How To Stop Relying On Referrals And Automate Lead Generation

MarketJoy

Automated lead generation is simply the process of using software to automate aspects of your lead generation and marketing process. This gives your business the ability to produce better lead generation results without the time investment of traditional sales techniques.

Sales Lead Generation: 8 Tips to Sharpen Your Strategy

SnapApp

If you’ve been following our blog for a while, you know that lead generation is a frequent topic of discussion. At SnapApp, we live by a very simple motto: More leads aren’t better—better leads are better. Both our sales and marketing teams live and breathe this ideology. Why Generating Sales-Ready Leads Is a Challenge. Don’t get us wrong—having both quantity and quality is important when it comes to your warm lead pipeline.

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Is Your Lead Generation Strategy Broken?

ViewPoint

A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. Have marketing and sales decided on a shared definition for a qualified sales lead? Every company has a different criterion for what counts as a qualified sales lead, but if sales and marketing don’t see eye to eye on this, then you’re in trouble.

Why Your Website is a Lead Generation Liability

Brandpoint

One of the most important lead generation tactics you have at your disposal is your website. If you’re looking to boost your lead generation efforts, your website is one of the first places to start. Mistake #1: No lead generation marketing strategy.

SAL is the Glue that Binds Sales and Marketing in Lead Generation

Industrial Marketing Today

A lead is a lead, right? Depends – are you in marketing or in sales? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Defining qualified leads.

What Is Lead Generation in 2019

Albacross

What is Lead Generation? lead generation ? If you’re a sales rep or a founder of a B2B company, you probably already have at least some experience generating leads. But contrary to popular belief, lead generation isn’t just about cold-calling or ? In this article, we’ll run you through exactly what lead generation entails, and outline some of the lead generation tactics you can implement in 2019 that will skyrocket your revenue.

Do You Need to Work with a Lead Generation Company?

PureB2B

Marketing teams spend all their time and effort to find the best sales leads for their company. While staying within budget, companies strategize to stay ahead of competitors and generate ROI. Without leads, there wouldn’t be any sales, and without sales, companies would not achieve revenue goals. Brand management and demand generation leverage one another to be successful, these activities are the responsibility of the marketing team.

The Trick to Increased Revenue: Better Sales Lead Qualification Criteria

SnapApp

We tend to get caught up focusing on more: More sales, more traffic, more leads. And having more leads is also not necessarily better, but having better leads? That’s the key message of a webinar we did about qualified leads recently, and it speaks to a lot of what’s going on in marketing right now. Leads are great, but each one comes with a certain amount of work that misalignment will only complicate. They are bottom-funnel leads.”.

4 Steps to Optimize Your Lead Generation Process

Outbrain

Tailor specific content, comms and offers according to the current status of the leads. Don’t be discouraged by rejected leads. Don’t let hot leads cool down! That explains why 63% of companies consider generating traffic and leads as their most important challenge.

How to Shorten Turnaround on Inbound Lead Generation

Zoominfo

For quality leads — that are more effective in the long-term — inbound marketing undoubtedly provides better sources for lead generation than outbound. Well, for starters, inbound prospects, by definition, choose themselves as leads. But it’s also important to consider several issues that prevent converting leads into buyers. What is Inbound Lead Generation? Inbound lead generation is a part of inbound marketing. Sales agrees!

#5 Marketing and Sales Alignment – 7 things every CEO should know about marketing

thePoint

5 is about alignment – specifically marketing and sales alignment around one specific definition. There are certainly many areas where marketing and sales should learn to effectively understand needs and agree on desired goals and outcomes. just wanting “sales ready leads”).

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Revenue Marketing – How to Make It Work for You

PureB2B

The philosophy of marketing has always been focused on positioning a brand to enable product sales. Marketers are usually hands-off when it comes to sales numbers and goals, but that’s beginning to change. In its simplest form, you take ownership over the sales pipeline.

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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. Additional money is invested in marketing automation and content marketing to cultivate and nurture individual leads until they’re deemed ready for sales, at which point the all-important “handoff” is completed. Passing individual leads is ineffective.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Marketo

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. Aaron Ross and Craig Rosenberg , are two of the biggest advocates of having a separate sales development function.

