The Point

JULY 1, 2019

A highly tuned lead scoring program will help ensure that motivated buyers receive the appropriate attention and don’t fall through the proverbial cracks. Sales Alerts. How well does your current lead management process alert reps – be they BDRs or field reps – to high-intent behavior? Conversational Marketing.

B2B Sales 124

B2B Sales Demand Generation Agencies Top of Funnel Lead Scoring 124

Adobe Experience Cloud Blog

MAY 17, 2011

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. If your team excels in quantity but lacks in quality, try these three methods to improve the quality of your leads.

Sales Leads 48

Sales Leads Lead Scoring Lead Ranking Top of Funnel 48

markempa

JULY 10, 2006

« BeTuitive Publishing Book Review | Main | How Podcasts Impact B2B Purchase Decisions » Sales Leads Are Too Valuable For Sales People Alone David Meerman Scotts blog post, " Sales Leads Are too Valuable for Sales People ," is worth a read. Every salesperson loves leads.

B2B Sales 120

B2B Sales Lead Generation Sales Leads BtoB 120

markempa

AUGUST 11, 2005

« Two new reports on marketing and lead generation | Main | Combine Your Cold Calling Efforts With Email Marketing » Lead Generation via white papers and webinars MarketingSherpa published a great article today on how Redhats Director of Marketing Communications, Chris Grams, broke the rules for distributing white papers and webinars.

Lead Generation 120

Lead Generation Paper Webinar Metrics Sales Qualified Leads 120

markempa

JUNE 7, 2005

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License.

Paper 120

Paper Lead Generation Generation B2B Thought Leadership 120

markempa

JUNE 14, 2006

« New Book: Lead Generation for the Complex Sale is officially released | Main | PR Has New Rules for Reaching Buyers Directly » Why Most B2B Sites Fail to Convert Sales Leads Most people coming to your website arent coming to your website to buy. They are coming to your site for information.

B2B Sales 120

B2B Sales Lead Generation Lead Scoring Lead Ranking 120

ANNUITAS

AUGUST 19, 2014

Take a look at an excerpt from a Leadspace Radio via Sales Lead Management Association with Carlos Hidalgo , CEO and founder of ANNUITAS. Number two is really the way that most organizations do lead scoring today is really, really poor. What we’ve done is we’ve said every white paper is going to be 25 points.

Top of Funnel 100

Top of Funnel Lead Nurturing Lead Scoring Lead Ranking 100

thePoint

AUGUST 24, 2020

Statistically, this means there appears to be quite a disconnect between the leads that some marketers are sending to sales and those that sales will qualify as a legitimate sales lead. just wanting “sales ready leads”). What is a MQL (marketing qualified lead)?

Lead Ranking 52

Lead Ranking Marketing Qualified Leads Top of Funnel Sales Qualified Leads 52

markempa

AUGUST 2, 2016

To do that, you need to ask a question that helps you understand their motivation : What question were you hoping to answer by downloading our white paper or what motivated you to download our white paper? The key is looking back to your past marketing activities to find the gold lost in the sales pipeline.

Lead Nurturing 120

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 120

The Point

NOVEMBER 22, 2016

If nurturing is instead relegated to a “clean up” role – i.e. making the most of those leads rejected by sales, its value will be a fraction of what’s possible. In a nutshell, the process is: lead comes in, SDR contacts leads, if no response, he/she moves that lead to the nurture program.

Lead Nurturing 100

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 100

The Point

JULY 14, 2015

In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content.

Sales Qualified Leads 100

Sales Qualified Leads Marketing Qualified Leads Lead Ranking Top of Funnel 100

The Point

OCTOBER 15, 2019

If your leads aren’t converting, it could be that you have too much “early stage” content – a white paper on industry trends, for example – that isn’t doing enough to identify those leads with a genuine problem to solve. Good content is at the center of any effective demand generation.

Sales Qualified Leads 138

Sales Qualified Leads Work Management Marketing Management Account Based Marketing 138

BOP Design

APRIL 6, 2020

However, all conversions from the website must be defined as leads, some are just more sales-ready than others—it all depends on where they are in the sales process. Let’s discuss the different levels of the sales and marketing funnel. Top of the funnel leads need to be handled with finesse, but they are still leads!

Top of Funnel 77

Top of Funnel Sales Qualified Leads Lead Scoring Lead Ranking 77

KoMarketing Associates

MAY 1, 2013

While they consider videos, social media, and articles on other websites less effective than their B2B peers do, software marketers consider white papers, research reports, ebooks, and microsites to be more effective than their B2B peers. Lead management/nurturing (66%). Thought leadership (79%). Customer acquisition (78%).

