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Introduction to Lead Management

B2B Lead Generation Blog

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. Lack of lead management impacts lead conversion and ROI.

Lead Management: 4 principles to follow

B2B Lead Generation Blog

Tweet I’m at MarketingSherpa Lead Gen Summit 2013 in San Francisco on day one, live blogging the Lead Management Workshop that features a dive into larger topics including lead capture, lead qualification and lead nurture.

Five Myths of Lead Management

ANNUITAS

Lead management continues to be a hot topic in the world of B2B marketing as we turn the corner and head into the second half of 2010. As a leader in lead management process development, our firm has seen a lot of confusion in the market about what constitutes lead management. There is quite a bit of uncertainty on how companies should approach lead management and what it takes to achieve best practices. Lead Planning. Lead Routing.

Oracle Named a Leader for 5th Consecutive Year in Gartner Magic Quadrant for CRM Lead Management

Modern Marketing

Digital marketers are in a constant battle between driving leads and managing their CRM systems. Gartner’s CRM Lead Management report assesses the industry’s leading Marketing Automation platforms. What is CRM Lead Management?

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

ViewPoint

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?

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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:

ViewPoint

Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score?

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3 Lead Management Questions Sales will Ask Marketing

Modern 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.

Spring Clean B2B Lead Generation in 5 Easy Steps

LEADership

You already know the essentials of spring cleaning your B2B lead generation : cleanse your leads database. refine your lead generation strategy to do more of what’s working and stop what’s not working. focus on priming hot leads to make them sales-ready.

Universal Lead Definition: Why 61% of B2B marketers are wasting resources and how they can stop

B2B Lead Generation Blog

Tweet Confession: I wish I could flash this across every marketer’s computer screen the moment it powered up: A universal lead definition (ULD) clarifies what a lead is to everyone in your organization. Are these truly leads? Leads not being nurtured.

Personalize B2B Lead Generation—3 Ideas from the Holiday Season

LEADership

Below are 3 simple but effective ideas on how you can personalize B2B lead generation to make it as exciting and rewarding as holiday gift-giving: Match customer personas and profiles to your offering. Focus on driving leads further down the funnel.

When Lead Scoring Will Fail

Anything Goes Marketing

Having worked with B2B marketers for many years, it's typically a no-brainer when someone asks me "should we implement lead scoring?". Lead scoring, which is the process of automating the qualification of leads that you generate, is a key stepping stone to get marketers to the next level. data management lead management lead qualification

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

B2B Lead Generation Blog

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.

Status quo, you know, is Latin for 'the mess we're in.'

ViewPoint

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. 75% of the qualification questions will be the same. Lead Generation Lead Qualificatio

How to Use LinkedIn to Generate and Qualify B2B Leads

Modern B2B Marketing

As a result, B2B marketers sometimes overlook the professional social media site’s ability to support lead generation and qualification. Give insights into prospective opening opportunities and qualification needs.

Lead Gen: A proposed replacement for BANT

B2B Lead Generation Blog

Tweet According to the MarketingSherpa 2012 Lead Generation Benchmark Report , 24% of marketers ask a timeline-to-purchase question on their lead capture forms. Q: Please select the most important fields that you need to collect from your leads on the lead generation form.

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

B2B Lead Generation Blog

Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. I recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead.

Landing Page Optimization: Why Lower Conversion Rates Are Never a Good Thing

The Point

Where Daniel lost me completely, however, is in his opening paragraph: “Friction on your lead generation landing pages is bad, because it reduces conversions. How could generating fewer conversions be good? Secondly, shorter forms don’t necessarily generate lower-quality leads.

Lead Management: 7 Steps to the Process that Creates Revenue

Marketing Action

He’s spent over 20 years in the trenches, working hand-in-glove with with enterprise, midmarket, and smaller companies to develop and build buyer research, demand generation, database development, and lead management programs. Lead management is one of those things.

Learn How to Maximize Lead Generation

Reachforce

And if you’re extra lucky, she agrees to an interview drawn from her new book “Maximizing Lead Generation.”. What are the biggest challenges for marketer to generate the number of leads they need currently? What are the best performing lead sources currently? (eg

Do You Expect Your Inside Sales Team to Practice Alchemy?

