert 1.54% of leads to revenue. And average performers turn less than 0.75% of leads into closed deals. Have you thought about the experience you want to create for your potential customer so as to optimize your lead management approach?

Marketing Automation is Lead Management

Salesfusion

The post Marketing Automation is Lead Management appeared first on Salesfusion. Lead Nurture

Is Anyone Leading Lead Management?

ViewPoint

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm.

Why Lead Management Automation Really Matters

Chris Koch

We should care more about lead management automation in B2B marketing. It isn’t because the software for automating this stuff has improved, or because it’s available through the cloud so you don’t have to deal with those people over in IT. That’s why lead management automation is important. What is stopping your company from creating an automated lead management process?

Upcoming Lead Management Events

LeadSloth

This week there are a couple of interesting Lead Management events, so I thought I’d share them with you in a short blog post: Hubspot Show & Tell , new features including lead management, June 8th (tomorrow). MarketingSherpa Lead Management Webinar.

Marketing Automation Platform, Salesfusion, Improves Lead Management for Highland Solutions

Salesfusion

The post Marketing Automation Platform, Salesfusion, Improves Lead Management for Highland Solutions appeared first on Salesfusion.

Lead Management and Football

Anything Goes Marketing

In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. Don't allow for fumbles where leads fall through the cracks.

Lead Liaison Announces Next Iteration of Event Lead Management, GoExhibit!™

Lead Liaison

Dallas, Texas – Lead Liaison first launched their event lead capture solution, GoCapture!™, They have rapidly become the global leader in event lead management. The company, known worldwide for their marketing and sales automation solutions , has been hyper-focused on supporting live marketing events over the last year. They started by answering the need for a better, more efficient way to capture leads. About Lead Liaison.

What Is Lead Management?

NuSpark

Lead Management is the process of generating, converting, qualifying, and closing sales leads. Lost in the shuffle of all of those marketing tactics you are trying to get a handle on for your business (Twitter, Facebook, Pay-per-click, SEO, email campaigns, website design) is the concept of Lead Management. Do you have a sound process for lead generation? What happens when you get a lead? How do you qualify that lead?

Lead Management: Lead Status Values

Marketing Converts

Our clients (just like all other organizations in B2B SaaS) use a lead/contact status field to trigger sales to call a contact and track and measure funnel performance. Below are the lead status values we provided. When a lead achieves this status, it is again eligible to become a MQL.

4 Key Steps to Developing an Effective Lead Management Process

Salesfusion

The post 4 Key Steps to Developing an Effective Lead Management Process appeared first on Salesfusion. Email Marketing Marketing Automation B2B Marketing Lead Management

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.

Demand Generation and Lead Management Explained

The Effective Marketer

Last week Carlos Hidalgo , CEO of the Annuitas Group , shared on the Software Advice blog a nice video explaining two basic concepts that are often used interchangeably by vendors and even analysts in the Marketing Automation space but should in fact be treated as separate concepts: Demand Generation and Lead Management. Demand Generation vs. Lead Management. How About Marketing Automation? It is the technology behind your demand / lead processes.

Infographic: The State of Marketing Automation Maturity

The Point

Are most B2B companies getting maximum value from their investment in marketing automation? Or are companies rushing to implement marketing automation without a full understanding or strategy for how to put that technology to best use?

How Financial Institutions Can Build Trust Using Marketing Automation

Act-On

Marketing automation for financial institutions helps build trust and guide their customers on a personalized path toward brighter financial futures.

Trust 149

Oracle Named a Leader in Gartner Magic Quadrant for CRM Lead Management 2017

Modern Marketing

One of the most strategic technology investments made by marketing and sales teams today is a marketing automation platform that is sophisticated enough for their unique needs, but flexible enough to easily integrate with their customer relationship management (CRM) system.

21 Questions to Ask Your Event Lead Management Vendor Before Making a Purchase

Lead Liaison

To access our Event Lead Management Kit, which includes this resource, click here. . Choosing the right event lead management solution for lead capture will be the most important decision you make. Does your solution integrate with my CRM, marketing automation platform, and/or analytics platform? What good is capturing lead information if you don’t accurately save the information and prepare it for follow up? Can you track cost per lead?

What is the ROI of Lead Management?

LeadSloth

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.

ReachLocal Provides Turn-Key Lead Management for Small Business

Customer Experience Matrix

This is an enticingly huge market for marketing automation vendors, and one that seems largely untapped. The largest marketing automation vendor in the segment, Infusionsoft , has under 20,000 clients. demand generation marketing automation reachedge small business marketing

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

Demand Generation Strategies & Lead Management Processes First

ViewPoint

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute.

