ViewPoint

SEPTEMBER 10, 2013

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. This is used, he said, as a method to create qualified or sales-ready leads (as well as other marketing strategies or tactics). Is this good or bad?

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

ViewPoint

FEBRUARY 23, 2018

More and more marketers understand that agile, which started in the IT development realm, has good application in marketing in general, and in lead management specifically. Do you report on stats such as touches per conversation, touches per lead, best conversion touches? It was designed for lead management.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

The Point

NOVEMBER 22, 2016

If nurturing is instead relegated to a “clean up” role – i.e. making the most of those leads rejected by sales, its value will be a fraction of what’s possible. In a nutshell, the process is: lead comes in, SDR contacts leads, if no response, he/she moves that lead to the nurture program.

Lead Nurturing 100

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 100

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 Now look like heroes.

Marketing Budget 120

Marketing Budget Lead Generation Work Management Lead Management 120

ANNUITAS

AUGUST 30, 2011

To have a successful marketing automation implementation start with this question and this question alone: “What does our lead management process look like and how can we automate it?” If you don’t have a solid lead management process in place than a marketing automation platform (MAP) will only automate a broken process.

Marketing Automation Services 100

Marketing Automation Services Marketing Automation Buy Automation 100

ViewPoint

AUGUST 22, 2011

Jay Hidalgo is the President of The Annuitas Group, a firm that specializes in helping B2B companies develop a process-based approach to lead management. To learn more about The Annuitas Group and their proprietary methodology, the Lead Management Framework™ , go to [link]. What's the point of that?

Marketing Automation Services 120

Marketing Automation Services Marketing Automation Buy Automation 120

ViewPoint

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Watch what happens when he receives a stack of leads from marketing: he rifles through them seeking the ideal prospect. Not a senior executive? Budget undefined?

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ViewPoint

JANUARY 9, 2014

If a great conversion rate is 30% of leads to sales qualified leads than 7 out of 10 failed to pass through. If a six-sigma consultant looked at that type of waste, they would freak out. Actually I take that back, it’s not okay if you pass those 10 leads to quota-carrying sales reps. The truth is, it''s okay.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

ViewPoint

MARCH 22, 2018

I spend a lot of time on the phone talking to prospects about the value of informed conversation; the value of an automated cadence with built-in analytics capabilities; and the value of agile lead management processes that let marketing apply learnings to do an even better job of providing the leads sales needs. Mike Weinberg.

Lead Scoring 189

Lead Scoring Lead Ranking Work Management Paid Search Agency 189

markempa

JUNE 23, 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! Resellers dont want cookie cutter sales lead programs. They want to co-create lead generation programs that are highly customized.

Advertising Mediums 120

Advertising Mediums Consulting Lead Generation B2B Marketing 120

TrustRadius Marketing

OCTOBER 1, 2018

The first 7 are personal and consulting blogs, followed by 7 software companies with blogs dedicated to the B2B space. B2B Personal and Consulting Blogs. B2B Lead Blog. B2B Lead Blog is all about- you guessed it- leads. This lead blog covers the most recent sales and marketing research and trends.

Paid Content 69

Paid Content Marketing Automation Services Work Management B2B Thought Leadership 69

The Point

MARCH 22, 2019

Lead scoring – as a fundamental part of a company’s lead management strategy – has officially fallen out of fashion. An effective, accurate, trusted lead scoring model is a vital cog in a company’s overall lead management process. I would argue: no.

Lead Ranking 113

Lead Ranking Lead Scoring Sales Qualified Leads Account Based Marketing 113

ViewPoint

JUNE 30, 2015

Today's blog was submitted by James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting. In summary, we have to say we agree with George Carlin who said, “The status quo sucks.”. James is a regular guest blogger with ViewPoint.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

ANNUITAS

AUGUST 23, 2011

Lead Planning. Lead Routing. Lead Nurturing. Lead Qualification (this includes the scoring). We once had a meeting with a VP of marketing to discuss their lead management issue. The consultative, objective “third party” can create efficiency in the change management process.

Lead Scoring 100

Lead Scoring Lead Ranking Work Management Lead Qualification 100

NuSpark Consulting

OCTOBER 15, 2011

When people ask me what I do, I usually give them my standard 15-second commercial; generate quality inbound leads and shorten sales cycles via lead generation, lead nurturing, and content marketing. A demand generation plan is a process; a lead qualification system is a process; developing a content strategy is a process.

Marketing Automation Services 100

Marketing Automation Services Lead Generation Process Lead Ranking 100

NuSpark Consulting

OCTOBER 15, 2011

When people ask me what I do, I usually give them my standard 15-second commercial; generate quality inbound leads and shorten sales cycles via lead generation, lead nurturing, and content marketing. A demand generation plan is a process; a lead qualification system is a process; developing a content strategy is a process.

