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Introduction to Lead Management

B2B Lead Generation

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI. 79% have not established lead scoring. Lead management defined.

How Training Companies Can Scale Marketing, Webinar Transcription

Lead Liaison

To watch “How Training Companies Can Scale Marketing” in its entirety, click here. We’re talking about how to scale marketing, pass qualified leads to sales, and how to progress those leads through the sales funnel to revenue. Ryan Schefke, Lead Liaison. Lead Liaison and Administrate have partnered to bring you this exclusive webinar. Administrate is a Lead Liaison customer in addition to being partner. Distributing leads.


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The Real Cost of Duplicates in Your CRM/Marketing Automation Platform


The other day I was talking to yet another marketing operations manager who has “a duplicate problem*” and “just needs a one-time dedupe job.” (“*Duplicates”—multiple records for the same person and/or company in CRM/Marketing Automation platforms.) A lot of marketing managers only become aware of the fact that they have a duplicate problem when they exceed the database limit listed in their marketing automation contract. The Real Cost of Duplicates.

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What Are You Trying to Achieve With a Content Marketing Platform?


If you’re in the early stages of evaluating a content marketing platform, it’s probably easy to articulate such things as the features that you feel you need, or the painful situations that keep popping up in and amongst your team. The first week of that job was an intense sales training and I was introduced to the exercise of doing a needs analysis with prospects. What are the outcomes you’re trying to achieve by implementing a content marketing platform?

Top Sales KPIs for Your B2B Sales Reps


Unclear sales goals are costly. Our teams have different activities that lead up to [revenue number delivery],” says Steve Bryerton, vice president of sales at ZoomInfo. “I Closing the largest deals sometimes isn’t enough; consider costs that influence prospecting and retention.

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Building A Better Sales Technology Stack

Ignite Tech

A sales technology stack is a set of software tools designed to increase the sales team’s effectiveness, efficiency, and productivity. Training solutions can ramp new sales reps and deliver critical insights at the fingertips of the sales team. So Just What Is A Sales Tech Stack?

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How to do lead management that improves conversion

B2B Lead Generation

In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, B2B lead conversion to actual revenue conversion is low. According to Forrester, top performers convert 1.54% of leads to revenue. And average performers turn less than 0.75% of leads into closed deals. Source: Forrester US and Europe B2B Marketing Tactics and Benchmarks Online Survey. Where lead management often falls short.

Hey Marketing: An Inquiry Is Not A Lead

Marketing Insider Group

I had lunch with two leaders in the marketing technology and software startup space last week. We were discussing some of the biggest challenges marketers are facing today. We all agreed that a common understanding of the difference between an inquiry and a lead continues to be one of the biggest mistakes marketing makes. And this drives a deeper wedge in the goal of marketing and sales alignment. And marketing needs to partner closely with sales.

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What Is Marketing Automation? Definition, Types, Objectives, Best Practices With Examples

Martech Advisor

Marketing automation is defined as the process of using tools and technology to automate repetitive marketing tasks, track and measure campaign performance, improve productivity, and drive efficiency by minimizing manual actions.” What Is Marketing Automation?

B2B Marketing Automation: Crawl, Walk, Run, Win

Sales Lead Insights

B2B marketing automation, if done right, is an efficient and cost-effective tactic for engaging your prospects and helping them move forward in their buying process; ultimately generating more of the qualified, sales-ready leads that your salespeople and channel partners need to meet your company’s sales, revenue and growth goals. Putting marketing automation to work doesn’t have to be an overwhelming effort. Step 3: Capture Data More Efficiently.

Why You Should Be Investing In MQLs Given The Current Pandemic?

Unbound B2B

It is also true, that the resounding message that recessions carry for all marketers is to, “market now, and market aggressively”, or, as one publication puts it “When times are good you should advertise, when times are bad you MUST advertise” (As seen in Odesign ). Lead scoring.

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How the Right Marketing Tools Can Help You Thrive in an Uncertain Economy

Full Circle Insights

The economic downturn caused by COVID-19 prompted many companies to cut marketing budgets. B2B marketers have redirected budget dollars previously earmarked for in-person events to digital ads instead, driving a 22% increase in spending on digital channels. Designing a Lead Lifecycle.

