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31 Tips for Improving Sales and Marketing Lead Generation Alignment

B2B Lead Generation Blog

Tweet More often than not, there seems to be a disconnect between Marketing and Sales. How does your sales team perceive the leads Marketing produces? They complain about lead quality. They complain about lead volume. The say leads, what leads?

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.

Trending Sources

Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

The Point

The point being made by the article’s author, Jill Stanek, was that Marketo’s acquisition enables that company to extend dynamic, personalized marketing conversations from their current domain (email campaigns) all the way to the Website.

What Percentage of Marketing Leads Should Be Accepted by Sales?

ViewPoint

The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. My solution to this is having a lead definition agreed upon by marketing and sales, and the establishment of a judicial branch to evaluate leads that are not accepted and passed back to marketing or dead in the funnel.

MQL 64

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. The human touch enhances lead nurturing.

Content Marketing Tips for Lead Nurturing

B2B Lead Generation Blog

Tweet I was asked by a reader to provide some examples of what lead nurturing touches may look like. Lead nurturing is something that’s fairly easy to understand, but for many, it’s become a frustrating thing consistently execute for two reasons: Lack of content. I’ve found that many marketers get stuck on not having enough good and effective lead nurturing content. My advice is to start accumulating and building your lead nurturing library now.

Marketers, Is ABM the Solution to Your Broken Sales Lead Handoff?

Engagio

The B2B lead handoff process is broken. Marketers invest a ton of time and resources to acquire leads using a variety of tactics, from data acquisition to SEO to trade shows to paid ads. Passing individual leads is ineffective. Working accounts, not leads.

MQL 16

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. But when you add sales territories and fairness into the mix, this is far from easy. Test your lead distribution approach.

Value Proposition: What motivates prospects to buy from you?

B2B Lead Generation Blog

It’s just another way we can look at trying to increase revenue and possibly generate more leads at the same time. Digital Marketing: How to craft a value proposition in 5 simple steps. Email Marketing: Writing powerful email copy boosts CTR 400%.

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?

View 99

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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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?”. Marketing automation simply takes nurturing to a whole new level.

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

B2B Lead Generation Blog

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.

20 Signup Form Optimization Techniques for More Sales Leads

PureB2B

Marketers and entrepreneurs focus much of their time and energy on growing their email list and generating leads. For any email marketer, the success of this strategy is determined by the number of subscribers and how well these subscribers are converted into actual sales. When creating signup forms, be it for your landing page, homepage, or blog posts, keep in mind that the primary purpose of this offer is to provide value to your sales prospects.

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

B2B Lead Generation Blog

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.

Q4 Does Not Mean Wait Until 2018

ViewPoint

I am already getting questions from prospects about whether they should start a sales lead generation project now or wait until after the holidays. For every 1,000 suspects you disposition (complete contact with) between now and the end of this year you should expect (on average) the following results: 40 to 50 fully qualified sales opportunities (not lightly qualified marketing leads). Sales Leads

7 Amazingly Effective Lead Nurturing Tactics

Hubspot

As companies adopt inbound marketing as a way to generate more leads, the importance of having an effective lead nurturing strategy becomes very clear. Which lead nurturing tactics work best? What do super successful marketers do differently?

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

B2B Lead Generation Blog

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. . Touch longer-term leads frequently and relevantly. .

Your sales lead just got promoted. What should you do?

Sales Intelligence View

Anytime a sales lead has an interesting moment, it’s an […]. CRM Intelligence customer intelligence Customer Success outbound prospecting prospect outreach Prospecting Relationship Management Sales 2.0

Why sales isn’t off the hook for generating referral leads

Amplifinity

Marketers get it, too, and they’re ready to help sales teams generate more referrals and follow up on the great leads. Equally important, marketing has the tools to streamline the sales process so that every single client becomes part of your team’s referral network.

Sales Alignment: Put Theory Into Practice

Marketing Action

Sales alignment” began as an interesting concept. Theory: Develop a strategy across the entire sales and marketing funnel. Firstly, make sure representatives from both marketing and sales are present. Theory: Produce content across the sales and marketing cycle.

Content Marketing: 4 stages to mapping your content strategy

B2B Lead Generation Blog

Tweet Effective content marketing starts with listening to customers to truly understand them, and then identifying the personas of your audience, according to Ninan Chacko, CEO, PR Newswire. The third step requires marketers to “map the content to the cognitive process of each persona.”.

Content Marketing: How a technology company used its employees to generate quality content [Video]

B2B Lead Generation Blog

Tweet Content marketing is one of the most effective and widely used lead generation tactics, according to the MarketingSherpa 2012 Lead Generation Benchmark Report. Developing a content marketing strategy remains a big undertaking.