6 Ways Marketing Can Help Generate Early Leads for Sales

Modern Marketing

What does sales want more,” he asked, “qualified leads or early leads?”. Research indicates that sales cycles are 22% longer over the past 5 years but 49% of companies are saying that their buying cycles are shorter. Clearly, buyers are far more educated and sales is excluded from much of the conversation. In fact CEB Sales Practice research says that on average prospects are 57% of the way through making a purchase before they ever talk to sales.

A Simple 6 Step Guide to Building a Well-Oiled B2B Lead Generation Funnel

SnapApp

A lead generation funnel. . . What is a lead generation funnel? . A lead generation funnel is no different. It’s the process of starting with, and sifting through, a large number prospects, identifying which ones are viable as sales leads, and then nurturing these qualified leads into paying customers at the end of the funnel. . Despite this, 68% of B2B organizations have not mapped out a lead gen funnel! . Leads.

Sales And Marketing Relationship Therapy Session 2: What’s In A Lead?

PathFactory

I hope you’ve been communicating better since our last Sales and Marketing Relationship Therapy session. Today, we are going to dive a bit deeper to address a serious bone of contention between sales and marketing: Lead quality. Sales may ask, “Who is this person?

The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 2 of 3)

Pointclear

In the first blog on the fallacy of using the cost-per-lead metric to measure the success of B2B lead generation investments, we looked at the nature of the problem and associated costs to the organization. In this post, we’ll review three critical elements that impact B2B lead generation costs in the complex sale. B2B sale complexity impacts cost-per-lead. And the right marketing KPIs are very different from cost-per-lead metrics.

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The Cost-Per-Lead Fallacy in Measuring B2B Lead Generation Investments (Pt 3 of 3)

Pointclear

The introductory post in this series addressed the problems and costs of applying the cost-per-lead metric to measure the success of B2B lead generation investments. In the second post, we looked at elements of a complex sale that impact B2B lead generation costs. While cost-per-lead measurement has been the only game in town for longer than we care to remember, we are seeing radical and positive shifts in how marketing is evaluating qualified leads.

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Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%

The Point

Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. In support of the company’s aggressive growth plans, the marketing team set out to focus energy on increasing the rate at which raw inquiries converted to qualified sales leads, opportunities and deals.

30 Sales and Marketing Stats You Need to Know for 2019

PureB2B

It’s Q2 2019, do you know where your sales and marketing statistics are? We like to keep a finger on the pulse of the B2B marketing funnels and sales pipelines world and thought we would share some interesting insights with you. Staying on top of sales and marketing trends like these can help you gain a new perspective on your own strategies and even help you initiate a campaign or channel pivot. B2B Sales. SMG saw a 61% MQL to SAL.

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10 Things to Do When Marketing Spend is On Hold

The Point

Lead to MQL) and identify emails or even entire tracks that might need a refresh. With the right design, frequency, and content, however, a blog can be a key driver for SEO and lead generation. Here’s a recorded Webinar that provides tips on how to get leads and more from your blog. Are you able to track leads resulting from organic social and show real ROI? Talk to sales. Your sales team is probably hurting right now.

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. In sum, over 25% of marketing-generated leads get assigned to the wrong person. Written criteria for lead routing (territories, vertical focus, product interest, etc.)

5 Signs the Gap Between Sales and Marketing is Closing

bizible

How about marketing’s other half, sales. Should marketing then also get involved into sales activities? Sales and marketing are two of the main pillars of every business. For some years now a trend has been taking place: a narrowing gap between marketing and sales activities. The introduction of the internet and the digitalization of many businesses and their processes have also acted as a force of attraction between sales and marketing. Sales Acceleration.

MQL 144

Creating a Profit-Center Marketing Department – An Interview with Matt Heinz (Part 1)

Act-On

As Matt says, you can’t buy a beer with an MQL, but you can with a closed deal. Matt is president and founder of Heinz Marketing, a B2B marketing and sales acceleration firm. Matt is often recognized as among the Top 50 Most Influential People in Sales Lead Management and among the Top 50 Sales & Marketing Influencers. Matt : For those of you who don’t know Heinz Marketing, we are a B2B sales and marketing consulting firm. It’s marketing and sales.

