Act-On

APRIL 10, 2024

Luckily for marketers, lead scoring exists. Lead scoring helps organizations move prospects along their buying journey in a structured, strategic way — which is especially helpful considering how complex buying journeys have become. For marketing and sales teams, that handoff is a potential minefield.

Lead Ranking 186

Lead Ranking Lead Scoring Marketing Qualified Leads Sales Qualified Leads 186

Act-On

APRIL 29, 2024

Now that we’ve covered the basics of lead scoring , and how to build your model , let’s tackle the last topic in our 3-part lead scoring series: lead scoring tools. Lead scoring is a process and a framework, not a tool — but technology makes it possible to implement at scale. As Suzy Balk, Sr.

Lead Ranking 167

Lead Ranking Lead Scoring Marketing Automation Services Marketing Qualified Leads 167

Scoop.it

DECEMBER 28, 2021

Therefore, it makes sense to sharpen the focus on your lead management and optimize it at every stage. In fact, research shows that automating your lead management process can increase sales revenue by 10% in just six months. That way, you can implement the right system for your sales team and consumer market.

Sales Management 52

Sales Management Lead Management Lead Scoring Lead Ranking 52

Webbiquity

APRIL 18, 2024

Humans have spent way too much time doing repetitive tasks that do not require our expertise. These tasks take time away from the value we could potentially be adding in our business. Image credit: Mikael Blomkvist on Pexels This also applies, of course, to B2B marketing. What is B2B Marketing Automation?

Marketing Automation Services 165

Marketing Automation Services Ideal Customer Profiles Efficiency Marketing Automation 165

Marketing Insider Group

NOVEMBER 10, 2020

As I discussed earlier this year in my BLOG “ Executive Insights: World-Class Demand Generation and Corporate Social Responsibility Converge at Televerde ”, I was very fortunate to work with some tremendous partners during my nearly 19 year tenure with SAP Global Marketing.

Planning 309

Planning Analytics Enterprise Management Work Management 309

ViewPoint

JUNE 15, 2012

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.

Lead Management 120

Lead Management Work Management Marketing Management Direct Marketing 120

ANNUITAS

AUGUST 12, 2020

Over the past two weeks, we have covered the definition of strategic demand marketing and introduced you to the first phase in our process, the insights phase. It is at this stage that we define the critical customer journey and begin to build the Strategic Demand Marketing Plan. . The Core Elements of the Demand Marketing Plan.

Top of Funnel 147

Top of Funnel Planning Demand Marketing Plans 147

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.

Lead Management 100

Lead Management Work Management Marketing Management Lead Scoring 100

PureB2B

MAY 22, 2016

Converting prospects into revenue requires marketers everywhere to manage and nurture an on-going relationship with their leads. This usually entails the long hard task of separating legitimate prospects from duds, organizing data, and consistently tracking key leads on a regular basis. Google Groups.

Lead Management 72

Lead Management Work Management Marketing Management Tools 72

Marketing Insider Group

FEBRUARY 1, 2021

The digital era has led to changes in the way brands market their products and services. With a holistic perception of buyer intent in your business, your marketing and sales teams can improve the lead-qualification process and enhance sales conversions. The Shift to Customer-Centric Marketing. Source: SuperOffice.

Buyer Intent 353

Buyer Intent Intent Work Management Marketing Management 353

ViewPoint

AUGUST 1, 2011

As a sales and marketing thought leader with nearly 20 years experience, Tony has led the overall research function at SiriusDecisions since the company's founding in 2001. Getting b-to-b sales and marketing to align more closely has driven even the most capable business leaders crazy for years. Finally, establish other relevant rules.

Lead Management 120

Lead Management Work Management Sales Qualified Leads Marketing Management 120

PureB2B

MAY 22, 2016

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. Manual lead management can be a huge, boring, and largely inefficient task. Google Groups.

Lead Management 62

Lead Management Work Management Marketing Management Sales Genius 62

Anything Goes Marketing

FEBRUARY 18, 2009

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. The Players and Coaches Take the Field Quarterback : The marketing team is the QB. Why football?

Lead Management 100

Lead Management Lead Scoring Lead Ranking Work Management 100

Act-On

APRIL 26, 2024

And if you jump into it without a solid strategy in place, you aren’t going to see game-changing results (or a happy sales team). There are clear steps you need to take to build and implement a lead scoring model: Assemble your cross-functional squad As we mentioned earlier, lead scoring is a team sport.

