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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. Telemarketing Outbound (qualification and lead generation). Telemarketing Sales. Sales Operations.

What’s This About Sales First? How Sales & Marketing Can Align To Better the Customer Experience

Sales Intelligence View

And without specific headcount to maintain a consistent customer experience, sales and marketing departments are expected to bridge the gap. Big surprise — if sales and marketing groups are not taking steps toward alignment, customer experience suffers. […]. Conferences Customer Success Marketing Sales Strategy Sales-Marketing Alignment lead management Marketing Automation Marketing Campaigns Sales And Marketing sales quotes

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Getting Started with Video for Lead Generation

Modern B2B Marketing

Author: Margot Mazur Lead generation is a huge part of a well rounded B2B marketing strategy. Done right, it can be an important and valuable lead generation tool, building trust with your audience and expanding your marketing strategy. . Contact your sales team?

Fast Lead Response Keeps B2B Leads from Going Stale

Great B2B Marketing

Last month, I spoke about lead metrics and ROI at the B2B Leads Conference in New York. Several smart speakers brought up the issue of why the time to respond to inbound leads is a key success metric. of B2B leads are never called.

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Lead Generation Lies That are Wreaking Havoc with Your Sales

ViewPoint

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads. A form completion is a lead. Their fear that you’ll turn on the hard sale based on that form is one reason they lie. Leads suck.

Sales and Marketing: Alignment vs. Integration

Marketing Action

Part 1: The Challenges to Marketing and Sales Teams. Rachel Rosin of Act-On Software recently moderated a webinar conversation between Bill Golder, principal and CEO of Slingshot Growth Partners, and Jay Hidalgo, renowned sales, marketing and business coach. The sales team.

How to Spark a Romance Between Sales and Marketing

Modern Marketing

The same heartbreak often occurs among sales and marketing teams. This Valentine’s Day we have a few tips and tricks to help your sales and marketing departments to fall in love. For sales and marketing this often means agreeing exactly on what qualifies as a “lead.”. Lead scoring can help bring them together on lead follow up. Sending over hot leads to sales and seeing success on those marketing-generated leads makes everyone happy.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

ViewPoint

Nurturing is one of the most effective, yet underutilized, activities in the sales and marketing process. Telemarketing jumped into the system when a large recession devastated their business model of lead generation, and appointment setting was not enough to keep them going. It’s 2015.

Global Software Provider Mikogo Uses Marketing Automation to Drive Results

Marketing Action

Rapid growth, lots of leads, and a busy sales team. It is, but it can become a problem when you don’t have the right information to qualify leads and reach out to each one in a targeted, relevant way. Too Many Leads, Not Enough Time. Results that Lead to Revenue.

What’s the killer app in B2B marketing? Face-to-face events

Biznology

But, year after year, events like conferences and trade shows consistently show up at the top of the list. Events are also at the top of the heap based on lead generation effectiveness. These are not sales conversations.

Sales and Marketing Alignment vs. Integration, Part 3: Accountability

Marketing Action

Rachel Rosin of Act-On Software recently moderated a webinar conversation between Bill Golder, principal and CEO of Slingshot Growth Partners, and Jay Hidalgo, renowned sales, marketing and business coach. I know with alignment, the concept helps create clear roles within sales and marketing.

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

In Defense of the Funnel

ANNUITAS

The last 12-18 months have proved to be a rough time for the proverbial “sales funnel”. At the 2011, DemandCon conference, Forrester analyst Jeff Ernst declared in his keynote that “the funnel is dead.” However organizations must be careful to not throw the baby out with the bath water, as there is still an internal operational component to managing leads and sales that cannot become overly burdensome or complex. Lead Management Process Lead Planning

Sales-Marketing Alignment is a Win-Win

Sales Intelligence View

InsideView is proud to have sponsored an event that was jam-packed with executive “Aha Moments,” as well as solid ideas for approaching sales-marketing alignment and succeeding at revenue marketing. (If Conferences Marketing

7 Creative Ways to Generate More B2B Leads

PureB2B

Many businesses spend a great deal of time and resources on lead generation. This is completely understandable since, without a consistent influx of new leads, a business simply can’t grow. So marketers go out and invest in proven tactics that drive prospects towards your brand’s sales funnel: Email Marketing – It’s got the best ROI in the business. After all, here at PureB2B , we’re all about the pillars of lead generation. Creative Ideas for Lead Generation.

