ViewPoint

APRIL 25, 2011

Yet B2B marketers seem to be more focused on lead generation than the rest of the process. I really think it’s an impediment to the effectiveness of marketing in becoming a strategic arm of the company, rather than just a cost center. This is why so much lead wastage is going on. Is that a problem?

Lead Gen 120

Lead Gen Emarketing Lead Scoring Lead Ranking 120

markempa

OCTOBER 12, 2009

Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline.

Webinar Metrics 120

Webinar Metrics Lead Management Sales Qualified Leads Marketing Qualified Leads 120

Smashmouth Marketing

NOVEMBER 2, 2010

The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. So choose wisely. Members of SLMA and non-members are allowed to vote.

Leads360 100

Leads360 Lead Management Work Management Marketing Management 100

Zoominfo

JULY 24, 2019

Millions of companies crowd the B2B universe, vying for the same share of business. As new companies join the space, existing companies will find it increasingly difficult to generate new leads. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct.

Lead Generation 172

Lead Generation Statistics Sales Qualified Leads Allocation 172

Heinz Marketing

DECEMBER 8, 2023

1. Shifts in Sales and Marketing Roles When transitioning to a CoE, teams must rethink how they qualify and prioritize leads, manage customer outreach, and use digital tools to engage with customers. This approach helps companies reduce their overall marketing spend and boost ROI.

Lead Ranking 77

Lead Ranking Work Management Customer Satisfaction Cold Calling 77

markempa

DECEMBER 30, 2013

Through audience segmentation, building credibility, providing valuable content, taking advantage of paid LinkedIn programs, and communicating effectively, B2B marketers can utilize LinkedIn to its full potential for lead gen. Capitalizing on email for lead gen. Leads 101— Back to basics.

Lead Ranking 120

Lead Ranking B2B Marketing Lead Scoring Lead Gen 120

Avitage

AUGUST 7, 2013

Too many companies struggle to realize their demand management improvement expectations from investments in marketing automation. A failure to appreciate the required competencies for demand management success is a root cause of this phenomena. Lead Management Strategy'

Demand 120

Demand Work Management Lead Gen Lead Management 120

Avitage

AUGUST 7, 2013

Too many companies struggle to realize their demand management improvement expectations from investments in marketing automation. A failure to appreciate the required competencies for demand management success is a root cause of this phenomena.

Demand 120

Demand Work Management Microsite Landing Pages 120

markempa

JANUARY 12, 2015

It’s not about more leads; it’s about doing better with the ones you already have. In this extended post, I’ll share 15 ideas on how to make your lead management more effective. They need to keep their numbers up and not trust uncertain leads to move the needle. Here’s how.

Sales Qualified Leads 120

Sales Qualified Leads Tips Features Generation 120

markempa

JANUARY 19, 2015

Tweet For the new year, I’m sharing 15 ideas on how to make your lead management more effective. This post isn’t just about generating more leads; it’s about generating better and higher quality of leads. This post isn’t just about generating more leads; it’s about generating better and higher quality of leads.

Tips 120

Tips Sales Qualified Leads Features Lead Scoring 120

BOP Design

JULY 15, 2022

Whether you are looking to overhaul your lead generation and nurturing or just looking to ensure your these processes are optimized, there are several steps you can take to get a better look at what is working and what needs to change. In this article, we take a look at tips to freshen up or revive your B2B lead gen and nurturing process.

Lead Generation 108

Lead Generation Sales Qualified Leads Lead Scoring Lead Ranking 108

ViewPoint

APRIL 17, 2012

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. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

Lead Generation 120

Lead Generation Sales Qualified Leads Generation Leads 120

Zoominfo

OCTOBER 5, 2021

Launching a new product stirs excitement for any company, regardless of size. As mentioned, GTM strategies serve a multitude of purposes for any company goal including: New Products or Services: The aforementioned playbook an organization develops for introducing new or expanded feature sets to its existing target market.

Enterprise Management 147

Enterprise Management Ideal Customer Profiles Marketing Analytics Tools Work Management 147

markempa

JUNE 7, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Marketing Budget 120

Marketing Budget Lead Generation Work Management Lead Management 120

Crimson Marketing

AUGUST 4, 2015

B2B companies have recently had to confront an awkward truth. This is, of course, still an important part of a good sales strategy, but unfortunately, B2B companies who want to be successful cannot concentrate their efforts solely on closing deals. What is their role in the company? What size is the company?

B2B Marketing 100

B2B Marketing B2B Thought Leadership Top of Funnel Funnel Advertising 100

ViewPoint

DECEMBER 19, 2013

If I know their company. You can do lead gen on products that salespeople carry quotas on. As a speaker I once said, "The person to your left and the person to your right, doesn’t know how or doesn’t want to create qualified leads.". if there is a PO attached. You can ask for a phone number or find it most of the time.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Lead Gen High Quality Lead 120

ANNUITAS

OCTOBER 17, 2010

The Annuitas Group: As the Editor-In-Chief of Demand Gen Report you are continually speaking with marketing executives. Gaffney: I think there has been a fundamental shift—from start-ups to large companies—where marketing is now expected to have an active role in the revenue generation process. Gaffney: Absolutely.

