How Quickly Should I Suspend or Delete Non-Responsive Leads?

The Point

A client asks: How long should a lead be chronically non-responsive before they’re marked as “marketing suspended”? Over time, an accumulation of stale, non-responsive leads can bump you to a higher pricing tier for your CRM or marketing automation license.

7 Ways to Improve Your Lead Management Process


The importance of lead generation is ingrained in the mind of every modern marketer— the more high-quality leads you bring in, the better. But, as the buyer’s journey becomes increasingly multifaceted, it’s now clear that lead generation is just one piece of the marketing puzzle. In order to convert leads into paying customers, you must have a comprehensive lead management process in place. What is lead management? Score your leads.


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3 Lead Management Questions Sales will Ask 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.

How Good Content can Help Improve Database Health

The Point

According to business information provider ZoomInfo (see graphic below, further data here ), more than 70 percent of business cards have one or more changes during a 12-month period. Most commonly, companies looking to clean up CRM data turn to database providers like ZoomInfo, , and InsideView to append and replace outdated contact information. And whereas these services have value, no one provider has 100% coverage (meaning some contact data will go stale, regardless).

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Survey: Marketing Automation Users Score a “C” in Maturity

The Point

The survey asked marketing operations managers and other B2B marketing executives to rank their current deployment of marketing automation software in 33 separate categories relating to either key software functionality or generally accepted best practice. The survey covered topics such as email frequency, program design, reporting, landing pages, and data hygiene. More than two-thirds (68%) employ both behavioral and demographic lead scoring ( tweet this ). •

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How to Reduce Unsubscribes Using Subscription Management

The Point

A further strategy for minimizing unsubscribes is to employ subscription management, a technique in which you, as the publisher, give the wannabe unsubscriber the option to choose which types of messages he/she wants to receive (or not receive, as the case may be.) Subscription management turns the act of unsubscribing from a simple Yes/No question to one of: “Which types of communication would you like to receive from us?”

The Rise of AI Tools: Verticals to Watch, Part 5


Marketing teams are able to use AI to support classic strategies like product recommendations and predictive lead scoring. For example, AI will help marketers take their campaigns a step further using customer insights from consumer data hidden in keyword searches, social media, and other online data for smarter and more effective retargeting campaigns. This is especially valuable when it comes to providing sales teams with content and guidance about new leads.

A Positive Approach to GDPR Compliance

The Mx Group

The May 25 initial deadline is fast approaching, and marketers at companies of all sizes are scrambling to figure out how to comply with the new General Data Protection Regulation (GDPR) rules required by the European Union. Because while it may seem like this focus on data privacy is temporary or may not concern U.S. This shift toward transparency in how personal data is used will help buyers trust companies more in the long run. Engagement and qualified leads should grow.

Contact Database Performance and Scale — Your MAP’s Best Friends

The Mx Group

For maximum success using your MAP, leverage best practices surrounding data hygiene, such as: Size: The smaller, the faster. Some systems don’t allow you to remove fields, but you can remove the data in the field (archiving first, of course). The same applies for data management processes such as country / state standardization and duplicate detection. Here’s what to do and why: Consolidate your data management processes.

28 Effective Tips for Shortening Your Sales Cycle


Engagement looks different between warm and cold leads. Leads that haven’t shown explicit interest in your product — cold leads — require more research to find their challenges. Warm leads have shown interest by interacting with content or form fills.

What’s Your Reputation? Time to Get Serious About Email Deliverability

The Mx Group

Most often, these problems are caused by bad marketing practices or bad data. High bounce rates from invalid data, which can hamper deliverability. Spam traps (sending to email addresses monitored by spam watchdogs — this can lead to immediate blacklisting). Start building a positive reputation by sending out blasts that are small and manageable. GOOD DATA: Clean your lists and start with good data. Demand Gen & Lead Management marketing automation

DemandBase Creeps Up the Value Chain

Customer Experience Matrix

I’d been aware of them since they were founded in 2006 but in their original incarnation as a data provider. That is, they take business data from several including sources Hoovers, D&B , LexisNexis , AccuData , BusinessWatch Network , Jigsaw ) and merge it into one big contact list that people can use for outbound promotions or to enhance their own files. But Rodney Dangerfield on a bad day got more respect than data hygiene experts.

A Guide to Marketing Automation


Without getting too much into the nitty-gritty complexities of it, marketing automation campaigns send specific content (that you’ve programmed) to leads based on certain behaviors and data. For instance, is lead generation a priority? Prioritize Data Hygiene.

