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Social lead validation—the missing ingredient from most inbound LinkedIn marketing programs

Biznology

All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing, and lead generation programs.

Is Marketing Automation Right for Every Company?

The Point

Analyst David Raab reports that for companies under $5 Million in revenue, marketing automation penetration is a miserly 5 percent. Even at mid-size companies ($20 Million – $500 Million), the figure is only 10 percent.

Trending Sources

How We Generate An Avalanche of B2B Leads on LinkedIn™ (6 Easy Steps)

Prospectr

” — loudly proclaim all the B2B sales professionals around the world as soon as they fail to generate B2B leads and sales on LinkedIn… The. In fact, we get 10-15 leads and 200+ new connections on LinkedIn every week. Sales.

A Conversation with Shawn Naggiar About Sales, Lead Generation, and Marketing Automation

Marketing Action

As Chief Revenue Officer of Act-On Software, Shawn Naggiar is responsible for everything related to creating, managing, and growing revenue at the company. He joined Act-On in early 2008 as employee #7, and was a key architect in creating the company’s go-to-market strategy.

Marketing Automation Software that Delivers the Most Data Wins!

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. Software programs that explain the most data, verified by the most evidence, are better than those that do not. CRM properly applied, in conjunction with marketing automation software, explains the most data on marketing performance and gives more evidence than any other combination of software.

How to Lose Your Best Referral Sources

Act-On

The fortune is in the follow-up for account based sales teams. Julian wasted no time in telling me he was the top account based sales rep at his company. The company had piloted Julian’s software and decided it didn’t work for them.

How to get 67% more revenue opportunities using LinkedIn and not just leads that go nowhere

Biznology

How sales, marketing professionals, and social media lead generation companies are focused on only 3% of the target market. They’re focused on lead generation even though most leads go nowhere—when the focus should be on prospect development.

Why sales isn’t off the hook for generating referral leads

Amplifinity

Marketers get it, too, and they’re ready to help sales teams generate more referrals and follow up on the great leads. Equally important, marketing has the tools to streamline the sales process so that every single client becomes part of your team’s referral network.

Blog Makeover Nets Sales Leads for Software Company

The Point

How do you reinvent a company blog in a way that does more than simply provide a platform for thought leadership? That was the challenge faced by Navicure , a leading Internet-based medical claims clearinghouse in Atlanta that helps medical practices increase profitability.

Marketing Automation: Lessons from 4 case studies

B2B Lead Generation Blog

Tweet Marketing automation technology has become an indispensable tool in the complex sale marketer’s arsenal. Lead generation, lead nurturing and determining the time for the handoff to Sales would be extremely difficult without that technology. Add lead scoring and tracking through that final conversion to sale and the task is flat out impossible without automation. Case Study #4 – Marketing Automation: IT company boosts leads 59%, generates $1.5

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

ViewPoint

I recently asked fellow industry leaders to weigh in on the rising popularity of Account-Based Marketing among B2B companies. Today in part 3, we hear from James Obermayer , Executive Director of the Sales Lead Management Association.

Is social media effective for B2B lead generation?

Sales Lead Insights

I’m probably biased, but I believe the primary objective of business-to-business marketing is driving sales of the company’s products and services. Of course branding and awareness are also roles that can be played effectively by B2B marketing, but from my point of view these are only supporting roles—secondary to the primary objective of helping drive sales. So I’ve also been searching for evidence of leads and sales from social marketing everywhere I can.

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.

13 Tried-and-True Lead Generation Ideas (And the Numbers Behind Them)

Hubspot

Filling the top of your sales funnel with leads is tough -- especially when you're relying on traditional methods. So what if I told you that you could still reach your leads quota using methods that actually add value to your prospect's day? video plays and 3,946 leads.

The Flavors That "Sales Ready" Leads Come In

ViewPoint

I once worked with the then SVP, Marketing of a large public company who was frustrated with sales. At one point he got so angry that he offered sales management the following choices for spending a $100,000 budget to generate leads. How much should a lead cost?

B2B Content Marketing Trends in the Software Industry: CMI Survey Recap

KoMarketing Associates

Last month, Content Marketing Institute (CMI) released its report , “B2B Software Content Marketing: 2013 Benchmarks, Budgets, and Trends – North America,” sponsored by the International Data Group (IDG). Lead management/nurturing (66%).

How high volume sales prospecting company, SalesFlow works with clients to accelerate growth

Leadfeeder

We recently had the opportunity to speak with Charles Becker, Senior Director of Strategic Partnerships at SalesFlow to learn about their sales as a service model, and how they generate a consistent stream of sales qualified leads for clients. Answer: We work with companies that want to accelerate sales growth. Most clients also need a consistent stream of warm sales leads. A few folks are distributed overseas that help us build lead lists.

SAL is the Glue that Binds Sales and Marketing in Lead Generation

Industrial Marketing Today

A lead is a lead, right? Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Defining qualified leads.

What Can You Do with Marketing Automation: Surprise! Its more than you think.

Act-On

Almost every marketer knows that marketing automation (MA) has been a boon for demand generation. But, while driving potential customers’ awareness and interest in a company’s products or services is certainly one essential function of MA, the story hardly ends there. Some marketers use MA solely for demand generation purposes and have not fully realized how to leverage their existing technology to extend to branding and customer marketing needs. Demand Generation.

