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Developing an Effective B2B Lead Management Strategy

LeanData

B2B marketers invest an extraordinary amount of time, energy and resources creating demand for their products and services. However, far too many fail to deliver those precious leads to the right team member for timely follow-up. Developing a Lead Management Strategy.

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Sales Lead Management: Are You a Victim of Failure to Follow-Up?

Fusion Marketing Partners

B2B Leads B2B Marketer Lead Generation Lead Management Lead Nurturing Sales Lead Generation Sales Lead ManagementI talk about the concept of stopping “revenue leakage” a lot, and one of the biggest causes of revenue leakage […].

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4 Solutions to Consider When Marketing Leads Don’t Convert

The Point

If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message. 2) lead nurturing. may not be doing enough to educate the prospect , “warm up” the lead, or drive additional engagement, or. Here are four potential solutions when leads don’t convert: 1.

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Taking Stock of Your Lead Management Process: 5 Key Questions

The Point

Key to designing an effective lead nurturing program is taking stock of your current lead management process. Note: it’s critically important that representatives from your sales organization have a seat at the table for this initial discovery process – not just management, but the people “in the trenches” who qualify, respond to, and follow up with sales leads. Here are the top 5 questions to ask about your current lead management process: 1.

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Manufacturers Need Lead Management to Close the RFQ Gap

Industrial Marketing Today

Talking to manufacturers and industrial companies on a daily basis has convinced me that when they say they need help with their lead generation, they really want more RFQ (Request For Quote) opportunities. Generating new leads, qualifying and nurturing them until they turn into a RFQ is too much work for them. For a real-life example of this lead generation disconnect, read my post, Manufacturers: Don’t Start a Lead Generation Campaign without Sales.

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Survey: Majority of B2B Marketers Struggling with Lead Management

KoMarketing Associates

Marketing and sales professionals are spending time and energy generating leads, but new research suggests that they are not always in the best position to take advantage of these new opportunities. The “State of Lead Management” survey from LeanData recently gathered information from 527 B2B marketing and sales professionals to hone in on their lead management skills. When asked about B2B marketing and sales alignment, 41.1

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Does Your Company Focus on Lead Generation or Lead Management?

NuSpark

Where Are Your Leads Going? It’s a little troubling that so many companies don’t have an optimal lead management process, and thus are losing quality sales-ready leads to their competition. Consider the following statistics: 80% of companies have not aligned sales and marketing; leads are lost through the funnel; they are not followed-up. Tags: Lead Nurturing Marketing Strategy Retention Lead nurturing marketing

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How to Use LinkedIn to Generate Leads

B2B Lead Generation

Without some of us even noticing, LinkedIn developed into a useful publishing platform and lead generation tool for marketers and sales people looking to build relationships with prospects. But if you’re looking for an easy lead source, you won’t find it here. Here are some ways to make the most of LinkedIn for lead generation: 1. Check out the B2B Lead Gen Roundtable Group on LinkedIn. Social Media content marketing lead generation Lead Nurturin

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Top 10 Lead Management Software Systems for 2020

Martech Advisor

Lead management software track, manage and nurture prospective customers. And, there are new software innovations emerging every day to help you manage your leads better. In this article, we discuss: What is lead management, and how technology can help. Questions to consider before purchasing lead management software. As a marketer, you’re always looking to capture new customers, build relationships, and drive conversions.

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Effective Lead Management Executive Summary and Recording

B2B Lead Generation

We had a great turn out for our recent B2B Lead Generation Rountable Webinar “Effective Lead Management: Learn How to Convert Marketing Leads into Sales Pipeline.” During this Webinar, I discussed steps for overcoming one of the biggest challenges organizations face today: converting leads to pipeline revenue. For most organizations, these problems stem from perception and communication issues between Marketing and Sales and a lack of process.

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Webinar on Effective Lead Management: How to Convert Marketing Leads into Sales Pipeline

B2B Lead Generation

Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline. The key is to look back at your past marketing activities to find the gold that’s been lost in the Sales and Marketing pipelines.

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Demand Generation Strategies & Lead Management Processes First

Pointclear

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. In part one , Carlos differentiates between demand generation strategies and lead management processes. Nonexistent lead management processes.

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How to Use Marketing Automation for Lead Management?

LeadSquared

Converting contacts or leads into customers is a top priority for every organization. However, companies have struggled with lead nurturing and pushing them down the sales funnel for a long time. The lack of aligned goals made it tricky to harness quality leads and sales.

