Remove BtoB Remove Lead Nurturing Remove MQL Remove Paper
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How Many Leads Does Your Sales Team Need?

Sales Engine

But you can’t fully automate the sales funnel , especially for complex, research-heavy purchases in the BtoB world. Any person who has engaged that much is a wonderful lead worth keeping, and should be considered a marketing qualified lead (MQL)—but he may need more nurturing to be sales-ready.

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How Many Leads Does Your Sales Team Need?

Sales Engine

But you can’t fully automate the sales funnel, especially for complex, research-heavy purchases in the BtoB world. For example, a prospect who downloads a white paper, visits your website ten times, and perfectly maps to your ideal prospect profile does not necessarily hate his current vendor or have an approved budget to switch vendors.

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Numeric Scoring: The Key To Lead Management Success

Online Marketing Institute

They have added new capabilities for delivering highly personalized direct mail, SMS/voice reminders, and on-demand fax and RSS delivery – interesting stuff that, while I’d need to talk to a client or two to be convinced of their specific usefulness, show that Eloqua is delivering a broader range of lead nurturing, drip marketing capabilities.