Manufacturers Need Lead Management to Close the RFQ Gap

Industrial Marketing Today

Talking to manufacturers and industrial companies on a daily basis has convinced me that when they say they need help with their lead generation, they really want more RFQ (Request For Quote) opportunities. Generating new leads, qualifying and nurturing them until they turn into a RFQ is too much work for them. For a real-life example of this lead generation disconnect, read my post, Manufacturers: Don’t Start a Lead Generation Campaign without Sales.

Oracle Named a Leader for 5th Consecutive Year in Gartner Magic Quadrant for CRM Lead Management

Modern Marketing

Digital marketers are in a constant battle between driving leads and managing their CRM systems. Gartner’s CRM Lead Management report assesses the industry’s leading Marketing Automation platforms. What is CRM Lead Management?

3 Marketing Automation Benefits for Cross-Selling Insurance Policies

Act-On

The insurance industry these features of marketing automation to successfully cross-sell policies at the optimal time for the right customers. Adaptive Marketing Insurance cross sell customer experience insurance lead management marketing automation marketing strategy

7 Ways to Improve Your Lead Management Process

Zoominfo

The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle.

More Than Automating Emails For Marketing Automation

ANNUITAS

If there was a Marketing Automation soiree, I’d be the host. As a marketing automation consultant and a marketing technologist at heart, I work with technology all day, every day. The platforms today can enable just about any marketing task, including automation.

More Than Automating Emails For Marketing Automation

ANNUITAS

If there was a Marketing Automation soiree, I’d be the host. As a marketing automation consultant and a marketing technologist at heart, I work with technology all day, every day. The platforms today can enable just about any marketing task, including automation.

Oracle Eloqua Named a Leader in the Gartner Magic Quadrant for CRM Lead Management

Modern Marketing

by Eloqua | Tweet this The 2013 Gartner Magic Quadrant for CRM Lead Management has been published and Oracle Eloqua is in the Leaders quadrant for the second consecutive year. Click here to download the Gartner Magic Quadrant for CRM Lead Management.

Is Marketing Automation Right for Every Company?

The Point

For those of us who work in and around the technology every day, it can seem like marketing automation is already pervasive. Analyst David Raab reports that for companies under $5 Million in revenue, marketing automation penetration is a miserly 5 percent.

2012?s Most Influential People in Sales Lead Management: 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 2012. Obermayer, CEO and executive director of the Sales Lead Management Association said, "These are people who have given their time and expertise in the field of lead management and are now recognized by their peers for outstanding work. B2B sales leads News Sales lead management

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.

Event Lead Management: What You Need To Know Before Your Next Live Event – Webinar Transcription

Lead Liaison

Learn how to make the most out of your next live event with proper event lead management. We’re talking about planning, lead capture, and post-event nurture. Chris Kipgen, Lead Liaison. And if you don’t follow up with this leads they’re probably not gonna come back to you.

Lead Management Methods: Point of Interest, Hybrid, and Unique

Marketing Converts

That said, it’s foundational in lead management and everything from data management, measurement, and reporting, to scoring and routing leads is based on this one boring decision that no one talks about. It’s an organization’s lead management method.

6 Best Practices for a Lead Management Strategy

Marketing Action

One of marketing automation’s big wins is the ability to create a continuous process to manage leads at scale. The key to making it work is developing an effective process to automate. Have a plan for how leads are qualified and routed.

ActiveConversion Review - SMB Lead Management

LeadSloth

Therefore I initially called them a ‘niche vendor’ However, the product has evolved into a fairly complete marketing automation suite for SMB companies. Lead Scoring. Lead scoring configuration. It can also integrate with Salesforce Web-to-Lead forms.

Marketing Automation 2014 Industry Overview: What the Surveys Tell Us

Customer Experience Matrix

The Interwebs have delivered an unusually rich trove of data about the marketing automation industry in the past few weeks. Taken together, these provide a clearer picture than usual of the state of marketing automation.

Marketing Automation Simplified [Slide Deck]

Modern Marketing

by Eloqua | Tweet this Looking for more information about marketing automation, but afraid to ask? Check out our new slide deck presentation via SlideShare (also embedded below) for tips on how marketing automation can help your team work smarter, not harder!

Why Modern Marketers Must Embrace Marketing Automation

Modern Marketing

The answer is to add marketing automation , which may enable you to add more talent later. Here’s why there’s genuine value in embracing marketing automation — beyond simply allowing you to do more with fewer resources. What Marketing Automation Can Take On.

Tips To Improve Your Lead Management Strategy

Reachforce

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?