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20 Must-Have Marketing Lead Generation Tools

ClearVoice

Businesses of all shapes, sizes, scope, and industries are trying to turbocharge their lead generation efforts. Generating more leads might just require a few changes to your current sales and marketing strategy, however, generating quality leads and at scale is quite another challenge.

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16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Generation

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . In this post, I’ll share 16 proven ways get better sales opportunities from your lead generation and account based marketing. Touch longer-term leads frequently and relevantly. . Educate and help with your lead nurturing. .

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How Sales Can Build Better Digital Relationships with Prospects

ANNUITAS

Our findings closely corresponded with what the market is seeing: 96% of B2B sales teams have shifted (in full or in part) to remote selling. “I We used to have 12 people acting as large account managers, with the rest focused on inside sales. Increased opportunity/lead cost efficiency.

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High-Performance Inbound Marketing Techniques for Successful Lead Generation Campaigns

Only B2B

Lead Generation Driven By Digital Marketing Online marketing strategies are used in the process of “inbound lead generation” to entice clients with useful and pertinent material. What is a Lead? Use your online blog to generate leads.

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How to Make Sure Your Lead Management Strategy is Kick Arse!

Marketo

by Maria Pergolino Every game requires strategy…and managing leads is no different. It is not enough for a company to want to increase leads. In other words, businesses need a lead management strategy that kicks arse! At its most basic level, lead management is a game with winners and losers. Mainardi argue that many leaders need to rethink the way they develop marketing strategy. How to Make Sure Your Lead Management Strategy is Kick Arse!

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Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

B2B Lead Generation

Tweet In his most recent post , Dave Green pointed out how marketers invest most of their budget on trade shows even though it ranks fourth in effectiveness. He went on to explain how to get a better return on your trade-show investment through lead scoring. Now I’m going to share nine tactics that will drive those lead scores – and your ROI – even higher: Do thorough research. Find out which attendees fit your Universal Lead Definition.

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How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

B2B Lead Generation

Tweet In the 2012 B2B Marketing Benchmark Report , 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails. Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives.

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Top Lead Generation Statistics for 2018

Zoominfo

As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. What will change, however, is this: Marketers who fail to adapt to the changing B2B landscape will fall behind. Ready to learn more about the state of B2B lead generation?

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[Infographic]10 Reasons Why You Need A Lead Management Process

Inbox Insight

When lead revenue and profit are top of the marketing agenda, the pressure’s on to deliver performance marketing that demonstrates quick-fire success and an impressive ROI.

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Lead Nurturing Basics: How to Nurture the B2B Buyer’s Journey in 5 Steps

Act-On

Wondering what is lead nurturing? Lead nurturing is the process of building relationships with your buyers at every stage of their buying process (and your sales funnel). Ready to start lead nurturing? Lead Generation Lead Management Lead Nurturing B2B marketing lead nurture nurturing programFind out how to engage your B2B buyers throughout their journey in 5 steps.

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6 Tips for Symbiotic Sales & Marketing Lead Management

Hubspot

Planning meetings and informal discussions go a long way toward repairing the rifts between sales and marketing, but both teams need to see the impact of those conversations to really establish trust. Once your sales and marketing teams speak a common language and have their goals outlined in a service-level agreement (SLA), it’s time to start applying that structure to your day-to-day sales and marketing activities. Tip # 1: Focus on Both Lead Quality and Quantity.

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Writing effective email copy from an expert in B2B marketing, lead generation and lead nurturing

Sales Lead Insights

This is the latest in our ongoing series of tips from some of the experts who provide our sales lead management consulting and training services and our marketing automation and lead-generation agency services. Meryl is a professional writer and editor who specializes in online B2B lead generation and lead nurturing. Worth considering: Professionally written lead generation and lead nurturing emails get higher open rates, and more responses.

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12 B2B Marketing/Lead Generation Assessments; Is Your Firm Optimized?

NuSpark

Sometimes it’s good to step back and assess your eMarketing and lead generation strategy and tactics. All of our initial engagements begin with a 12-step lead management assessment. After we do our assessments, we put together a detailed strategic plan designed to optimize each specific element of your marketing strategy. Conversion Tactics Marketing Strategy Tactical Services

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My Key Takeaways as a B2B Summit Clinic Coach: Top lessons from real-world marketers and actionable ideas to drive marketing success

B2B Lead Generation

Tweet I just got back from this year’s round of MarketingSherpa B2B Summits in Boston and San Francisco, where I provided one-on-one coaching to attendees, marketers from Fortune 500 organizations, leading private companies, and emerging businesses. Frankly, I don’t know who walks away more enlightened – the marketers I was coaching or me. As part of that, they must give them the time and resources to set the foundation for best-in-class lead generation efforts.

