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. Lack of lead management impacts lead conversion and ROI.

Oracle Named a Leader in Gartner Magic Quadrant for CRM Lead Management 2018

Modern Marketing

In a recent report, Gartner evaluated 14 different vendors on their ability to manage the processes associated with CRM Lead Management and Oracle is honored to be named a ‘Leader’ in Gartner’s Magic Quadrant for CRM Lead Management 2018.

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. Have you thought about the experience you want to create for your potential customer so as to optimize your lead management approach?

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. There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm.

Sales Lead Management Leads to a Lower Cost of Sales

ViewPoint

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Jake finally admitted: Sales lead follow-up will yield greater sales.

Oracle Named a Leader in Gartner Magic Quadrant for CRM Lead Management 2017

Modern Marketing

One of the most strategic technology investments made by marketing and sales teams today is a marketing automation platform that is sophisticated enough for their unique needs, but flexible enough to easily integrate with their customer relationship management (CRM) system.

Oracle Named a Leader for 5th Consecutive Year in Gartner Magic Quadrant for CRM Lead Management

Modern Marketing

Digital marketers are in a constant battle between driving leads and managing their CRM systems. Gartner’s CRM Lead Management report assesses the industry’s leading Marketing Automation platforms. What is CRM Lead Management?

Five Myths of Lead Management

ANNUITAS

Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. There is quite a bit of uncertainty on how companies should approach lead management and what it takes to achieve best practices. Lead Planning. Lead Routing.

Lead Management and Football

Anything Goes Marketing

In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. Don't allow for fumbles where leads fall through the cracks.

Lead Management: Lead Status Values

Marketing Converts

Our clients (just like all other organizations in B2B SaaS) use a lead/contact status field to trigger sales to call a contact and track and measure funnel performance. Below are the lead status values we provided. When a lead achieves this status, it is again eligible to become a MQL.

ReachLocal Provides Turn-Key Lead Management for Small Business

Customer Experience Matrix

Many small businesses do their marketing through CRM, email, and search advertising. ReachLocal’s new service, called ReachEdge, provides clients with a custom Web site, contact database, automated email streams to leads and customers, and automated alerts to company staff.

Event Lead Management: What You Need To Know Before Your Next Live Event – Webinar Transcription

Lead Liaison

Learn how to make the most out of your next live event with proper event lead management. We’re talking about planning, lead capture, and post-event nurture. Chris Kipgen, Lead Liaison. And if you don’t follow up with this leads they’re probably not gonna come back to you.

Lead Management Methods: Point of Interest, Hybrid, and Unique

Marketing Converts

That said, it’s foundational in lead management and everything from data management, measurement, and reporting, to scoring and routing leads is based on this one boring decision that no one talks about. It’s an organization’s lead management method.

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

6 Best Practices for a Lead Management Strategy

Marketing Action

One of marketing automation’s big wins is the ability to create a continuous process to manage leads at scale. Act-On’s new white paper, Best Practices for a Lead Management Strategy , outlines six steps to figuring out the best process for your organization: 1.

3 Lead Management Questions Sales will Ask Marketing

Modern Marketing

If so, the days of “the leads suck” conversation is in the past. Now you’re onto “the leads still suck, but please give us more” conversation. A healthy lead management process transcends sales and marketing, resulting in a unified view from inquiry through opportunity to revenue. Even a great lead management process will be questioned. Here are 3 questions sales teams often pose to marketing after implementing a lead management process.

6 Components of a Perpetual Demand Generation Program

ANNUITAS

Lead Management Strategy. In tandem with content that serves the buyer at every step, lead management works behind the scenes to place leads in the proper “bucket” and dictates how leads are handed off to sales. What makes Demand Generation perpetual ?

Glossary of Lead Management Terms

LeanData

Lead2Account View – Lead2Account is a view that will enable sales to see revenue more quickly by finding revenue in target accounts, accelerating new opportunities, and reducing the time to process leads, allowing sales to make better use of the data.

Glossary of Lead Management Terms

LeanData

Lead2Account View – Lead2Account is a view that will enable sales to see revenue more quickly by finding revenue in target accounts, accelerating new opportunities, and reducing the time to process leads, allowing sales to make better use of the data.