B2B Lead Generation Blog

They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients.

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.

Nurture Content Failure

ANNUITAS

In the recent ANNUITAS B2B Enterprise Demand Generation Study , only 20.9% In selecting the content that you will use to try and engage your prospects so that they become “qualified leads” you go to the well of content you have already created and select the jewels in the crown.

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Generation Blog

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. Focus on increasing relevance with your lead nurturing.

Optimizing Lead Distribution for Higher Conversion

B2B Lead Generation Blog

Tweet The management of sales leads is critical to generating marketing ROI. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. I was recently asked by someone how to utilize lead distribution to gain the best results. So do you invest your hard-won leads on your top performers, or do you try to help your weaker salespeople? Test your lead distribution approach.

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.

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A Structured Approach to Demand Generation Analytics

ANNUITAS

Demand generation leaders know it’s not true, though. So what is the key to better demand generation analytics? We must take a different approach — a structured approach — to demand generation analytics. Successful demand generation analytics must bridge the two.

Lead Generation Lies That are Wreaking Havoc with Your Sales

ViewPoint

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads. A form completion is a lead. Leads suck. James Obermayer | Sales Lead Management Association.

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.

Successful Sales and Marketing Alignment, Part 5: The Lead Handoff Process

Act-On

Part three outlined the steps to designing a successful lead process. Part four described what defines a qualified lead. Now we’ll talk about the lead handoff to sales, and take a look at the reporting and feedback loops you should put into place. Once a qualified lead has been identified, the next step is to create a lead handoff process where marketing hands the qualified lead to sales so that sales can follow up on it. Sales-accepted leads.

B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales

B2B Lead Generation Blog

Tweet Many marketers use a model for lead qualification based on these four key characteristics: B = Budget. Let’s start by creating a common language for lead qualification that makes more sense than BANT. Their critiques of marketing leads are much more fundamental. Yet far too often, marketers send every lead to Sales and very few of those leads ever convert. Yet, we have all seen timeline questions and budget questions on lead forms.

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How much should you pay for a sales lead?

Biznology

When planning a B2B lead generation program, you need to deliver leads to your sales team at an affordable price. A neat way to determine in advance how much you can spend on a lead is to calculate the Allowable Cost per Lead for your campaign.

6 Tips for Symbiotic Sales & Marketing Lead Management

Hubspot

To make sure that application goes off without a hitch, let's discuss six tips for managing the lead generation and hand-off process so that both teams can meet their SLA goals. Tip # 1: Focus on Both Lead Quality and Quantity. 3) Engage Leads Through Multiple Channels.

B2B Lead Generation – How Much Information Should You Capture?

Great B2B Marketing

I just read an interesting article at Web Ink Now, titled New B2B Lead Generation Calculus. But you get zero traditional “leads” Scott has a point and at Fusion Marketing Partners, we often deal with this issue. If you ask a sales VP or CEO what they want out of marketing, they will say something like: “lots of high quality leads.” And one of the attributes of a high quality lead is full information about the prospect. Lead nurturing capabilities.

Lead Nurturing & the 80/20 Rule

The Point

The lead nurturing program they implemented included 40+ (yes, forty) separate and distinct tracks of emails, tailored to different audience segments, product interests, and stages in the lead lifecycle.

B2B Lead Generation Blog: Webcast: Closed-Loop Lead Generation & Management

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

Lousy B2B Lead Generation Habits to Avoid

Great B2B Marketing

Here are five habits to avoid in B2B lead generation. When it comes to lead generation, I prefer to have the latter on my team simply because they generate more leads, faster. In a B2B company, the end game is most likely revenue generation. If you are aligned with the sales department and have agreement on the necessary amount and quality of leads, you will be much more likely to be seen as a valuable partner instead of a hindrance to success.

Lead Management and Football

Anything Goes Marketing

In one of my meetings these past few weeks I was thinking of an analogy where I could break down the lead management process into much simpler terms so everyone could understand their roles - this is where football comes in. Don't allow for fumbles where leads fall through the cracks.