7 Ways Dirty Data is Hurting Your Bottom Line


Using dirty data to fuel your business initiatives is akin to putting the wrong type of fuel in your car. Consider these statistics ( source ): 40% of business objectives fail due to inaccurate data. Bad data costs U.S. These numbers may catch your attention— but statistics alone don’t explain how and why dirty data hurts your bottom line. Without additional context, it’s easy to see why some companies continue to neglect data hygiene.

#ChatZoomInfo: 2019 ZoomInfo Twitter Chat Schedule


Discussions will dive into topics related to sales, marketing, recruiting, business growth, and of course, data. If done successfully, B2B blogging can be enormously effective at driving organic traffic to your website, engaging potential buyers, and generating high-quality leads for your sales team. We welcome input from all recruiting professionals and hiring managers in any role. Data Hygiene. Technographic Data. Lead Management.

CRM Contact Data Quality: Impact on Sales & Marketing Results


CRM data quality is a critical variable in ensuring a strong ROI for your investment in a CRM system. Judging by this lack of out-of-the-box support, you would think that data is expected to be miraculously keyed into CRMs perfectly without the possibility of decay.

Did Somebody Ask About Data Quality?


The consultants ran through a series of standard CRM processes including lead management, dashboards, record customization by the site admin, and Outlook integration. Yet, at no point did I hear a discussion of data quality, data hygiene, contact verification, field standardization, or company and contact enrichment. So, while data quality went unremarked, it is a critical variable in ensuring strong ROI for your CRM investment. The high cost of bad data.

Delivering on the M&A Growth Promise: A CDP Can Help You Beat the Odds


The question becomes… This Is Where a Customer Data Platform (CDP) Comes In. During M&A, the task of integrating systems and connecting all the data becomes messier than ever before. . Data from one system can inform sales and marketing actions in another.

Marketing Automation and Strategy: Thought Leadership with Robert Moreau


Whether you are building a brand, managing direct marketing or driving leads for a large technology firm's sales team, you must in today's landscape understand: Analytics. In many cases the individual data, campaign and profiling capabilities of these technologies make the investment far worth it. See The 5 Keys to Lead Nurturing - #1 Customer Buying Process for more detail. Lead Nurturing. Net-new lead generation. Lead nurturing.

A Guide to Marketing Automation Implementation


For instance, is lead generation a priority? Some sample KPI’s to look at include: Cost per lead. CRM managers. Consider lead routing, personalized content creation, lead scoring, email segmentation, and more. One of the greatest benefits of marketing automation is that lead management processes become streamlined. Prioritize Data Hygiene. Learn more about data hygiene here: 4 B2B Data Management Tips to Help You Convert More Leads.

Avoid these 10 Marketing Automation Rookie Mistakes


You need to have a highly empirical, data-hungry mind to enjoy working within its parameters and to unlock its true potential. Take your company’s lead scoring strategy. If you don’t define your lead scoring strategy correctly up front, or if you don’t know how to wash your data and improve your data hygiene, it will negatively impact the leads you pass to sales or advance to nurturing campaigns. Lead Scoring.

What is CRM Automation? Definition, Marketing Best Practices with Examples

Martech Advisor

Customer Relationship Management (CRM) automation is defined as the process of automating sales and customer service functions to help teams track and manage their engagement efforts with current and prospective customers. Learn More: What Is Customer Relationship Management (CRM)?

Marketing Automation Trends for 2010


Renewed focus on data quality. 1) We’re at a point where we have lot of data about marketing performance, but it’s a big challenge to turn it into actionable information (2) we’re actively tweeting, blogging and using LinkedIn, but how can that be effectively managed, and how can it be measured? (3) Manager, Inbound Marketing, Marketo. The vast majority of leads generated on a website never have a meaningful conversation with a sales rep.

Top 47 B2B Marketing Posts - Hot Topics Ning and Facebook - July 2010

B2B Marketing Zone Posts

A Simple B2B Marketing Framework - Everything Technology Marketing , July 10, 2010 We often discuss in this blog how B2B marketing is becoming more complex, and how to manage this complexity. The Sweet Spot: We’re all ‘smarketers’ now - Follow the Lead , July 8, 2010 Sam Zales. Blog to Generate Leads - Lead Views , July 16, 2010 The importance of Corporate blogging is known to all, but few companies are able to use this medium as a lead generation tool.

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