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 Management

Introduction to Lead Management

B2B Lead Generation

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.

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How to do lead management that improves conversion

B2B Lead Generation

In this post, I’m going to focus on how to do lead management that increases sales conversion. Here’s why: First, B2B lead conversion to actual revenue conversion is low. According to Forrester, top performers convert 1.54% of leads to revenue. And average performers turn less than 0.75% of leads into closed deals. Have you thought about the experience you want to create for your potential customer so as to optimize your lead management approach?

Embarking on a sales lead generation project: What could go wrong?

ViewPoint

a prospect asked me, following our discussion about PointClear’s lead generation, qualification and nurturing services. We had just finished talking about the importance of marketing and sales coming together to mutually define a lead prior to starting a lead generation program. And we’d gone into some depth as to how our associates are all seasoned, degreed and sales trained. And to drive the leads needed to meet revenue goals.).

How to Blow $100,000 on a Lead Generation Campaign

ViewPoint

He was willing to provide the sales team one of six choices: 200,000 targeted contacts (name and title) in the right vertical (no email addresses). 81 highly qualified sales opportunities with the right contact who has a need backed by some form of compelling event. What is a Lead?

Vote for Kimmy Netterville, an inspired sales lead management leader

ViewPoint

PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs.

7 Lead Management Strategy Best Practices

Only B2B

One of the biggest advantages of lead management strategy and marketing automation is the ability to create a process that continuously manages leads at a bigger scale. It is a thumb rule of any given activity and it is the same for lead management as well.

Lead Management: 4 principles to follow

B2B Lead Generation

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. Key principles of lead management.

10 Lead Generation Best Practices and Examples

Only B2B

As a marketer, you should always focus on the lead generation best practices because the expectations of customers keep on changing and you need to anyhow fulfil their demand and generate a lead for your business. Must Read: 7 Lead Management Strategy Best Practices.

10 Lead Generation Best Practices and Examples

Only B2B

As a marketer you should always focus on the lead generation best practices because the expectations of customers keep on changing and you need to anyhow fulfil their demand and generate a lead for your business. Must Read: 7 Lead Management Strategy Best Practices.

6 Things Good Lead Generation Vendors Do Right (That You May Be Doing Wrong)

ViewPoint

There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine. Failure to execute and coordinate all of the moving parts leads to poor results. Lead Generation Lead Nurturing

The Top People in Sales Lead Management in 2009: Friday, November 13th is Your Last Chance to Vote!

Sales Lead Insights

Don’t miss this opportunity to vote for your top five candidates to be among the fifty most influential people in sales lead management in 2009. Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 13th. Tags: Sales lead generation Sales lead management sales lead management

Why does everyone suck at lead management?

Modern B2B

The paths of marketing and sales have always been entwined, no matter how much either side may deny it. generate leads), and the goal of sales is to take that interest and turn it into a purchase (i.e. convert leads).

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.

Lead Generation Check list – Part 7: Effective lead management

B2B Lead Generation

Today I’d like to discuss the aspects of an effective lead management process. The role of effective lead management is to watch and direct the conversion of sales leads into customers, and to track milestones and touch points.

Advanced B2B Sales Lead Management Strategies: A Webinar for CMOs on What is Really Working Today

Sales Lead Insights

Mark your calendar to attend this webinar about advanced sales lead management strategies for B2B CMOs. Advanced B2B Sales Lead Management Strategies: A front line report for CMO’s on what’s really working today. Tags: B2B Lead Generation B2B sales leads Sales lead management

Increasing B2B Lead Management ROI: 4 Key Performance Indicators

Sales Lead Insights

Although the findings are not news to me or my clients, a recent research study about increasing B2B sales lead management ROI is worth mentioning. The Forrester research study and white paper about sales lead management , commissioned by Silverpop , reports that when it comes to increasing the ROI from B2B sales lead management, there are four key performance indicators (KPIs) that pay off in more qualified leads and sales.

Demand Generation and Lead Management Explained

The Effective Marketer

Last week Carlos Hidalgo , CEO of the Annuitas Group , shared on the Software Advice blog a nice video explaining two basic concepts that are often used interchangeably by vendors and even analysts in the Marketing Automation space but should in fact be treated as separate concepts: Demand Generation and Lead Management. Demand Generation vs. Lead Management. According to Carlos, Demand Generation has two goals: Filling the funnel.

Improve Sales Lead Generation via Marketing Analytics Part 1: Four Steps

ViewPoint

When it comes to improving sales lead generation results, using marketing technology without analytics expertise and business acumen results in a numbers glut devoid of action items. They also optimize sales lead quality, lead rates, lead velocity and resource productivity.