Survey Finds Majority of Business Leaders Struggling with Lead Management

LeanData

April 11, 2017 /PRNewswire/ — A survey of 527 B2B sales and marketing professionals found that a majority have serious reservations about the effectiveness of the lead routing process at their companies. Businesses invest heavily in lead generation and enrichment. SUNNYVALE, Calif.,

Survey Finds Majority of Business Leaders Struggling with Lead Management

LeanData

April 11, 2017 /PRNewswire/ — A survey of 527 B2B sales and marketing professionals found that a majority have serious reservations about the effectiveness of the lead routing process at their companies. Businesses invest heavily in lead generation and enrichment. SUNNYVALE, Calif.,

Survey Finds Majority of Business Leaders Struggling with Lead Management

LeanData

April 11, 2017 /PRNewswire/ — A survey of 527 B2B sales and marketing professionals found that a majority have serious reservations about the effectiveness of the lead routing process at their companies. Businesses invest heavily in lead generation and enrichment. SUNNYVALE, Calif.,

Demand Gen vs. CRM Paper Now Available

Customer Experience Matrix

Over the weekend I completed "Demand Generation vs. Customer Relationship Management", the third in my trio of papers explaining where demand generation systems fit into the larger world of customer management software.

CRM 156

How to align sales and marketing with a lead management process

Leadfeeder

Despite good intentions there are still many loopholes in lead management that undercut sales performance. That’s why having a solid lead management process in place can save lead generation programs from the chopping block. I was lucky enough to catch up with a few sales and marketing leaders recently from companies like LeadGenius, Socedo and Metadata, to learn more about how their teams develop a sales pipeline with lead management best practices.

Why We Hate POI, Dislike Hybrid, and Recommend “Unique” Lead Management

Marketing Converts

In my last post , I framed out the three main lead management approaches in B2B SaaS. and CRM your sales team has (Salesforce, Dynamics, Oracle Sales Cloud, GoldMine, etc.). Data management: Point of interest introduces a ton of duplicate records in a CRM and, though hybrid introduces substantially fewer, it still creates a large number of duplicates. Marketing automation platforms also write back to the CRM when there are data changes (e.g.

Why We Hate POI, Dislike Hybrid, and Recommend “Unique” Lead Management

Marketing Converts

In my last post , I framed out the three main lead management approaches in B2B SaaS. and CRM your sales team has (Salesforce, Dynamics, Oracle Sales Cloud, GoldMine, etc.). Data management: Point of interest introduces a ton of duplicate records in a CRM and, though hybrid introduces substantially fewer, it still creates a large number of duplicates. Marketing automation platforms also write back to the CRM when there are data changes (e.g.

Lead management software becoming a hot topic

B2B Lead Generation

What do you do with leads or inquires once you generate them? This basic question is overlooked by so many and yet it's the leading cause of failure in what would otherwise be effective lead generation programs. The common-sense answer to this challenge is easier said than done: Have your best people respond to them quickly and consistently in order to qualify them into sales ready leads. “Pure play” lead management.

Why Marketing Converts Hates POI, Dislikes Hybrid, and Recommends The “Unique” Lead Management Approach

Marketing Converts

In my last post , I framed out the three main lead management approaches in B2B SaaS. and CRM your sales team has (Salesforce, Dynamics, Oracle Sales Cloud, GoldMine, etc.). Data management: Point of interest introduces a ton of duplicate records in a CRM and, though hybrid introduces substantially fewer, it still creates a large number of duplicates. Marketing automation platforms also write back to the CRM when there are data changes (e.g.

Building the case for only using contacts in your CRM

Marketing Converts

You’ve read the post on the benefits of taking a contacts only approach to CRM , the one on challenges you’ll need to work through if you don’t use leads , and my last post on mechanizing a contacts-only CRM strategy. Overall value proposition of only using contacts in your CRM.

How to take a contacts-only approach to CRM

Marketing Converts

How do you actually mechanize a contacts-only approach to CRM? Ideally, it’s from the start on the first day you activate your CRM. of us, don’t have an opportunity to set up a new CRM from scratch without legacy data. Operations is to manage this conversion process (not sales).

What if CRM had not been invented?