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Top Tips For Driving Marketing And Sales Alignment

B2B Marketing Insider

Tons of recent reports, the latest coverage of major industry conferences, threads on Twitter and also my own site analytics point to the same issue as the biggest challenge for marketers: Marketing and Sales alignment. 80% of the Marketing content created for Sales never gets used.

2012 Resolutions for the B2B Marketer

ANNUITAS

In most of these cases, I’ve never spoken with the sales rep. If this is still the marketing and sales approach for your organization, you should resolve to stop it in 2012. In 2012, instead of accosting your buyers with product literature and “sales pitches”, commit to understanding them so you can develop a content plan that engages them. I have had many CMOs and senior marketing/sales people tell me “we know it’s broken but changing it would be too hard.”

Lead Liaison Leaks a Glimpse of First-Ever, Fully Integrated Lead Capture App

Lead Liaison

Allen, TX – Lead Liaison, an innovative marketing and sales solution provider, is elevating the scope of B2B mobile software with a first ever, fully integrated lead capture app, conveniently named GoCapture!™. Although it is not available for public consumption yet, the Lead Liaison has released a few specifics that have the technology world buzzing. Information is limited, but according to Lead Liaison’s engineers, GoCapture!™ About Lead Liaison.

Should Marketers Be the Stewards of the Customer Relationships? Gleanster Research Results

Marketing Action

Managing, understanding, and optimizing every experience your customers have with your brand is important – and it’s also problematic. And it’s likely there are different teams making and managing those customer connections. 42% indicated it as technology that automates the sales force.

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.

Over 25 FREE Must-Have Marketing Books, Magazines, Courses, Tools and Conferences

Modern B2B Marketing

Sales Lead Management Association. OMMA Global – free conference held by OMMA each year in San Francisco. Plus lots of virtual conferences (just look for these wherever you get your latest marketing news or on our Events page).

Secrets of Lead Generation Superstars

Modern B2B Marketing

by Carol Fox Why are a few B2B marketing people so effective at producing high quality leads, while a majority seem to just dither around conference tables trying to figure out their next move? The million-plus dollar question is, what separates successful lead generators from the rest?

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#GEEKVERGENCE 101: Converge Your ‘Peeps Strategy’ with a Data Strategy that Delivers Accuracy

Sales Intelligence View

Tradeshows and conferences rank in the top two lead generation sources for B2B companies (source: InsideSales ). And believe it or not, nearly 70% of conference attendees are showing their faces to shop and learn about products and services (source: CEIR ).

Five Big Ideas Shared at the TOPO Summit

LeanData

SAN FRANCISCO — The TOPO Summit was billed as a no-nonsense conference for sales and marketing pros who wanted to learn how to do their jobs better. He cited a survey where 93 percent of sales and marketing leaders said it was extremely important. You know, sales reps.

B2B Lead Generation Blog: On building targeted lists for B2B Lead Generation Programs

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 A study by John Coe and the Sales & Marketing Institute showed, “70.8%

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Salespeople Must Accelerate Response or Fail

ViewPoint

I read and reread Andy Paul’s book Zero-Time Selling , and gave it to my sales reps. We discussed the 20 chapters in sales meetings each week, with a different representative taking 2-3 chapters and highlighting what he or she had learned. We expected everyone in the sales team to chip in. In the book, Andy discussed 10 essential steps to accelerate every company’s sales. I couldn’t keep quiet and watch this sale slip away.

An Email to Bob in Sales: Thanks for aligning with us in Marketing

NuSpark

You’re busy training all those sales guys and going to conferences. I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives. Your definitions of quality leads differed from ours. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads. So we’re sending you those that are closer to being sales accepted than before.

17 Marketing Action Items in 140 Characters or Less

Modern Marketing

by Jesse Noyes | Tweet this Today’s guest post comes courtesy of Marilyn Cox , Manager of Marketing Operations and Information Engineering at Cincom Systems. Marilyn is an Eloqua client and attended the 2011 Eloqua Experience conference last week. How do you cram three days worth of content heavy conference information into digestible and communicable action items? Elotweet #6: Evaluate conversion rates throughout lead stage funnel.

