The Trick to Increased Revenue: Better Sales Lead Qualification Criteria


That’s a new idea for marketers. We tend to get caught up focusing on more: More sales, more traffic, more leads. Here’s why: Doing more and more marketing work is not better. But doing more effective (and thus better) marketing tasks? They are bottom-funnel leads.”.

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? If not, you could be losing sales, and marketing ROI not know it.

Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part I

B2B Lead Generation

SiriusDecisions made a brilliant contribution to B2B marketing several years ago when they created their Demand Waterfall. It seems like everyone I talk to who works in the technology industry, which is an early adopter of marketing innovations, uses the Demand Waterfall framework.

Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part 2

B2B Lead Generation

Tweet In my post earlier this week , I outlined the challenge presented by SiriusDecisions’ Demand Waterfall taxonomy, specifically with the phrase “Marketing-Qualified Leads” (MQLs). Another problematic phrase is “sales-accepted leads.”.

There Is No Vending Machine For Marketing Qualified Leads

Digital B2B Marketing

If you talk to a publisher or lead generation firm, it would seem leads have become a commodity. Nearly every B2B publisher offers lead generation under a broader heading of demand generation. Marketer: Oh, and we have two new white papers we can use in this program.

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.

Demand Generation Strategies & Lead Management Processes First


Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute.

A 10-Point SLA for Sales and Marketing


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.

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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. While all of these are MQLs, there is a clear difference between an A1 lead and a C2 lead.

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.

The Recession is Here - Time to Become an Eco-Marketer

Anything Goes Marketing

When I say that you should become an eco-marketer, I don't mean that you should add some corny green recycle image to your website (who would do that?) It's here where I came across the term eco-marketer and I wanted to build on the excellent analysis that they have already provided.

Fixing your leaky funnel: How to maximize marketing efforts and sales time


The funnel, when properly primed, is a well-oiled machine that can pull in leads and convert them into customers in an organized and efficient manner. The funnel gives your marketing team tools to help identify when leads become qualified and ready to deliver to the sales team.

5 Fundamentals for Building a Better Sales Pipeline


Every conversation should start with the customer in mind, especially conversations about sales and marketing. Also look at competitors selling to your market to see the types of companies they are targeting and determine if those companies may also be a good fit for your org.

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How To Enable B2B Content Bingeing


Hello, fellow B2B marketing nerds! Today, I’d like to share some of the cool things the PathFactory marketing team is doing in the B2B digital marketing space. This empowers them to have more productive conversations and move leads through the funnel faster.

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SiriusDecisions Summit 2015: The Un-Death of B2B Sales


As a passionate marketer who strives to transform demand generation each and every day, I tend to think that nothing can shock me. These and other similar statistics have led marketers to believe that the importance of B2B sales reps has diminished.

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How Sales and Marketing Alignment Increased Revenue at Pitney Bowes


Sales and marketing alignment eludes many companies. She has been a pioneer of marketing operations, most recently with Pitney Bowes where she was Vice President of Global Marketing Operations and Technology. Accepting and Moving Past the Marketing-Sales Culture. The marketing-sales disconnect is often simply a matter of definitions. The word “lead” is a perfect example. To marketing, a lead is someone who shares their contact information.

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Define and Conquer: Tips to Improve Sales and Marketing Alignment

Modern Marketing

The following is the first of a two-part series on strategies to bridge the gap between sales and marketing. At its best, the relationship between sales and marketing is like a fresh romance. Sales still tells marketing it appreciates all the hard work and revenue contribution.

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The Flipside of Qualified Leads: Disqualification


For most marketers and sales representatives, lead disqualification is something that’s met with hesitation. Even if a lead doesn’t seem like it’s ready for a trip to sales, some teams fall into the trap of thinking it’s worth a shot. Spend less time on dead-end leads.

Outsourcing Lead Generation: A CMO’s Perspective


There are many factors to consider when deciding whether to do outbound lead generation in-house or to partner with a lead generation services firm. I thought it would be interesting to share the perspective of a chief marketing officer who has experience on both sides of the question.

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Beyond Financials: VC & IPO Due Diligence on Sales & Marketing Metrics


Lauren Carlson, an analyst at Marketing Automation Software Guide , recently wrote an article that looks at marketing automation vendors like Marketo and Eloqua who are considering IPOs, their recent venture capital funding, and the type of financial performance they may need to warrant shareholder valuations comparable to publicly-held SaaS companies. Could the reasons why point to similar expense paths for the marketing automation vendors looking at going public?

31 Marketers Share Their Tips for Aligning with Sales


Marketing and sales teams used to have separate responsibilities. Marketing teams were responsible for generating leads, and sales teams converted those leads into customers. But these days, the lines between marketing and sales teams’ responsibilities have blurred.

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Understand the Value of Human Interaction with Inside Sales


Congratulations on making it to the last installment of our blog series about achieving success as a modern marketer! In this series, we’ve touched on the value of marketing technology , engagement planning , data intelligence , and content attribution in your quest toward increased revenue generation, and now we’re going to wrap things up with a look at the more human element of modern marketing — inside sales. Get the whole modern marketer crash course in one document.

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. Leads.

Lead Generation • Your Ultimate Marketing FAQ Guide

Welcome to another Ultimate Marketing FAQ. 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? Demand generation changes that.

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Blog: Identifying and Overcoming Buying Group Blindness


As marketers and salespeople qualify leads, they tend to do so on an individual basis, i.e. qualifying how likely that person is to continue through the sales cycle. Let’s say a Marketing team is weighing the cost and benefit of adopting a new technology. That singular contact is communicating with the wider Marketing team (and perhaps even beyond the Marketing team) to determine whether they will purchase the new technology.

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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.

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. Marketing Automation Technology. lead scoring). 

Marketing Automation- Keep Them Coming Back For More

Modern B2B Marketing

Now imagine your marketing department as the doughnut store, where leads are the doughnuts and your sales reps are your customers. These marketers use marketing automation to “batch and blast” email campaigns but not really to qualify and nurture leads.

30 Women Shaping B2B Tech Marketing


In the world of B2B tech marketing, women are making an incredible impact around the world on brands large and small. Check out their biggest challenge as B2B tech marketers, their thoughts on the b2b tech landscape, and what they’re most proud of. Manager, Inbound Marketing.

30 Women Shaping B2B Tech Marketing


. In the world of B2B tech marketing, women are making an incredible impact around the world on brands large and small. . Check out their biggest challenge as B2B tech marketers, their thoughts on the b2b tech landscape, and what they're most proud of. .

How Training Companies Can Scale Marketing, Webinar Transcription

Lead Liaison

To watch “How Training Companies Can Scale Marketing” in its entirety, click here. We’re talking about how to scale marketing, pass qualified leads to sales, and how to progress those leads through the sales funnel to revenue. Ryan Schefke, Lead Liaison.