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Giving Back to Celebrate National Nonprofit Day

Full Circle Insights

The company not only donates hundreds of millions directly, it offers programs like the Philanthropy Cloud , which aims to connect businesses and employees to nonprofit organizations at scale, and provides up to 10 free licenses to nonprofits so they can operate more efficiently.

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Women’s Equality Day: 4 Ways to Develop Women’s Leadership Skills

Full Circle Insights

Digital Source Tracker Cost Dashboard Overview. Full Circle Method for Digital Marketing Overview. Optimizing Marketing Outcomes Over Time. Optimize Your Marketing Mix in Salesforce. Top 10 Reports Your CMO Wants from Digital Marketing. Designing a Lead Lifecycle.

Revenue Performance Management: An interview with Jon Miller, VP Marketing and Co-founder of Marketo

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to B2B lead generation, marketing and new business development professionals. Jon Miller is VP marketing and co-founder of Marketo , one of the marketing automation solutions supported by AcquireB2B , our B2B agency specializing in driving more leads and sales with B2B marketing automation. What's your take on the current state of Marketing and Sales?

How to Avoid the Digital Transformation Trap

Full Circle Insights

B2B companies that shifted lead gen from customer-facing activities and events to digital channels are now starting to think about how they can add in-person meetings and gatherings back into the mix. Marketers will need to reconcile those two forces in the coming months.

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Full Circle Insights Builds Strong Momentum in First Half of 2021

Full Circle Insights

In February 2021 , Digital Source Tracker was a Bronze Stevie® Winner in the “Marketing Solutions – New” category, gaining additional recognition for Digital Source Tracker, which helps bridge the disconnect between digital B2B marketing sources and CRM systems.

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Get Clarity on Your Customer’s Journey

Full Circle Insights

The chart is quite rich, especially if you have an prospect who is very actively engaging in your marketing. Enjoy this new Full Circle view of your marketing data. Digital Source Tracker Cost Dashboard Overview. Full Circle Method for Digital Marketing Overview.

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Three Ways to Prepare Your Marketing Team for the Next Global Disruption

Full Circle Insights

In addition to the pandemic’s enormous cost in both lives and health, the measures enacted to slow the spread of the virus upended business operations across industries. But there’s one valuable lesson marketing leaders can take away from 2020: always be prepared for the unexpected.

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Digital Source Tracker from Full Circle Insights Wins Product of the Year

Full Circle Insights

SAN MATEO, Calif —July 26, 2021 —Today, the Business Intelligence Group named the Digital Source Tracker from Full Circle Insights Product of the Year in the 2021 Sales and Marketing Technology Awards program, also known as The Sammys. Digital Source Tracker Cost Dashboard Overview.

Why Marketing Is Here to Stay

Full Circle Insights

As we move further into the second year of the coronavirus pandemic, the economic repercussions have sparked rumors of a fundamental reset in business roles, including the role marketing plays in driving business. Is Marketing Really in Decline? Marketing is here to stay.

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Diversity, equity and inclusion (DEI): less talk, more action.

Full Circle Insights

Digital Source Tracker Cost Dashboard Overview. Full Circle Method for Digital Marketing Overview. Optimizing Marketing Outcomes Over Time. Optimize Your Marketing Mix in Salesforce. Top 10 Reports Your CMO Wants from Digital Marketing. Designing a Lead Lifecycle.

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We’re All Re-planning our B2B Marketing Budgets Now

Full Circle Insights

With no future current participation, we’re seeing a lot of restructuring and planning going on in B2B marketing organizations, where marketing teams are thinking about ways to allocate more of their budget to reinvestments in digital marketing. Build vs Buy Marketing Analytics.

CMOs and CIOs: Stronger Together in the Digital Age

Full Circle Insights

Marketing departments and other business units routinely make decisions about purchasing cloud solutions and other technology without IT’s input. There are approximately 8,000 martech solutions on the market, and marketing department technology stacks are growing.

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Full Circle University SEO Series: Defining Digital Marketing Metrics

Full Circle Insights

Defining Digital Marketing Metrics. B2B marketers: are you doing more digital campaigns lately? If so, you’ve got company: many businesses have shifted spend from in-person events like lunch-and-learn gatherings to digital marketing campaigns due to lingering public health concerns.

