Trending Sources

What’s a “Marketing-Qualified Lead”?

Marketing Action

It’s an essential question: What is a “marketing-qualified lead,” and how exactly does marketing make that determination? Only 23% of sales professionals say marketers consistently deliver sales-ready leads. A qualified lead must be a demographic fit.

Introduction to Lead Management

B2B Lead Generation Blog

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.

A 10-Point SLA for Sales and Marketing

LEADership

In the case of Sales vs. Marketing, the ‘disconnect’ or dysfunctional system has worsened in many organizations. We have previously analyzed why sales people don’t follow up on the leads provided by marketing. Marketing feels: “Sales is always dropping the ball.

MQL 20

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. Put simply, SDRs pass the baton from marketing to sales. Faster lead response times = better conversion rates.

10 Myths About Lead Quality: Busted

Hubspot

Your leads are the driver of your business. To grow and to gain customers you need to have quality leads that are actively engaged in your organization’s offerings—leads that are a fit for organizations strategy. Myth 1: Any lead is a Good Lead. Lead Conversion

How to Score Your Leads So Sales Works the Hottest Prospects

Hubspot

The good news about inbound marketing is that it can help you attract high volumes of leads. The challenge then becomes, how do you separate the good, quality leads from the people who are just starting to look around? Decide if Your Business Needs Lead Scoring.

What Do You Need for Successful Nurturing?

ANNUITAS

Lead nurturing is a hot topic right now. It seems that most of my recent conversations with prospects, customers and others in the B2B marketing industry are centered on lead nurturing. The discussions usually revolve around issues such as how to nurture, the value of nurturing and what kind of content should be used in lead nurturing campaigns. I once worked with a company who wanted to develop a series of lead nurturing campaigns.

Apples and Oranges

ANNUITAS

It feels like every month a new marketing automation vendor hits the scene making grandiose promises ranging from immediate ROI increases to more effective marketing to the delivery of lead management.    While some of these “promises” can be achieved over time, it’s a fallacy to think that the purchase of technology will solve or eliminate all of our lead management issues. Marketing Automation Technology. lead scoring). 

Lead Generation Check list – Part 5: Treat your marketing database as a valued asset

B2B Lead Generation Blog

This is the fifth installment in an eight-part series, the ‘Lead Generation Checklist.’ The goal of this series is to provide a checklist that will help organizations optimize their lead generation process. Treat your marketing marketing database as a valued asset. For this reason, I believe many readers will be tempted to skip reading but I cannot overstate the importance of your marketing database asset. What has happened with each of our leads?