The Point

JANUARY 17, 2019

Some years ago, our firm conducted a lead management audit for a technology client who was struggling to convert raw, inbound inquiries into sales qualified leads. During the audit, it became quickly apparent that one of the major issues was at the very front end of the lead qualification process.

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

ViewPoint

MAY 23, 2017

I’ve read and heard (from a well-known industry analyst firm) that best-in-class companies close 30% of sales qualified leads while average companies close 20%. Those results factor in lead leakage of between 52% to 86% of the marketing qualified leads put into the top of the funnel. So, what happens?

Sales Qualified Leads 192

Sales Qualified Leads Lead Ranking Top of Funnel Work Management 192

Biznology

OCTOBER 28, 2015

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. Then, estimate the costs associated with qualifying a lead.

Sales Qualified Leads 80

Sales Qualified Leads Cost per Lead Sales Leads Leads 80

ViewPoint

FEBRUARY 23, 2018

What is a lead? While all of these scenarios have potential, none could be called a lead. Just try to pass them on to your field sales team and you’ll see. Sales won’t spend the time it takes to cull through 100 so-called leads for 3 to 4 good ones. Leads aren’t leads unless: They’re qualified.

Sales Qualified Leads 120

Sales Qualified Leads Forecasting PointClear Enterprise Management 120

ViewPoint

JANUARY 12, 2012

Contrary to popular belief, reps don’t need more sales leads. They need fewer leads—or more accurately, fewer raw, unfiltered, unqualified leads. Good sales reps are by nature hunters, eager to close in on highly qualified leads for the kill. Take Steve, for example. Budget undefined?

Sales Leads 120

Sales Leads Sales Qualified Leads Lead Ranking Lead Scoring 120

ANNUITAS

APRIL 26, 2011

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. So what are these myths?

Lead Management 100

Lead Management Work Management Marketing Management Lead Scoring 100

SalesGrape

OCTOBER 6, 2023

In the competitive world of medical device sales, lead generation is a crucial aspect of success. With advancements in technology, medical device telemarketing has become an effective strategy to reach potential customers and generate leads. A high contact rate indicates efficient targeting or accurate contact information.

Telemarketing 52

Telemarketing Lead Generation Sales Qualified Leads Generation 52

Optinmonster

DECEMBER 14, 2021

Are you looking for the best lead generation tools to grow your business? Lead generation is more than just getting people to visit your site. And just like any tough job, lead generation requires the right tools–even for professional marketers. What Is a Lead Generation Software/Tool? Why is this important?

Marketing Automation Services 125

Marketing Automation Services Budget Programs Enterprise Management Work Management 125

markempa

APRIL 13, 2015

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.

Distribution 120

Distribution Sales Qualified Leads Lead Scoring Lead Ranking 120

The Point

NOVEMBER 22, 2016

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing. Today, of course, a comprehensive lead nurturing strategy is much more than that.

Lead Nurturing 100

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 100

markempa

OCTOBER 19, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! But inquiries are not leads.

Lead Qualification 120

Lead Qualification Lead Scoring Lead Ranking Sales Qualified Leads 120

The Point

MARCH 22, 2019

Lead scoring – as a fundamental part of a company’s lead management strategy – has officially fallen out of fashion. Two reasons I can think of: One is that lead scoring is routinely set up as part of an initial implementation of a marketing automation platform. So, is lead scoring a dying art?

Lead Ranking 113

Lead Ranking Lead Scoring Sales Qualified Leads Account Based Marketing 113

ViewPoint

JUNE 15, 2017

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. Filtering out real buyers.

Sales Qualified Leads 168

Sales Qualified Leads Lead Scoring Lead Ranking Telemarketing 168

ViewPoint

JANUARY 9, 2014

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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 120

markempa

SEPTEMBER 18, 2007

Companies that adopt effective lead management processes generate more revenue from their lead generation investment and have overall higher close rates on marketing generated leads than those that do not. But I've encountered very few companies that really do lead management. What is lead management?

Lead Management 120

Lead Management Work Management Marketing Management Lead Scoring 120

Markempa

FEBRUARY 13, 2023

Salespeople often lack the support of a dedicated marketing team that does lead generation programs for them. So they do their own sales prospecting. Here’s what I mean: Sales work to succeed despite it all. In fact, they must generate their own sales leads and meet their revenue and targets with little marketing support.

Lead Generation 52

Lead Generation Ideal Customer Profiles Sales Qualified Leads Sales Management 52

Valasys

MARCH 11, 2019

If you had to choose between 100,000 leads generated but only 10 of high-quality versus 10 leads generated and all those 10 of high-quality, which one would you choose? Well, it doesn’t take a genius to figure out that your choice will be the 10 leads that turned out to be high-quality. Lead Scoring.