MQL 114

Dynamic Duo: Close More Deals with Sales and Marketing Alignment

Marketo

Author: Stacey Thornberry A joint Marketo and Reachforce research piece found that businesses are 67% better at closing deals when sales and marketing work together. And in previous posts I’ve written about how critical it is for marketing and sales to work together to create best practices, deliver more quality leads, and drive higher-impact deals. He spoke about “Lead Generation: Strategies that Kill the Competition.”. Lead Scoring. What is an MQL?

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How to align sales and marketing with a lead management process

Leadfeeder

Despite good intentions there are still many loopholes in lead management that undercut sales performance. That’s why having a solid lead management process in place can save lead generation programs from the chopping block. I was lucky enough to catch up with a few sales and marketing leaders recently from companies like LeadGenius, Socedo and Metadata, to learn more about how their teams develop a sales pipeline with lead management best practices.

Glossary of Lead Management Terms

LeanData

Account Based Selling – Account based sales (ABS) is a strategic approach to selling in which a sales organization chooses a specific target of accounts and focuses their efforts to sell into that specific target audience. This strategic approach should go side-by-side with account based sales to holistically allow the organization to succeed with account based selling. This is useful in Account based sales & marketing.

Glossary of Lead Management Terms

LeanData

Account Based Selling – Account based sales (ABS) is a strategic approach to selling in which a sales organization chooses a specific target of accounts and focuses their efforts to sell into that specific target audience. This strategic approach should go side-by-side with account based sales to holistically allow the organization to succeed with account based selling. This is useful in Account based sales & marketing.

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

ViewPoint

Someone once told me that CEOs don’t care about leads. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. Here are 5 things CEOs need to consider in order to fix what is broken: What is the CEO’s role as it relates to marketing and sales? Is sales development about hiring some young hungry kids to bang on the phones? Isn’t it demand generation with a new name?

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Stop Measuring Your B2B Marketing Campaigns with B2C KPIs. Here's How

Integrate

And (with rare exceptions), B2C marketers don't need to measure six- to nine-month sales cycles. There are quite a few moving pieces in play; the length of the B2B sales cycle is often much longer as companies must acquire buy-in from multiple decision-makers among targeted accounts. B2C marketing, in contrast, generally encompasses just one or two decision makers, and sales cycles are typically much shorter. Marketing Qualified Leads and Sales Qualified Leads.

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

Pointclear

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. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales. Set sales straight—it’s a win win.

How to Align Sales and Marketing with a Lead Management Process

Leadfeeder

Despite good intentions there are still many loopholes in lead management that undercut sales performance. That’s why having a solid lead management process in place can save lead generation programs from the chopping block. I was lucky enough to catch up with a few sales and marketing leaders recently from companies like LeadGenius, Socedo and Metadata, to learn more about how their teams develop a sales pipeline with lead management best practices.

How to Align Sales and Marketing with a Lead Management Process

Leadfeeder

Despite good intentions there are still many loopholes in lead management that undercut sales performance. That’s why having a solid lead management process in place can save lead generation programs from the chopping block. I was lucky enough to catch up with a few sales and marketing leaders recently from companies like LeadGenius, Socedo and Metadata, to learn more about how their teams develop a sales pipeline with lead management best practices.

Lead Quality: How to Generate and Measure Quality Leads with Visitor Identification

Leadfeeder

Regardless of how you go about inbound lead generation, marketers know that the quality of leads matters as much as (or more than) the quantity. When you’re generating low quality leads from your website, you can increase traffic all you want, but it won’t translate into more MQLs or SQLs. In other words, the quality of your leads is dependent on the quality of your traffic.

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Time for a Pitstop: Fine-tuning Your Automated Lead Scoring

Marketo

You are trying to make sure your lead generation vehicles are driven efficiently and effectively—with marketing automation as your engine—to beat your competitors to the finish line. Yet, that is what many marketers do with their marketing automation and lead management vehicles. Marketers should be periodically fine-tuning their automated lead scoring to better determine which leads should go to sales and which leads should stay with marketing for nurturing.

Marketers are from Mars, Sales reps are from…

Sales Intelligence View

I have been involved with corporate marketers and sales reps for more than 25 years. I don’t have to tell you that marketers and sales reps see the world from different perspectives. I’ve been in organizations where marketers believe that they are doing all the hard work—finding and passing good leads over to sales reps—only to have the sales reps not follow up on them. Both sales and marketing need to be interested in all stages of this revenue cycle.

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