B2B lead qualification and scoring

Sales Lead Insights

This is one reason that, on average, only 25% of new leads are sales ready. So you need a way to determine which leads are ready for Sales, and which need to be nurtured. Lead scoring seems to be on everybody’s mind. The growth of the Internet has changed B2B buyer activity.

The 5 Frameworks of Lead Qualification

Valasys

The process of filtering through these opportunities in order to find the best ones is called lead qualification. Qualified Lead. Generation of high-quality leads is considered the biggest challenge by 61% of B2B marketers. Lead Qualification Frameworks.

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Lead Qualification & Lead Nurturing: Who's Job Is It?

ViewPoint

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Who should process leads?

A List of B2B Lead Qualification Criteria by Category

Sales Lead Insights

I was thinking about all the lead qualification criteria I’ve seen used in B2B lead generation programs and started listing them by category. What criteria do you use to determine that leads are qualified as being ready for sales follow up?

Lead Qualification & Lead Nurturing: Whose Job Is It?

ViewPoint

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Who should process leads?

3 Key Reasons Not to Give Up on Lead Scoring

The Point

Lead scoring – as a fundamental part of a company’s lead management strategy – has officially fallen out of fashion. Two reasons I can think of: One is that lead scoring is routinely set up as part of an initial implementation of a marketing automation platform.

B2B Lead Generation Blog: Lead qualification and scoring for better leads

B2B Lead Generation

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 Are you currently sending your sales team qualified leads or merely inquiries?

Status quo, you know, is Latin for 'the mess we're in.'

ViewPoint

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. 75% of the qualification questions will be the same. Get an agreement on a qualified lead.

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

ViewPoint

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?

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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

ViewPoint

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?

View 242

The top 10 tricks for sales lead generation

Biznology

Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads.

Is Lead Flow to the Reps Too Slow or Gridlocked?

ViewPoint

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.

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The Myth About Sales Pipeline

ANNUITAS

I was speaking with a company this week that was saying their close rates on qualified leads was less than 30%. Pretty anemic if the leads are indeed qualified (we will not explore this on this post as this is not the overall point).

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18 Common Features of a Best-in-Class Lead Nurture Program

The Point

It wasn’t that long ago, when marketing automation first burst on the scene, that the height of lead nurture sophistication was the simple, automated sending of multiple, sequential emails. How does your current lead nurturing.

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. The post Which Comes First: Lead Nurturing or Inside Sales?

B2B Lead Generation Blog: Marketing to Small-Medium Businesses Via IT Consultants & Resellers

B2B Lead Generation

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 Resellers dont want cookie cutter sales lead programs.

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5 Reasons Your Sales Reps Aren’t Getting Enough Qualified Leads

The Point

Though the marketing team was doing a great job generating raw inquiries at the top of the funnel, the sales reps weren’t receiving the number of “sales ready” leads they needed to hit their pipeline targets. The lead funnel is obsolete.

Lead Generation: 2 tips to transform your content marketing

B2B Lead Generation

Tweet Content marketing can be an effective tactic for lead generation as customers look to your brand as an authority in the marketplace delivering relevant information that is useful to their needs. We decided that we could use content to start qualifying these leads,” Shelby explained.

B2B Lead Generation Blog: Will Writing a Business Book Generate Sales Leads?

B2B Lead Generation

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 " So does writing a book help you lead generation?

B2B Lead Generation Blog: MarketingSherpas 10 Best Blogs for 2005: B2B Lead generation blog wins honorable mention again!

B2B Lead Generation

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 B2B Lead Generation Blog once again receives honorable mention.

B2B Lead Generation Blog: Blogging & RSS Events

B2B Lead Generation

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

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Should Marketing Be Compensated On Revenue?

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. Qualified leads. Closed leads. Revenue just from sales leads generated by marketing. This is used, he said, as a method to create qualified or sales-ready leads (as well as other marketing strategies or tactics).