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Customer Spotlight: How Integrate Uses Full Circle to Maximize Agility

Full Circle Insights

The share of marketers who report adopting an agile marketing approach has been growing , as we find that the pandemic accelerated implementation of agile techniques – with their budget-friendly and shorter project timelines. How Marketing Performance Measurement Drives Agility.

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5 Do’s and Don’ts to Address Zoom Anxiety and Fatigue

Full Circle Insights

Digital Source Tracker Cost Dashboard Overview. Full Circle Method for Digital Marketing Overview. Optimizing Marketing Outcomes Over Time. Optimize Your Marketing Mix in Salesforce. Top 10 Reports Your CMO Wants from Digital Marketing. Designing a Lead Lifecycle.

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Why a Single Source of Truth Is a Huge Deal

Full Circle Insights

A Single Source of Truth for Marketing and Sales. Whatever the industry, marketing and sales departments that don’t share a single source of data truth tend to be misaligned because they aren’t operating from the same set of facts. Digital Source Tracker Cost Dashboard Overview.

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What Moms Really Want for Mother’s Day: Equal Pay

Full Circle Insights

Digital Source Tracker Cost Dashboard Overview. Full Circle Method for Digital Marketing Overview. Optimizing Marketing Outcomes Over Time. Optimize Your Marketing Mix in Salesforce. Top 10 Reports Your CMO Wants from Digital Marketing. Designing a Lead Lifecycle.

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Getting Buy-In for Agile Marketing

Full Circle Insights

Agile marketing is having a moment. According to a recent AgileSherpas survey, more than half of all marketers report that they use at least some agile methodologies, with more than a third reporting that the pandemic accelerated their move to agile marketing.

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41 Execs Discuss Key B2B Marketing Metrics to Watch in 2018


Demonstrating the value of any marketing campaign is challenging. In fact, 43% of companies list it as the biggest marketing challenge: . . This is amplified in the B2B marketing arena where longer sales cycles and multiple touchpoints across a range of different channels make KPI selection and attribution much more complex. . According to a 2017 study , the marketing technology landscape grew 40% last year to a total of 5,381 different solutions. Cost/SQL.

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Full Circle University SEO Series: Campaign Attribution for Digital Marketing

Full Circle Insights

If you’re a B2B marketer, you probably relied, at least in part, on in-person events to generate leads before the pandemic. Budget efficiency is more important than ever during uncertain times. Campaign attribution for digital marketing can do just that.

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Architectural Choices: Connecting Clicks to Sales in a Digital Environment

Full Circle Insights

Today, unconnected datasets are more likely to be described as “data silos,” but the essential problem is still the same: how to connect information to get a comprehensive view of a process, whether it be goods moving through a global supply chain or a digital customer journey that leads to a sale.

Full Circle Insights Rolls Out “Full Circle Enterprise” Product Bundle

Full Circle Insights

maker of comprehensive sales and marketing performance measurement solutions, today rolled out a new product bundle: Full Circle Enterprise, which combines the company’s popular Response Management with Funnel Metrics, Campaign Attribution and Digital Source Tracker products.

Digital Transformation: When CMOs and CIOs Team Up, Everyone Wins

Full Circle Insights

Many marketing departments have taken a budget hit, but spending on martech products remains strong: Nearly 70% intend to increase martech spending in the next 12 months. CMOs use the infrastructure to generate customer profiles and execute marketing campaigns.

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Good to Great: 3 Traits that Make a Great Marketing Leader

Full Circle Insights

This is a challenging time for marketing departments everywhere. The pandemic brought in-person events to a screeching halt, which was especially jarring for B2B teams that rely on tradeshows and conferences to generate leads. There were marketing budget cuts at many companies.

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End-of-Year Marketing Predictions: How to Plan for Success

Full Circle Insights

But here are a few predictions for how 2021 will unfold in the marketing space: Virtual events are here to stay. And not just because budgets are tighter, though cost is a factor. Out of necessity, marketers got better at producing virtual events. . Designing a Lead Lifecycle.

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