Unpack Your Sales Funnel

Marketing Action

Sales has come a long way from the Glengarry Glen Ross days of high pressure and aggressive tactics. Especially in the last five years, sales and marketing roles have shifted and this impacts the way the funnel breaks down as well. Sales is hard. Sales infrastructure.

A Guide to Lead Qualification: The Basics

Sales Intelligence View

As the continuous cycle that is the sales process rolls on, sales’ need to capture more and more business grows. Sales Inquiries. This usually follows some sort of sales promotion or advertisement. Sales Leads. Marketing and Sales qualified leads.

Optimizing the Lead: A data-driven optimization process

B2B Lead Generation Blog

Tweet Last Tuesday, I had the opportunity to share the most exciting aspect of working at MECLABS – Research Partnerships that allow us to test and optimize lead generation processes. It’s thrilling for me to observe lead generation strategy transform into revenue for our Research Partners. You’ll learn how we: Improved the quality of sales-ready leads by attaining better information about prospects and where they are in the buying process.

The Lead Gen Mistakes Marketers Are Making

Kapost

When it comes to lead generation, you may be unknowingly sabotaging your sales pipeline with these seven common lead generation mistakes. Without accurate and diligent lead generation reporting, marketers often don’t realize their pipeline is in trouble.

B2B Lead Generation without Lead Nurturing is Doomed to Fail

Industrial Marketing Today

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. Source: Marketing Sherpa/ KnowledgeStorm). B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? Of the remaining 21%, 70% are discarded by sales as not being qualified. What is lead nurturing?

Marketing Leads: Quality Vs. Quantity

Marketing Insider Group

We discussed the great lead quality vs. lead quantity debate. And when quality is required, you need to be able to deliver leads that convert. The debate often goes like this: Sales wants more leads. So marketing sends more. Sales says they want better leads.

5 Ways to Immediately Boost Account Based Marketing (ABM)

B2B Lead Generation Blog

What are the five ways you can immediately improve your account based marketing (ABM) and selling? I recently did an interview on CRMRadio.today with Jim Obermayer founder of Sales Lead Management Association and Funnel Media Group. Was it re-engaging past leads?

Relevant Content Converts More Industrial Site Visitors into Sales Leads and Customers

Industrial Marketing Today

Needless to say, industrial and B2B marketers are constantly looking to improve the relevance of their content but are not always successful, as recent studies have shown. This is true no matter where the content is used – Websites, email campaigns, webinars or marketing collateral. And I have used some of these tactics to help my industrial clients make their content more relevant in engaging with their target audience and converting more of them into qualified sales leads.

Best Practices for Marketing and Sales Alignment – Webinar Coming Up

Marketing Action

Put into practice, marketing and sales alignment is highly effective (32% gains in year-over-year sales, says Aberdeen Group research), but it’s barely utilized…only 8% of companies say their marketing and sales departments are tightly aligned.

6 Tips for Writing an Effective B2B Lead Building Email

PureB2B

Believe it or not, email is still, by far, one of the most effective ways to generate sales leads. That being said, email is also one of the trickier content marketing channels to master. Best of luck with your B2B email marketing ventures!

Is Marketing Automation Right for Every Company?

The Point

For those of us who work in and around the technology every day, it can seem like marketing automation is already pervasive. Analyst David Raab reports that for companies under $5 Million in revenue, marketing automation penetration is a miserly 5 percent.

Two Things That Destroy Strategy

ANNUITAS

There are a multitude of things that can destroy a Demand Generation Strategy, but the two biggest culprits are having a short-term vision and lacking alignment with sales. Lack of Alignment with Sales.

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. Here are the top 5 questions to ask about your current lead management process: 1. How many leads do you generate each month and what is the source of those leads?

Improve Lead Generation with Help from Unhappy Customers

Modern B2B Marketing

Thomas Edison brings up a good point that even B2B marketers struggle with today. After the effort and time you put into generating sales leads and closing them, it’s only impactful to the bottom line if the customer remains a customer. by Andrew Spoeth.

Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results.

Sales Lead Generation – by Christopher Ryan

Great B2B Marketing

I talk to a lot of B2B marketers and business owners and hear about the difficulties they are experiencing in sales lead generation and management. These companies have a crying need to get sales leads in large quantities to feed their hungry sales forces. Insufficient quantity – the sales process works well and close rates are high but there aren’t enough sales leads coming into the top of the funnel.

What’s the Deal with Lead Magnets?

PureB2B

The term “Lead Magnet” has become a bit of a buzzword, especially in the last few years or so. But what exactly is a lead magnet? That’s where lead magnets come in. “Lead magnets are free content you give your website visitors in exchange for their contact information so you can build your email list.” ” When you use lead magnets, you grant them access to gated content, and in return, they fill out a signup form on your site.