Remove Demand Remove Demand Generation Remove Lead Qualification Remove MQL

Are You Maximizing the Yield of All Leads that Enter Your Funnel?

InsightSquared

Whether your sales and marketing teams are crushing their numbers or they are struggling to generate sufficient pipeline, there is always a desire for more leads at the top of the proverbial funnel. One often overlooked area is getting the most out of your disqualified leads.

A 10-Point SLA for Sales and Marketing

LEADership

We have previously analyzed why sales people don’t follow up on the leads provided by marketing. But it doesn’t prove anything and these numbers don’t translate into leads!”. They don’t follow up on the leads we generate – they lose time and don’t convert.

Sales 91

How to Improve Marketing Qualified Lead Routing Results

B2B Lead Blog

In this post, I’m going to share seven tips to help you improve lead routing for more sales. Have you intentionally managed and optimized your marketing qualified lead routing and assignment process? In sum, over 25% of marketing-generated leads get assigned to the wrong person.

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. Whatever their exact name, these Sales Development Representatives (SDRs) have one exclusive focus: to review, contact and qualify marketing-generated leads and deliver them to Sales Account Execs.

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

The Point

Earlier this year, I talked to a CMO at a B2B tech company whose sales counterpart was lobbying strongly for the company to adopt Account-Based Marketing (ABM) as part of their demand generation strategy. The lead funnel is obsolete. Maybe demand generation isn’t broken.

5 Fundamentals for Building a Better Sales Pipeline

Televerde

Having the wrong types of accounts (such as those with complex regulatory or compliance demands that can strain your resources, for example) in the pipeline can negatively affect your conversion rates and demotivate your sales team. Sales hates bogus leads!

Build 52

How To Enable B2B Content Bingeing

PathFactory

This concept is supported by numerous reports that have shown that connect rates are highest when you follow up on hot leads immediately after they interact. This empowers them to have more productive conversations and move leads through the funnel faster.

SQO 56

Quality Matters – Analyzing the Effect of Quality on the Lead Handoff Process

ANNUITAS

Steve is a thought leader in the world of marketing automation and lead management and is also a prolific writer on topics related to demand generation and the current transitions within the marketing profession. By now, there’s a general acceptance among most B2B marketing practitioners that a lead should be scored to determine its level of qualification. To dig into this a bit further, it’s first worth exploring what we mean by a marketing qualified lead.

3 Steps to Improve Marketing and Sales Alignment

ANNUITAS

A solid lead management framework is key to shared understanding and accountability. Lead management frameworks define how and when leads are qualified, scored, and managed throughout the sales process. Poor application of what determines a sales-ready lead.

Sales 234

How to Lose the Lead Gate and Turn Your PDFs into Qualification Engines

SnapApp

B2B marketers have long relied on the gated PDF as a critical part of content marketing and demand generation. That means abandoning the tired model of calling an email address we got from a PDF download a sales-ready lead. Reimagine Lead Qualification.

MQL 72

Love Every Lead – 4 Ways Marketing Automation Benefits the Sales Cycle

Modern B2B Marketing

by Fergus Gloster Marketing automation solutions bring significant benefits in terms of demand generation to a wide range of companies. It’s very clear that marketers can now generate, score and nurture leads to a level that was not possible just a few years ago.

Lead Generation • Your Ultimate Marketing FAQ Guide

Ladder.io

This installment, we’re happily obliterating the world’s collective ignorance around lead generation. If you want to grow your company, you NEED lead generation. What does lead generation mean? What is lead generation in digital marketing?

FAQ 82

Forrester Report: 3 Pillars of B2B Marketing’s New Mission

6sense

According to Forrester, all of these developments add up to a lot of change: B2B marketers will have to accept a fundamentally different role in the modern enterprise, reimagine their relationship with sales and change their approach to demand generation. In the existing model of the B2B lead-to-revenue flow, marketing is responsible for everything up to and including the lead qualification process but nothing after. To wrap up 2015, Forrester Research, Inc.

A Simple 6 Step Guide to Building a Well-Oiled B2B Lead Generation Funnel

SnapApp

A lead generation funnel. . . What is a lead generation funnel? . A lead generation funnel is no different. Despite this, 68% of B2B organizations have not mapped out a lead gen funnel! . How consumer psychology impacts the lead generation process.

5 Key Marketing Takeaways from Sirius Decisions Summit 2014

Vidyard

More marketing teams are implementing sophisticated lead scoring programs, global demand generation methodologies, dynamic web content, split testing, and more. Better click through rates, more qualified leads, increased funnel velocity, and more predictable forecasting.

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. Lead Management Process-Enabled Marketing Automation. lead scoring). 

Sales Pipeline Radio, Episode 112: Q&A with Raviv Turner, CEO at CaliberMind @ravivturner

Heinz Marketing

We’re talking about Raviv sees a disconnect between Demand (buyers) & Ops (users) of data & analytics platform. Most of the reasons why marketing can’t prove value and impact are data related, yet we prefer to outsource this – lead qualification, ICP score, account scoring, lead routing are all data problems before they are marketing problems. So not just top of the funnel kind of vanity matrix used to MQL SQL what not.

CMO 50

Sales Pipeline Radio, Episode 96: Q&A with Dan Frohnen

Heinz Marketing

Focused Team-Leader skilled in consistently delivering innovation, visibility, and sales for on- and off-line marketing and demand programs. Expert in building strong organizations with a 360-marketing mix / demand generation programs including market research, social media, trade shows & events, digital, direct marketing, public relations, advertising, e-mail, analysis, CRM, marketing automation, SEO / PPC, creative brainstorming, sales / market development strategy and partnerships.

MQL 50