Remove Demand Remove Demand Generation Remove Lead Qualification Remove MQL

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


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


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.

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My Secret Methods for Turning Marketing Leads into Qualified Sales Leads


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.

Marketing Funnel vs. Sales Funnel: A Complete Guide

Ledger Bennett

Channels: Facebook Lead Gen Form, LinkedIn Sponsored Post (lead gen form), LinkedIn InMail, paid search, any type of CTA retargeting. How to Qualify a lead in the Marketing Funnel. First Stage – What is an MQL?: An MQL is a marketing qualified lead.

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 The lead funnel is obsolete.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.

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.

How To Enable B2B Content Bingeing


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.

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5 Fundamentals for Building a Better Sales Pipeline


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!

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


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.

5 Ways Predictive Lead Scoring Aligns Your Sales And Marketing Teams

Ignite Tech

Learn how to connect the dots between sales and marketing by implementing a predictive lead scoring model that produces qualified leads. Normally, marketing produces leads and hands them off to sales, which then handles the rest of the journey.

3 Steps to Improve Marketing and Sales Alignment


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.

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


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.

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


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

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?

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


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.

5 Key Marketing Takeaways from Sirius Decisions Summit 2014


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.

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


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.

Apples and Oranges


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.

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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.

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