Marketing Automation Services 100

Marketing Automation Services Lead Generation Process Lead Ranking 100

Hubspot

MAY 28, 2012

Then work backwards to assign point values to specific actions or demographic factors based on the lead’s probability to become a customer. Consultation = 50 points. Using a lead-scoring framework will help marketers avoid sending those ‘crappy’ leads on to the sales team. Webinar attendance = 25 points.

Work Management 28

Work Management Marketing Management Lead Management Lead Scoring 28

markempa

NOVEMBER 1, 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! In this month’s issue of Target Marketing , I wrote the cover article on " What’s a Lead? Read Target Marketing: What’s a Lead?

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing Leads 120

markempa

JUNE 28, 2007

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! Some of the leads are “hot” and ready to buy while others are long-term and need nurturing.

Online Lead Generation 120

Online Lead Generation Lead Generation Work Management Marketing Management 120

markempa

NOVEMBER 7, 2007

In 1999, we acquired one of our clients with which we had developed awfully good synergies, iNETech, an IT consulting Services Company specializing in software application development and I gained two great business partners, Pat Lorch and Brandon Stamschror. The new name of the firm, of course, was InTouch.

Marketing Automation Services 120

Marketing Automation Services Paid Search Agency Companies Work Management 120

markempa

AUGUST 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! Early-stage leads - those who are not ready to speak to a sales person yet – can be developed further with an effective lead nurturing program.

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 120

markempa

JUNE 29, 2007

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!

Lead Generation 120

Lead Generation Work Management Generation Telemarketing 120

TrustRadius Marketing

OCTOBER 1, 2018

The first 7 are personal and consulting blogs, followed by 7 software companies with blogs dedicated to the B2B space. B2B Personal and Consulting Blogs. B2B Lead Blog. B2B Lead Blog is all about- you guessed it- leads. This lead blog covers the most recent sales and marketing research and trends.

Paid Content 40

Paid Content Marketing Automation Services Work Management B2B Thought Leadership 40

ANNUITAS

DECEMBER 7, 2011

There is more to B2B Marketing Than Lead Nurturing . Lead nurturing is getting quite a bit of attention from multiple vendors. Many vendors and consultants are developing “quick hit” programs focused on helping organizations develop and launch lead nurturing campaigns. A defined lead routing process.

Work Management 100

Work Management Marketing Automation Services Marketing Management Sales Qualified Leads 100

ViewPoint

JUNE 15, 2017

In all, there were about 40 inside people in two departments working on the qualification and nurture process. A consultant once taught me that any good trait taken to an extreme can become a negative. When I reported on the log jam, I thought the sales manager was going to have a heart attack on the spot.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

markempa

OCTOBER 31, 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

Lead Generation 120

Lead Generation Lead Scoring Lead Ranking Generation 120

markempa

OCTOBER 17, 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

Lead Generation 120

Lead Generation CRM Work Management Lead Scoring 120

Adobe Experience Cloud Blog

APRIL 3, 2011

You can load the top end with dozens of prospects, but if you haven’t defined your ideal lead, you’ll lose them faster than you gain them. Create your specific lead definition by: Consulting with sales to understand what they consider sales-worthy leads. Realizing better leads are worth more than many leads.

Top of Funnel 48

Top of Funnel Optimization Marketing Automation Services Marketing Management 48

markempa

MARCH 6, 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! Well meaning marketers can ruin their lead generation results by rushing an unqualified list of tradeshow attendees to their sales team.

Lead Generation 120

Lead Generation Conference B2B Sales Sales Qualified Leads 120

markempa

AUGUST 7, 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! EDT, Brian Carroll will be hosting a webinar on critical but often overlooked factors for successful lead generation.

Ideal Customer Profiles 120

Ideal Customer Profiles Lead Generation Webinar Metrics Generation 120

markempa

APRIL 18, 2007

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! Without a skilled and knowledgeable driver behind the wheel, you may never get out of first gear no matter how great the car is.

Demand Generation Agencies 120

Demand Generation Agencies Lead Generation Marketing Automation Services Demand Generation 120

markempa

JUNE 8, 2007

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! Get your copy of The New Rules of Marketing & PR on Amazon.

PR 120

PR Rules Lead Generation B2B Thought Leadership 120

markempa

SEPTEMBER 4, 2007

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! B-to-B Marketing; How to Measure & Manage Leads and more. I hope you can make it.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

markempa

MAY 8, 2007

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! Their write up is quite glowing (aw-shucks) and its fun to be recognized. And, Im even getting a cool t-shirt to boot. Thanks TypePad !

Lead Generation 120

Lead Generation Features Generation B2B Thought Leadership 120

markempa

AUGUST 30, 2007

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! Download your copy FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

Lead Generation 120

Lead Generation Generation B2B Thought Leadership Leads 120

markempa

AUGUST 16, 2007

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! FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

Webcast 120

Webcast Lead Generation Sales Qualified Leads Work Management 120

markempa

AUGUST 14, 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! FREE lead generation consultation from InTouch Just Tell Us How To Contact You First and Last Name Company Email Telephone Ext.

Lead Generation 120

Lead Generation B2B Thought Leadership Generation Leads 120