High Quality Lead 49

High Quality Lead Sales Qualified Leads Lead Scoring Lead Ranking 49

ViewPoint

SEPTEMBER 10, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Qualified leads. Closed leads. Revenue just from sales leads generated by marketing. Total Revenue.

Lead Qualification 120

Lead Qualification Work Management Sales Qualified Leads Blogger 120

markempa

MARCH 6, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! " I agree.

Lead Generation 120

Lead Generation Conference B2B Sales Sales Qualified Leads 120

ViewPoint

JULY 11, 2011

It was interesting to see all three companies use similar descriptions in their SEC filings for both their sales and marketing activity and their market challenges. Sales and marketing activity. Selling subscriptions via a direct sales force. Sales force efforts include field sales and inside sales teams using the phone.

Enterprise Management 120

Enterprise Management Work Management Marketing Management Marketing Automation Services 120

markempa

NOVEMBER 1, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! That’s not always true.

Lead Generation 120

Lead Generation Sales Qualified Leads B2B Marketing Leads 120

PureB2B

AUGUST 19, 2018

It’s said that it takes around 84 days to convert a lead into an opportunity, and another 18 days to turn it into a deal—all of which may only have a 6% success rate regardless of how long you’ve worked on it. The sales cycle is composed of phases required to sell a product or service. Nurture Your Leads.

Top of Funnel 89

Top of Funnel Paid Search Agency Sales Qualified Leads Sales Cycle 89

ViewPoint

JUNE 30, 2015

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. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about.

Sales Qualified Leads 120

Sales Qualified Leads Telemarketing Trade Show High Quality Lead 120

SalesIntel

JUNE 5, 2024

Supercharge your sales engine! Effective lead management is the secret weapon of any growing sales team, no matter the industry. Luckily, lead management software is here to streamline your lead tracking and turn lookers into loyal customers. What Is Lead Management Software?

Enterprise Management 52

Enterprise Management Work Management Marketing Management Marketing Budget 52

markempa

NOVEMBER 17, 2005

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

B2B Sales 120

B2B Sales Lead Generation Sales Leads Sales Qualified Leads 120

Marketing Insider Group

AUGUST 12, 2010

We discussed the great lead quality vs. lead quantity debate. And the conversation went way later than the restaurant manager and our wonderful server wanted it to. 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.

Work Management 100

Work Management Marketing Management Sales Qualified Leads Lead Scoring 100

Marketing Insider Group

MAY 12, 2010

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. Marketing needs to be the engine to identify qualified leads for sales. The metrics you chose should be quantifiable and aligned to your sales goals.

Lead Generation 100

Lead Generation Sales Management Lead Ranking ROI 100

Adobe Experience Cloud Blog

MARCH 13, 2012

It’s very clear that marketers can now generate, score and nurture leads to a level that was not possible just a few years ago. The reason that many companies fail to exploit their demand generation success is that they fail to implement strong structures and process to manage the final piece of the marketing funnel.

Lead Ranking 48

Lead Ranking Marketing Qualified Leads Sales Cycle Sales Qualified Leads 48

PureB2B

AUGUST 19, 2018

It’s said that it takes around 84 days to convert a lead into an opportunity, and another 18 days to turn it into a deal—all of which may only have a 6% success rate regardless of how long you’ve worked on it. The sales cycle is composed of phases required to sell a product or service. Nurture Your Leads.

Top of Funnel 62

Top of Funnel Paid Search Agency Sales Cycle Sales Qualified Leads 62

markempa

AUGUST 23, 2006

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Lead Generation 120

Lead Generation Paper Sales Qualified Leads Generation 120

markempa

AUGUST 16, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Webcast 120

Webcast Lead Generation Sales Qualified Leads Work Management 120

markempa

AUGUST 2, 2016

When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. I’ve learned it’s not about generating more leads.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 120

markempa

APRIL 18, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Demand Generation Agencies 120

Demand Generation Agencies Lead Generation Marketing Automation Services Demand Generation 120

markempa

AUGUST 1, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! « 9 1/2 Ways. « 9 1/2 Ways.

Lead Generation 120

Lead Generation B2B Sales Sales Qualified Leads Top of Funnel 120

markempa

MARCH 6, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!

Webcast 120

Webcast Lead Generation Ideal Customer Profiles Sales Qualified Leads 120

markempa

DECEMBER 29, 2011

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. This group is obviously more qualified than a booth visitor.

Lead Ranking 120

Lead Ranking Trade Show Lead Scoring Sales Qualified Leads 120

markempa

JULY 16, 2007

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! All leads are not created equal.

Lead Generation 120

Lead Generation Work Management Marketing Management Search Marketing 120