Lead Ranking 194

Lead Ranking Lead Scoring Marketing Qualified Leads Ideal Customer Profiles 194

PureB2B

MAY 22, 2016

Converting prospects into revenue requires marketers everywhere to manage and nurture an on-going relationship with their leads. This usually entails the long hard task of separating legitimate prospects from duds, organizing data, and consistently tracking key leads on a regular basis. Google Groups.

Lead Management 59

Lead Management Work Management Marketing Management Tools 59

The Point

OCTOBER 1, 2021

Should you allow prospects to enter a personal email address when they fill out lead gen forms? B2B marketers seem divided on the question. Historically, the attitude towards personal emails in B2B marketing has been that they betray a lower level of intent. solely for the purpose of diverting marketing emails.

Lead Gen 297

Lead Gen Lead Scoring Lead Ranking Sales Qualified Leads 297

Velocity Partners

FEBRUARY 20, 2024

If you haven’t come across it yet, it’s an insightful framework that challenges the outdated strategies we B2B marketers have relied on to spur growth over the last decade. Something is shifting in the realm of B2B marketing It’s hard to put your finger on it just yet, but it’s there, quietly brewing beneath the surface.

Paid Content 79

Paid Content Paid Search Agency Lead Ranking Planning 79

Capstone Insights

OCTOBER 1, 2017

In my last post , I framed out the three main lead management approaches in B2B SaaS. Please view this as a general list; some of these points will be more or less pronounced depending on the marketing automation platform you’re using ( Marketo , Eloqua , HubSpot , Act-on , Autopilot , etc.) Data management.

Lead Management 40

Lead Management Lead Ranking De-duplication Lead Scoring 40

Zoominfo

JUNE 28, 2023

You’ve got butterflies, your team is excited, and you know your customers are going to be impressed. Traditional marketing plans lay out these steps, but to really move the needle, you’ll need to dig a little deeper. That’s where a go-to-market (GTM) strategy comes in. What is a Go-to-Market Strategy?

Marketing Analytics Tools 130

Marketing Analytics Tools Ideal Customer Profiles Work Management Marketing & Strategy 130

SugarCRM

MARCH 9, 2016

While too many leads certainly isn’t a bad problem to have, it can be a problem for companies nonetheless. If you feel like your marketing efforts are delivering results but your sales team thinks you aren’t providing enough quality leads, it’s time to get those leads under control with lead management.

Lead Scoring 50

Lead Scoring Lead Ranking Lead Management Leads 50

Martech

MARCH 23, 2023

This is part one of a four-part series on AI’s infusion into marketing automation platforms. AI-enabled enhancements to the core uses of marketing automation platforms — data management, campaign/lead management and workflows/integrations — are being introduced by Salesforce , HubSpot and other market leaders.

Marketing Automation Services 119

Marketing Automation Services Marketing AI Marketing Automation Automation 119

markempa

OCTOBER 12, 2009

Research shows that about 80% of leads marketers generate end up getting lost, ignored or discarded. So, instead of continually struggling to find new leads for Sales, marketers should begin focusing on developing effective lead management processes for converting more leads into sales pipeline.

Webinar Metrics 120

Webinar Metrics Lead Management Sales Qualified Leads Marketing Qualified Leads 120

Sprout Social

JUNE 28, 2023

For today’s marketing teams, it’s nearly impossible to do your work and stay agile without marketing automation. In fact, teams that don’t adopt automation and AI-powered software throughout their tech stack risk falling behind. There has never been more customer, competitor or industry data available to marketing teams.

Marketing Automation Services 105

Marketing Automation Services Marketing Automation Enterprise Management Automation 105

Lead Liaison

SEPTEMBER 19, 2023

Lead Liaison, LLC Celebrates a Decade of Innovation in Sales and Marketing Lead Liaison, LLC proudly commemorates its 10-year anniversary, reflecting on a remarkable journey that has established the company as a global leader in sales enablement, marketing automation, and event management solutions.

Lead Liaison 62

Lead Liaison Enterprise Management Work Management Marketing Automation Services 62

Heinz Marketing

DECEMBER 8, 2023

By Maria Geokezas , Chief Operating Officer at Heinz Marketing If this year has taught us anything, it’s that the world is speeding up. As you can imagine, this shift has had a major impact on the marketing landscape. One way marketing teams can respond to these challenges is by adopting a Marketing Center of Excellence model (CoE).

Lead Ranking 74

Lead Ranking Work Management Customer Satisfaction Cold Calling 74

markempa

APRIL 7, 2008

The need to better manage leads and inquires has given rise to a slew of new software companies offering a variety of lead management or marketing automation solutions. An interesting conversation was started recently by Laura Ramos on the Forrester Marketing blog about lead management software.

