More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous

The Point

In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on.

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

ViewPoint

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.

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All Real Salespeople Love Sales Leads (but there is a tiny caveat)

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. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead. A genuine sales lead has qualifying information. Only about 25% of the inquiries come with BANT-type information.

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How to Blow $100,000 on a Lead Generation Campaign

ViewPoint

He was willing to provide the sales team one of six choices: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). 81 highly qualified sales opportunities with the right contact who has a need backed by some form of compelling event. What is a Lead?

How to Improve Marketing Qualified Lead Routing Results

B2B Lead Blog

In this post, I’m going to share seven tips to help you improve lead routing for more sales. Have you intentionally managed and optimized your marketing qualified lead routing and assignment process? If not, you could be losing sales, and marketing ROI not know it.

The 3 Essentials of a Successful Qualified Leads Program

Marketo

In a way, sales reps are like nurses or doctors. Sales reps would get a good sense of how interested someone was in their company’s products or services by spending some time with them. But successfully qualifying leads for sales means having three key fundamentals in place: 1.

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How to Prioritize Your Best B2B Leads

PureB2B

No offense, but most of your B2B leads most likely won’t convert into sales. As B2B marketers, you need to assess which of your prospects have the attributes and behaviors that make them high-quality leads. You must also qualify leads based on their potential lifetime value (LTV) or the predicted net profit that a customer will contribute to doing business with your company. But how can you predict LTV and conversion potential before the sale?

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The New Revenue Engine: Drive Predictable Revenue by Managing Your Revenue Machine

Marketo

Yet according to CSO Insight’s 2010 Sales Performance Optimization study, only 52% of sales reps met quota in 2009, and companies achieved only 78% of their revenue plans. In contrast, today’s best companies are using a new revenue engine that uses repeatable marketing and sales 2.0

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B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?

ViewPoint

Should marketing and sales agree on the definition of a lead? Per sales, a qualified lead is based on criteria they understand, but marketing is in dark. In my book, “ The Truth About Leads ” , I provide ten attributes of a well-qualified lead.

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These Updated Takes on B2B Lead Generation Strategies May Surprise You

ViewPoint

Many thanks to Stone Payton and Todd Schnick, hosts extraordinaire of High Velocity Radio, for the interview on my new book, The Truth About Leads. The B2B lead generation and sales lead management strategies we discussed included… Shifting from a full BANT approach to focus on two areas: authority and discovering need.

B2B Lead Generation: The Best of PowerViews

ViewPoint

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

Mega-List of Features in Marketing Automation (That You Won’t Find in CRM)

Marketo

Salesforce recently rebranded their social marketing application as the Marketing Cloud, and their website says you can use their solutions to “optimize campaigns from lead to close, on every channel”. Track opportunities and pipeline, manage contact and account information.

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