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The Rules of Lead Generation Defined – Book Review

Anything Goes Marketing

For years I’ve been helping B2B marketers execute on their marketing strategies and at times I felt like I was working from scraps of information here and there that I have learned over the years. The issue was that there really wasn’t a guide for B2B marketers. We now have one: The New Rules of Lead Generation: Proven Strategies to Maximize Marketing ROI by David T.

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10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. I’m going to share 10 levers you can use to improve your lead conversion right now: 1. The more you can humanize your lead follow-up the better. Relevance is critical lead nurturing.

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A Follow-Up Strategy for Content Syndication Leads

The Point

It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail. And once your inside sales team or lead development group concludes that a set of leads aren’t up to snuff, forget it: you’ll have a very difficult time convincing them otherwise.

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[Infographic]10 Reasons Why You Need A Lead Management Process This Christmas

Inbox Insight

So cosy up with a cup of cocoa and let’s think about what matters most this holiday season – just how effective is your lead management process? But if the right lead management process is not in place, all your best efforts could be leaking right out of your lead generation pipeline….

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The Future of Sales Lead Management – An Interview with SLMA’s James Obermayer

Marketo

by Katie Byrnes Marketo CEO, Phil Fernandez, had the chance to interview the CEO of the Sales Lead Management Association, James Obermayer at Dreamforce 2010. At SLMA, Jim Obermayer focuses on proving the return on investment of marketing activities and managing sales leads, and the value of managing those sales leads. Technologies like marketing automation are taking things to a whole new level.

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Is lead generation killing marketing?

Chris Koch

This was the gist of a very controversial assertion made by a senior marketer from a very well known B2B technology company during dinner at our ITSMA Marketing Leadership Forum (download highlights from the ITSMA Marketing Leadership Forum) when he said: “An overemphasis on leads is damaging our relationship with sales.”. How could emphasizing leads not improve the relationship? The overall success of marketing is defined by increases in those two things.

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Gmail Priority Inbox: the Death Knell for Email as Lead Generation?

The Point

It’s a simple yet brilliant idea that could have broad consequences for email marketers. If (as is likely) the concept catches on and extends in one form or another to other email clients, notably Microsoft Outlook , Priority Inbox could sound the beginning of the end for email as a lead generation tool. One, because the effectiveness of email as a tool for acquiring net new sales leads is already as bad as it’s ever been.

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Key Takeaways from IDC’s 2012 CMO Advisory Service Best Practice Series: Realizing the Vision of the 21st Century Lead Management

Marketo

by Dayna Rothman IDC recently released their 2012 CMO Advisory Service Best Practices Series: Realizing the Vision of the 21st Century Lead Management. Here are some questions that IDC sought to answer with their survey: How do leading companies staff and organize teams for effective lead management? As marketing becomes more complex and more technical, the talent pool narrows. Skills: Marketing and sales: has knowledge about both.

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Report: One-Third of Marketers Say Lead Nurturing Has No Impact

The Point

The analysts at Demand Gen Report just published their “ 2018 Lead Nurturing & Acceleration Survey Report ” and one conclusion is no surprise: many B2B companies are still really bad at lead nurturing. It’s not just that 44% of respondents said that their lead nurturing “needs improvement.” No, even more alarming is this statistic: 34% of those responding said they are not seeing a measurable difference in the performance of nurtured leads vs. non-nurtured leads. .

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Lead Nurturing – How to Develop a Solid Process for B2B Lead Management

Webbiquity

Effective lead nurturing is crucial to successful b2b marketing. Lead nurturing can help you improve your lead conversions over time. ” “ Lead nurturing will generate an increase in sale opportunities up to 20%. ” “ Lead nurturing can help you build a trusted relationship with your economic buyer.” Before starting with the execution of lead nurturing campaigns, you need to spend time planning. Day 7: Lead attends webinar.

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A B2B Marketing-Lead Generation Fable: “The Lead That Jack Sold”

NuSpark

The fable below shows a typical flow of how a b2b lead can become a sale through a solid marketing process and lead management strategy. Have a little fun… The Lead That Jack Sold. This is the lead that Jack sold. This is the CRM that gave the lead that Jack sold. This is the high lead score that … [ visit site to read more ]. Marketing Strategy Uncategorized

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B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. Lead farming?

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Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.

The Point

A prospective client asks: “We’re just getting our demand generation programs ramped up, and I’m not sure I’m ready for marketing automation. Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. Marketing automation simply takes nurturing to a whole new level.