The 10 most fascinating people in B2B Marketing in 2015

Biznology

Jim Obermayer, founder of the Sales Lead Management Association. I’ve known Jim for years as a consultant and author specializing in lead management—a generally under-appreciated subject that Jim uniquely understood to be a critical success factor in business selling.

Sales 2.0 Conference - Interview with David Thompson of Genius.com

Smashmouth Marketing

With he upcoming Sales 2.0 conference in Chicago September 10th, it's time again to provide a few pre-show interviews. David Thompson, CEO of Genius.com was one of the early leaders of the Sales 2.0 movement and recently co-authored Sales 2.0 In the Sales 2.0

An Email to Bob in Sales: Thanks for aligning with us in Marketing

NuSpark

You’re busy training all those sales guys and going to conferences. I’ve been speaking to some of the folks in sales recently, and they seem to be in better spirits lately since we implemented our new initiatives. Your definitions of quality leads differed from ours. We weren’t on the same page when it came to target marketing and reaching your desired sales-ready leads. So we’re sending you those that are closer to being sales accepted than before.

4 Signs You Should Call Your Marketing Automation Partner

Modern Marketing

Success Leads to Questions. Your progress is impressive, the solution is delivering, the Sales team is using the information collected, and they want more. You and your boss went to the recent user conference and were wowed by the vendor’s solution roadmap.

5 Strategies that Fuel the Sales and Marketing Machine

Modern B2B Marketing

It was the beginning of the year, a Marketo event to celebrate 2010′s sales success. When we sat down for the dinner and the more formal part of the evening, our SVP of Sales, Bill Binch, got up to say a few words. I don’t work in sales.

Five New Year’s Resolutions for the B2B Marketer

ANNUITAS

Organizations who want to improve the return on their marketing and sales investments need to first identify their ideal buyer profile. This is more than just time to sale. It will improve the engagement and alignment with your buyer, leading to improved revenue attainment through marketing. Resolution 2: Involve Sales. I recently spoke at a conference attended mostly by B2B marketers. They need to view sales as their customer.

Sales 2.0 Conference - Interview with David Thompson of Genius.com

Smashmouth Marketing

With he upcoming Sales 2.0 conference in Chicago September 10th, it's time again to provide a few pre-show interviews. David Thompson, CEO of Genius.com was one of the early leaders of the Sales 2.0 movement and recently co-authored Sales 2.0 In the Sales 2.0

The New Alliance Between Sales and Marketing – SiriusDecisions 2011 Recap

ANNUITAS

The theme for this year’s event was “B-to-B Sales and Marketing – Forging a New Alliance”. What follow are five common threads that I picked up throughout the conference. They underscore just how you forge a new alliance between marketing and sales. Since founding The Annuitas Group in 2005, we have been speaking about the importance of lead management process , and how it affects alignment and revenue improvement. Change Management Takes Time.

5 Ways to Increase Your Email Conversion Rates: Key Takeaways from the Marketo Jumpstart Tour

Sales Intelligence View

The tour was a huge success with great attendance, emphasizing the high level of interest revolving around Marketing Automation and learning about best practices in email marketing, lead management, social marketing and even budgeting. Conferences Product Showcase Sales 2.0

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Lead Generation tips for Tradeshows Conferences

B2B Lead Generation Blog

Tradeshows and events are still being used consistently by B2B marketers for lead generation. With that in mind, Roger Lewis has some useful tips on how to improve your lead management strategy with from tradeshows. Lewis emphasizes how vital lead capture is to the lead management process. I believe a key aspect is developing a process that emphasizes lead quality over lead quantity.

Pardot User Conference Proves They’re a Top Marketing Automation Vendor

LeadSloth

The past two days I attended the Pardot User Conference , and also presented a session on Lead Nurturing. Learnings From The Conference. The conference had a nice balance of sessions. The sessions were about lead management, lead nurturing, content marketing, social media and Pardot product sessions. One of the most interesting things Pardot does for their own lead management is to give a 60 second look to each and every lead that is sent to sales.

B2B Lead Generation Blog: Generating Real Sales Leads from Tradeshow/Conferences

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 My experience is that trade shows yield little in the way of quality leads.