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Demand Generation: An A-Z Guide for B2B Marketers (with Strategies & Examples)

SnapApp

So what does the movie Back to the Future have to do with demand generation? . Demand generation strategies and teen dramas both want the same thing; to help you to stand out from the crowd and be noticed for who you are and the value you provide. . What is demand generation? .

Best Practices for Marketing and Sales Alignment – Webinar Coming Up

Marketing Action

Put into practice, marketing and sales alignment is highly effective (32% gains in year-over-year sales, says Aberdeen Group research), but it’s barely utilized…only 8% of companies say their marketing and sales departments are tightly aligned.

B2B Lead Generation Blog: The halo effect and lead generation

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Where to Find B2B Sales Leads – Part 3

Great B2B Marketing

I hope you have found my two previous posts on where to find sales leads to be helpful. This week, I will share some ideas on how to fill your sales funnel with leads from events and content marketing. Online Events – Having spoken at and/or conducted many web seminars, I am a fan of this medium and have used it to generate tens of thousands of leads. An example of this is Capterra.com which helps visitors find information on software products.

Lead Generation: Have You Evolved Past Cold Calling?

Modern B2B Marketing

by Maria Pergolino Remember the days when cold calling was one of the primary ways sales reps managed lead generation ? With the new changes in B2B sales, namely Sales 2.0 practices, traditional cold calling has for the most part become a thing of the past and sales teams couldn’t be happier. Thanks to Sales 2.0 Marketing Qualifies, Sales Closes. Marketing generates and nurtures leads until they are sales-ready.

Lead generation strategy - case prescreen.io

Leadfeeder

What’s the best way to generate sales leads from online channels? And how can a SaaS company compete in a highly competitive niche against much bigger players? Andreas Altheimer, Co-founder and VP of sales & marketing at Prescreen.io E-Recruiting Software Prescreen.io is an Austrian fast growing SaaS-Company and one of the leading e-recruiting providers. Q: How do you do sales?

Is it Time to Change the Universal Definition of a Lead?

LEADership

So do we need to revisit the universal definition of a lead in the world of sales and marketing? Here’s What HAS Changed with B2B Lead Generation: Building volume at the top of the funnel is easier. What steps have you taken to unite sales and marketing?

Building a Blueprint for Sales and Marketing Success, Step 5: Pick Up the Phone!

Marketing Action

It all leads up to this. And then…once that lead is qualified…a human being picks up a telephone and makes a phone call. Develop a qualification threshold that sales and marketing agree on and can act on. Develop a sales cadence. Understanding Lead Scoring.

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

Interesting Infographics: 10 Ways to Convert More Customers Using Psychology

LEADership

Some of the examples are from a traditional B2C environment but I can see how we can apply it to our B2B lead generation strategies and tactics. For example if you offer a software product, perhaps you are offering a free trial or reach out for a conversation.

Building a Blueprint for Sales and Marketing Success, Step 6: The Blueprint

Marketing Action

Putting it all together: The Marketing Automation Lead Generation Blueprint. As people start interacting with content, they generate lead scores – demographic lead scores and digital footprint lead scores. Your “aggressive” should be your VIP leads.

Sales Lead Management: Are You a Victim of FTFU (Failure to Follow-Up)?

Great B2B Marketing

This post involves one of my pet peeves in marketing: the tendency of marketers to spend money and time to generate inquiries and then fail to follow-up (FTFU) on these inquiries. This failure can be fatal to the success of your sales lead management program. While a phone call is preferable, sometimes a quick personalized email is a good first step, even if that email is generated via auto-response.

B2B Lead Generation Blog: Two new reports on marketing and lead generation

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

The 100 Year History Lesson On Marketing Operations and MarTech

bizible

While the goal and mindset were set in places decades ago, marketers dealt with technological challenges in closing the loop between initial impression and sales. Before point of sales systems and databases, marketers used “bingo cards” (i.e. "There is a science to advertising.

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5 Critical Components of Lead Management Software

Modern B2B Marketing

by Maria Pergolino As marketing and sales teams align, both become more accountable to effectively managing leads within the pipeline. The ongoing changes in lead generation can overwhelm marketing and sales teams if it’s not organized and each team is unclear of its role.

B2B Lead Generation Blog: On B2B Demand Generation tools and Lead Generation Dashboards

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 recent exchange he had with Brian Carroll on his B2B Lead Gene.

ROMI 11

Lead Nurturing: How a social business strategy can help you move from selling to helping your prospects

B2B Lead Generation Blog

Todd said SAP uses social business as a strategy that employs social media, social software and social networks to drive a mutually useful connection between people, information and assets. Sales leads as you know them are changing.

Rant: It Doesn't Take a Genius to Spot a Goat in a Flock of Sheep

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. Or it’s the manager who doesn’t enforce sales lead follow-up, probably on his or her way out the door.

Spot 56

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

I recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. He is an evangelist, speaker, author who wrote the best-selling book – Lead Generation for the Complex Sale.

The Lead Gen Mistakes Marketers Are Making

Kapost

When it comes to lead generation, you may be unknowingly sabotaging your sales pipeline with these seven common lead generation mistakes. Without accurate and diligent lead generation reporting, marketers often don’t realize their pipeline is in trouble.

B2B Lead Generation Blog: Getting your sales channel to really follow-up on sales leads

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0