How to Build a B2B Marketing Team

Webbiquity

In Lemkin’s model, a B2B company would need four to eight people (depending on much work is outsourced to marketing consultants , freelancer, or agencies) at the 100 employee mark, or roughly the $15-$25 million revenue range.

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Dear CEO: Find out how well your team is nurturing its B2B sales leads

ViewPoint

Standard B2B lead-generation programs produce an average 5% lead rate while advanced lead-generation programs (which include lead nurturing) produce an average 15% lead rate—three times higher. When you and your team are focused exclusively on “lead” outcomes, immediate costs are misleading and long-term costs increase dramatically. That is why you frequently hear sales say: “the leads suck.”. In it I state: “How much should a lead cost?

Today’s B2B Marketer Must BAT, not BANT

B2B Marketing Traction

What is marketing’s role before it hands off a lead to sales? These are things that marketing needed to identify before they could qualify a lead. New Incite provides marketing consulting and services to help you succeed in attracting and qualifying prospects.

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IQL, MQL, SQL: What does it all mean?

Valasys

79% marketing leads never convert to sales. Picture this: Your marketing team generates vast quantities of leads while operating under a set of ambiguous and vague lead qualification procedures. Thus, keeping the quality of their generated leads a mystery.

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Walking the B2B Tightrope

ANNUITAS

Every B2B marketer walks a lead qualification tightrope, and to fall to either side imperils the reputation and success of their entire department. On one side lies the Void of Over-Qualification, where marketing sets interest thresholds too high and leads never qualify.

Parallels: Social Manufacturing & Outsourcing Manufacturing Lead Generation

ViewPoint

The comment made me think about our outsourced B2B lead generation services and the way we have successfully partnered with manufacturing, technology and start-up companies to cover their markets, develop their prospects and deliver highly qualified sales opportunities to their field sales teams.

Demand Generation Strategies & Lead Management Processes First

ViewPoint

Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute.

How Account-Based Marketing Changes the Business Developer’s Role

Modern Marketing

While inbound marketing can attract leads, it casts a wide net across the market. You may need to throw many leads away because they’re not qualified. Adding predictive analytics to your lead qualification process can substantially improve your results.

B2B Lead Generation Blog: Target Marketing: What’s a Lead?

B2B Lead Generation

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 Many marketers believe generating more sales leads is the key to hitting revenue targets.

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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. Leads suck. If a six-sigma consultant looked at that type of waste, they would freak out.

The 5 Top Media for Cold Prospecting

ViewPoint

Ruth Stevens is Founder of eMarketing Strategy , a consulting practice that assists companies in building their customer acquisition and retention strategies. Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers.

Why You Need A Single Source Of Truth For Marketing Data

bizible

While revenue is the most important outcome that marketers must attribute, the same concept applies to top-of-the-funnel measures like lead creation and middle-of-the-funnel measures like lead qualification and opportunity conversion. What's the definition of a lead?

Increase Conversion Rates Via Content Alignment

ANNUITAS

A big challenge we often see in enterprise B2B demand generation programs is the tendency to rely on lead volume as a benchmark for success. The purpose of a demand generation program is to drive revenue, not leads, and the only way to truly measure success is revenue in the form of contribution to pipeline and sales. Lead volume is certainly important, but useless as a measure of success unless it is weighed against the revenue it drives.

How to Choose the Right Predictive Analytics Tool for Account-Based Marketing

NuSpark

More successful lead qualification. With lead scoring based on having as much information about prospects as possible, fleshing out gaps in a customer profile delivers a level of enrichment and accuracy that can be useful determining the prospects’ position in the sales funnel.

Power Opinions - BANT is BUNK … Revisited

ViewPoint

I have written articles and blogs against BANT (as a lead qualifying criterion) for years. I think you will enjoy their comments: Jill Konrath (author, consultant). Think: lead nurturing. The quality of leads passed across from marketing will continue to be questionable as long as marketing is allowed to qualify … in most cases marketing does not have the appropriate skills to weight the value of leads.

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