Remove multi-touch
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How to do lead management that improves conversion

markempa

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.

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Controlling Lead Leakage with Lead Management Best Practices

LeanData

Some will argue that a lead becomes unqualified because it hasn’t been nurtured enough in the sales cycle, leaving just one cause of lead leakage. But, that’s probably too simplistic, as various multi-touch marketing campaigns bring in leads who are just “kicking the tires.” How to stop lead leakage.

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Why automation is the future of lead management (and RevOps)

Martech

Your revenue operations team can reliably get inbound leads into the hands of your sales representatives in roughly two minutes, executing every step of your lead management process along the way. Fast and reliable lead routing is extremely important for lead management. The lead processing pipeline.

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Introduction to Lead Management

markempa

However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI. MarketingSherpa captured some of the key lead management issues in the 2012 B2B Marketing Benchmark Report. Lead management defined.

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

ViewPoint

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”). The alternative to defining optimal cadence is under-touching, over-touching or not touching important prospects.

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PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

ViewPoint

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. Use BANT qualifiers.

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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. Qualified Rate includes leads, pipeline (specific action required by PointClear) and nurtures (qualified companies with no immediate pain/need or interest).