Advanced B2B Sales Lead Management Strategies: A Webinar for CMOs on What is Really Working Today

Sales Lead Insights

Mark your calendar to attend this webinar about advanced sales lead management strategies for B2B CMOs. Advanced B2B Sales Lead Management Strategies: A front line report for CMO’s on what’s really working today. Tags: B2B Lead Generation B2B sales leads Sales lead management

Top Lead Generation Statistics for 2018

Zoominfo

As new companies join the space, existing companies will find it increasingly difficult to generate new leads. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. B2B Lead Generation Statistics: Successful Tactics.

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. Over the last 12 months, marketing and sales dialogue increasingly has focused on how marketers can better engage with the more empowered B2B buyer and what they need to do in order to leverage the B2B buyer relationship. In addition to the confusion, we’ve also witnessed the emergence of many falsehoods about lead management.

Looking to enhance sales lead performance? Put process before technology.

ViewPoint

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. So start by engineering your processes to focus on lead quality not quantity. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation. That is, by not using a cost-per-lead metric.)

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.

Why Timing is Critical in Lead Generation

PureB2B

Think about it—if you don’t respond to queries from your leads and follow-up immediately, you’re just giving your buyer time to explore other options and other companies. According to a Harvard Business Review’s Lead Response Study , the average response time of B2B companies is 42 hours. This is an actual personalized email response from a sales representative. Every Minute That Passes After Lead Submission Decreases Your Chances of Converting the Lead Into a Sale.

How To Manage Sales Leads

Valasys

3 of the top 5 most important goals for B2B organizations are lead generation, sales and lead nurturing, according to the 2016 Benchmarks, Budgets, and Trends report compiled by CMI. Out of the leads that get generated, 79% of it won’t convert to sales!

Who are the 50 Most Influential People in Sales Lead Management?

Sales Lead Insights

Here is your chance to vote for up to five of the fifty most influential people in sales lead management. The Sales Lead Management Association (SLMA) announced today that it has opened the voting to determine the 50 most influential people in the field of sales lead management for 2009. Tags: B2B Lead Generation

What Is Lead Management?

NuSpark

Lead Management is the process of generating, converting, qualifying, and closing sales leads. Lost in the shuffle of all of those marketing tactics you are trying to get a handle on for your business (Twitter, Facebook, Pay-per-click, SEO, email campaigns, website design) is the concept of Lead Management. Do you have a sound process for lead generation? What happens when you get a lead? How do you qualify that lead?

Lead Generation vs Demand Generation

Albacross

When it comes to driving traffic and converting visitors to your site, there are two ways to do this: through lead generation and demand generation. Content is crucial in today’s marketing world and plays a vital role in both, lead and demand generation.

7 Lead Management Tools That Will Save You Hours

PureB2B

Leads are great, but there’s a long road between a lead and a sale. Converting prospects into revenue requires marketers everywhere to manage and nurture an on-going relationship with their leads. Turn your smartphone into the ultimate sales tool.

B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

ViewPoint

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. Something else not well understood in marketing and sales circles is the importance of certain metrics. In the last blog we talked about lead rates. Leads and expected metrics are defined in carefully created client program plans and lead rates are impacted (particularly in 2010) by the mix and quality of inbound dispositions.

[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….

B2B Lead Generation: The Best of PowerViews

ViewPoint

Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management.

5 Steps to achieve Lead Generation ROI

Marketing Insider Group

In this article I will argue for the importance of and the 5 steps to create marketing ROI through demand generation. Online lead generation is one of the best ways to identify customers early in the journey and produce a solid and predictable return on investment.

7 Lead Management Tools That Will Save You Hours

PureB2B

Leads are great, but there’s a long road between a lead and a sale. Converting prospects into revenue requires marketers everywhere to manage and nurture an on-going relationship with their leads. Turn your smartphone into the ultimate sales tool.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 2]

ViewPoint

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

ViewPoint

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. ABM aligns marketing and sales.

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. Their fear that you’ll turn on the hard sale based on that form is one reason they lie.

Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 3]

ViewPoint

This is the question I posed: According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months.

Lead Generation Losing Out to Social Media? Not So Much.

The Point

A recent industry study on Lead Management Optimization, conducted by CSO Insights and conducted in partnership with SMEI and Marketo , sheds insight on the relative budget marketing organizations are investing in areas such as lead nurturing, social media, and lead generation.