Work Management 120

Work Management Marketing Management Marketing Automation Services Lead Management 120

Capstone Insights

OCTOBER 1, 2017

In my last post , I framed out the three main lead management approaches in B2B SaaS. In this post, we focus on why Marketing Converts recommends the “unique” model to the vast majority of clients. and CRM your sales team has (Salesforce, Dynamics, Oracle Sales Cloud, GoldMine, etc.). Jay Famico. Co-Founder and Editor.

De-duplication 40

De-duplication Lead Ranking Lead Management Work Management 40

ANNUITAS

NOVEMBER 5, 2020

We believe there are five main reasons that marketing teams are generating “bad” leads. Explore the five reasons below to identify areas of improvement in your lead management process: . Your Marketing and Sales Teams Are Misaligned. You Don’t Understand Your Customer’s Journey.

Top of Funnel 147

Top of Funnel Lead Ranking Sales Qualified Leads Lead Scoring 147

Capstone Insights

OCTOBER 1, 2017

In my last post , I framed out the three main lead management approaches in B2B SaaS. In this post, we focus on why Marketing Converts recommends the “unique” model to the vast majority of clients. and CRM your sales team has (Salesforce, Dynamics, Oracle Sales Cloud, GoldMine, etc.). Jay Famico. Co-Founder and Editor.

Lead Management 40

Lead Management De-duplication Lead Ranking Lead Scoring 40

ANNUITAS

JANUARY 19, 2022

Your sales team has a limited window for meaningful conversations with your prospects. We recommend that teams regularly conduct first-person interviews with customers and prospects then validate the results against third-party research. This is how you contact leads at the right point in their journey.

Sales Management 130

Sales Management Lead Ranking Work Management Marketing Management 130

Tomorrow People

MARCH 8, 2018

If you wanna be the best marketer with the greatest content marketing strategy in town, you should get a load of this. What’s this content marketing strategy thing all about? The missing element is a clear content marketing strategy. But what exactly is content marketing? Reduce your marketing budget.

Marketing Budget 267

Marketing Budget Top of Funnel Lead Scoring Lead Ranking 267

ClickZ

OCTOBER 22, 2020

30-second summary: We provide five examples of enterprise-level providers of marketing automation solutions including industry case studies. Each of these companies are leaders in marketing automation, with enterprise businesses (and, in some cases, SMBs) benefiting from their platforms, solutions, and technology. billion by 2026.

Enterprise Management 133

Enterprise Management Marketing Automation Services Marketing Management Marketing Automation 133

Martech

NOVEMBER 2, 2021

Virtually all marketing activities have gone digital in recent years. Technological upgrades, such as marketing automation, have improved campaign efficiency and effectiveness. Yet many marketers find the increasing complexity offputting. ” More technology options aren’t enough to transform marketing operations teams. .

Marketing Automation Services 126

Marketing Automation Services Marketing Management Automation Account Based Marketing 126

ViewPoint

NOVEMBER 8, 2017

This article does a good job of explaining the importance of the ULD—assuring everyone is on the same page and working toward the same end—and covers additional ground (“How to do lead management that improves conversion”). See this article for my advice on “How to Establish a Meaningful Lead Definition.”.

Lead Generation 378

Lead Generation Work Management Sales Qualified Leads Marketing Management 378

Zoominfo

MARCH 4, 2021

So let’s begin our list of tips!: Having a scoring and qualification system in place will weed out unfit leads and save sales and marketing teams time. Marketing teams typically have their process of scoring and qualifying leads (MQLs), but it may look different for sales teams (SQLs).

Sales Cycle 246

Sales Cycle Ideal Customer Profiles Tips Lead Scoring 246

ANNUITAS

MAY 13, 2021

Marketing Automation Platforms (MAPs) are perhaps the most misunderstood component of the Demand Technology Stack. Too often MAPs are associated with tactical email nurturing and simple lead qualification — tactical use cases that dominate immature platform deployments. They have built personas and conducted market research.

Enterprise Management 130

Enterprise Management Marketing Automation Services Analysis Work Management 130

Martech

FEBRUARY 8, 2024

Kicking off 2024 with a bang, HubSpot’s January updates are all about enhancing your team’s capabilities in lead management, content strategy, and data analysis. Here are the January 2024 updates managers should take note of: Fast and easy compliance for new email requirements. How has it been for you?

Enterprise Management 105

Enterprise Management Sales Qualified Leads API Hubspot 105