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. Without CRM, where, oh where, would we be?

CRM 212

Survey Finds Majority of Business Leaders Struggling with Lead Management

LeanData

April 11, 2017 /PRNewswire/ — A survey of 527 B2B sales and marketing professionals found that a majority have serious reservations about the effectiveness of the lead routing process at their companies. More than 57 percent of respondents to The State of Lead Management expressed doubts that their lead workflow is allowing them to create an ideal experience for customers. Businesses invest heavily in lead generation and enrichment. SUNNYVALE, Calif.,

Don’t Use Leads (Only Use Contacts) in Your CRM

Marketing Converts

Rather this post is all about the “sexy” world of B2B contact management in CRM systems and how the majority of B2B organizations still use a leads object in CRM. Each lead is unconnected to other leads and they’re not associated to accounts.

Five Ways CRM + Marketing Automation = Sales

Marketing Action

When CRM and marketing automation are integrated, sales gets a seat at the table to view the strategic customer information that can make all the difference when the sales rep is trying to close a sale. Drive lead management. CRM Marketing Automation marketing automation

CRM 104

Tips for crushing your Q4 quota – Part 4

Conversica

But that can be hard to do with CRM. Especially if you’re a manager and you’re trying to get a hold or a grasp on where all these different deals are at. One of the big problems is that salespeople just can’t take the time to work is the CRM.

CRM, MAS, and ABM – The Tech Stack Trifecta

DemandBase

B2B sales and marketing organizations vary in size, structure, funding, and objectives – but the one thing which ties them all together is a deep investment in their CRM and marketing automation systems. For sales, the gravitational pull of the CRM is strong – it’s the system of record for sales activity, individual performance, and sales revenue. Sales reps are never more than one click away from their CRM.

Challenges in Not Using Leads in Your CRM: Data and Process

Marketing Converts

Last week I professed my love for only using contacts and accounts in CRM (and my disdain for using leads). Here are the challenges in standardizing on contacts and accounts (and kicking the use of leads to the curb). Data Management Lead Management

CRM 56

Leads, Contacts, Accounts, and Prospects – Making Sense of It All When Using CRM and Marketing automation

Lead Liaison

Let’s talk about CRM objects for a minute. If you look at most major CRMs like Microsoft Dynamics or Salesforce.com , you’ll notice a few different objects: Leads, Contacts, and Accounts. But then look at marketing automation like Lead Liaison and you’ll see one object: Prospects.

CRM 83

Digital maturity — ideal state

Biznology

This requires a change management program that clearly communicates what the changes are, why changes are necessary, when they are happening, and that everyone in the company — from the CEO to the interns — is responsible for executing a successful transformation.

Lead Liaison’s OneFocus™ CRM Goes Live to Early Adopters

Lead Liaison

Allen, TX – The energy is palpable at the offices of Lead Liaison this week, as they release OneFocus™ CRM with several of their current Lead Management Automation (LMA)™ clients. In recent weeks, the marketing and sales software provider has slowly pulled back the curtains to unveil their most exciting project yet: a free CRM. Starting this week, Lead Liaison is officially provisioning OneFocus™ CRM with clients interested in being an early adopter.

CRM 56

Why Microsoft Dynamics CRM and Marketing Automation Integration Matters

Lead Liaison

Why Does Microsoft Dynamics CRM and Marketing Automation Integration Matter? In this article we’ll discuss why Microsoft Dynamics CRM and marketing automation integration matter to businesses with a sales and marketing team. I’ve always been a proponent of CRM systems.

CRM 76

6 Tips for Symbiotic Sales & Marketing Lead Management

Hubspot

To make sure that application goes off without a hitch, let's discuss six tips for managing the lead generation and hand-off process so that both teams can meet their SLA goals. Tip # 1: Focus on Both Lead Quality and Quantity. Tip #2: Nurture Leads That Aren't Sales-Ready.

Challenges in Not Using Leads in Your CRM: Data and Process

Marketing Converts

Last week I professed my love for only using contacts and accounts in CRM (and my disdain for using leads). Here are the challenges in standardizing on contacts and accounts (and kicking the use of leads to the curb). Process – Challenges in Not Using Leads Findability.

CRM 52