Marketing Automation Services 100

Marketing Automation Services Demand Marketing Management Web 2.0 100

Outbrain

JANUARY 13, 2020

For B2C and B2B organizations, a working lead generation process is a must, and when done right, it can become the main driver of new business. That explains why 63% of companies consider generating traffic and leads as their most important challenge. What is the lead generation process? This is done via a “lead funnel”.

Lead Ranking 56

Lead Ranking Marketing Qualified Leads Lead Generation Sales Qualified Leads 56

markempa

OCTOBER 27, 2014

Create content geared toward lead progression, not lead capture. Invest as much in creating creative and content for lead progression as you do for lead capture. I’ve seen companies spend most of their budget getting people to raise their hands but not enough toward progression.

Conversion Rate 120

Conversion Rate Lead Scoring Lead Ranking Ideal Customer Profiles 120

Adobe Experience Cloud Blog

JUNE 15, 2009

What do you think are the biggest opportunities for companies striving to optimize sales lead generation ? For starters, and I know we've said this a thousand times before but it's still true, gaining agreement between sales AND marketing on what constitutes a quality and qualified lead. How do you judge? Is it useful?

Thought Leadership 48

Thought Leadership Sales Leads Lead Scoring Lead Ranking 48

markempa

SEPTEMBER 22, 2008

Companies that adopt closed-loop lead management processes report higher return on marketing investment (ROMI) than those that do not, making this a key investment for B2B marketers. The challenge that many organizations face is that their lead management process is a black hole.

Lead Generation 120

Lead Generation ROMI Generation Leads 120

markempa

MARCH 2, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 What are trigger events? What are trigger events?

Segmentation 120

Segmentation Lead Generation Paid Search Agency B2B Thought Leadership 120

markempa

MARCH 2, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 MB) Why do you hate unique selling propositions?

Segmentation 120

Segmentation Lead Generation Paid Search Agency B2B Thought Leadership 120

ViewPoint

DECEMBER 20, 2011

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. Outsourcing lead generation. Revenue performance management.

Blogger 120

Blogger B2B Thought Leadership Work Management Marketing Management 120

markempa

MARCH 2, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 MB) Whats the proper role of marketing? Does it work?

Segmentation 120

Segmentation Lead Generation Paid Search Agency B2B Thought Leadership 120

ViewPoint

JANUARY 9, 2014

I received a lot of positive feedback about the article and decided to ask our PointClear PowerViews Alumni (those who have been on the PowerViews show ) for their input on the most dangerous lead gen lies out there. A form completion is a lead. James Obermayer | Sales Lead Management Association.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

markempa

MARCH 2, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Im sure you will too. Im sure you will too.

Lead Generation 120

Lead Generation Segmentation Paid Search Agency Lead Scoring 120

markempa

JULY 27, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Heres a link to her free articles.

Lead Generation 120

Lead Generation Paid Search Agency Companies Generation 120

markempa

JUNE 15, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lead Generation 120

Lead Generation Webinar Metrics Generation B2B Thought Leadership 120

ViewPoint

OCTOBER 13, 2011

He has designed and built inside sales campaigns for numerous Fortune 500 companies. If I may be so bold as to paraphrase a line from MasterCard, here is what I have to say about outsourcing in general: “Building your own internal campaigns for lead gen and doing a decent job without losing focus on your core business—fair enough.

Lead Generation 120

Lead Generation Top of Funnel Generation Work Management 120

markempa

JUNE 7, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Big companies are big targets. Why so few?

Lead Generation 120

Lead Generation Paid Search Agency Companies B2B Thought Leadership 120

markempa

JUNE 26, 2008

After a talk on lead management, I spoke with several marketers from a company where one said, “We don't need to qualify our leads because our web forms do the qualifying for us. Start by creating a lead generation form that balances your need for information and potential buyers need for not being hassled.

Sales Qualified Leads 120

Sales Qualified Leads Lead Ranking Optimization Generation 120

The Point

AUGUST 8, 2011

A recent industry study on Lead Management Optimization, conducted by CSO Insights and conducted in partnership with SMEI and Marketo , sheds insight on the relative budget marketing organizations are investing in areas such as lead nurturing, social media, and lead generation.

Lead Generation 100

Lead Generation Social Media Allocation Marketing Qualified Leads 100

Unbounce

FEBRUARY 27, 2019

Many companies like Exporo quickly realize that coding AMP pages from scratch isn’t going to be as efficient as they need—and will take up developer resources they can’t spare. Using zaps, you can send leads from your built-in-Unbounce AMP pages to apps and tools like Mailchimp, Hubspot, Marketo, Campaign Monitor, and tons of others.

Landing Pages 111

Landing Pages Enterprise Management Validation Mobile Marketing 111

Rev

OCTOBER 13, 2018

I talk to people like David Lewis who brings considerable perspective to B2B martech used for demand generation and lead management. In the book, David covered five areas of demand generation and lead management: Buyer personas. Lead scoring. Lead nurturing. I say, ‘Not in the companies that can show growth.

Lead Ranking 114

Lead Ranking Account Based Marketing Lead Scoring Top of Funnel 114

markempa

FEBRUARY 23, 2006

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 In 2005, 3.5

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation B to B Paid Search Agency 120

markempa

MAY 28, 2005

FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 I wrote a post about this a whle back.

Lead Generation 120

Lead Generation Generation Paid Search Agency B2B Thought Leadership 120