Marketing Management 120

Marketing Management Marketing Budget Budget Programs Peer-to-peer 120

The Point

OCTOBER 14, 2010

As a Marketo agency partner, I attended along with colleagues from Spear Marketing Group to greet clients, talk shop, and hear how other companies – including Marketo themselves – are putting technology to use in the service of improved lead management. Use multiple excerpts from your new white paper as blog posts (or tweets).

Marketo 100

Marketo Impressions Demand Generation Agencies Lead Nurturing 100

The Point

OCTOBER 8, 2015

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. Note: if your sales team doesn’t have enough leads, new or newly qualified, to occupy their time, you have an entirely different problem.).

Lead Ranking 100

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Lead Scoring 100

ViewPoint

OCTOBER 5, 2018

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. Read more in this white paper.

Sales Qualified Leads 136

Sales Qualified Leads Lead Generation Lead Scoring Lead Ranking 136

Heinz Marketing

MARCH 21, 2022

This week’s show is called “ The (Surprising) State of B2B Lead Engagement “ My guest is Doug Bell , CMO at LeanData. Changing the dynamic of prospecting and lead management strategies. The ability to capture a lead and create a new compelling experience. Investing in your tech stack and Ops tools.

Work Management 80

Work Management Marketing Management Budget Programs Marketing Budget 80

markempa

JANUARY 12, 2015

It’s not about more leads; it’s about doing better with the ones you already have. In this extended post, I’ll share 15 ideas on how to make your lead management more effective. Create a marketing funnel, not just a sales funnel. A further 15% were ready to become sales leads, and 7% converted into sales.

Sales Qualified Leads 120

Sales Qualified Leads Tips Features Generation 120

The Point

JULY 23, 2012

In an ideal world, all B2B sales leads would be pre-qualified and ready to buy. One result of that pressure can be a demand for tactical, sales-driven campaigns designed specifically to seek out hot leads, campaigns that lead with so-called “late stage” offers like demos, free trials, or even price discounts.

Demand Generation Agencies 100

Demand Generation Agencies Sales Qualified Leads Leads Lead 100

ViewPoint

FEBRUARY 18, 2014

Sales were up (marginally), but profits were suffering, their salespeople were not happy, and were leaving the company in spite of growth. Don returned with a satisfied grin and thrust a piece of paper at me. If you don’t want to do a sales and marketing plan, freshen up your r é sumé. It was also dated three years before.

Planning 120

Planning Marketing Plans SWOT Work Management 120

The Point

MARCH 13, 2013

Studies show that responding to new sales leads promptly, literally within minutes, can have a dramatic impact on the rate at which those leads are qualified, and the speed at which they convert to opportunities and, ultimately, deals.

Autoresponders 100

Autoresponders Effectiveness Trade Show Bandwidth 100

ANNUITAS

APRIL 10, 2014

A white paper is developed and marketing decides to launch a “campaign” around the white paper. Carlos Hidalgo is CEO of ANNUITAS and has been named to the Top 50 Most Influential in sales lead management. Here’s what they said. However, it is not a strategy in and of itself.

Paid Search Agency 100

Paid Search Agency Enterprise Management Marketing Management Automation 100

Ambal's Amusings

MAY 27, 2010

You add in some of your company’s expertise taking a position on the stance of the expert and turn the transcription into a white paper. Feature the white paper on your website and as an email offer. Some prospects may require more lead nurturing than others, and some may be ready right away. Maria Pergolino Recommends.

B2B Marketing 100

B2B Marketing Content Marketing B2B Planning 100

ViewPoint

OCTOBER 2, 2012

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.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Lead Ranking Marketing Qualified Leads 120

Ambal's Amusings

OCTOBER 20, 2009

ClickLaunch is ClickDocument's platform for launching new and exciting eBooks, books and white papers. CDI ), a full-service agency with offices in Seattle and Silicon Valley specializing in demand generation and lead management for high-technology companies. Lead management will probably be half our business this year.

Direct Marketing 100

Direct Marketing Demand Generation Agencies Work Management Marketing Management 100

NuSpark Consulting

APRIL 13, 2012

Flow charts were designed on paper with markers and rulers. Then Compuserve and Prodigy … You also had Thomas Register and mailing lists to find leads…. Then Compuserve and Prodigy … You also had Thomas Register and mailing lists to find leads…. In the old days, we had a phone. And a fax machine. Then computers came.

Paid Content 100

Paid Content Top of Funnel Marketing Funnels Lead Generation 100

Ambal's Amusings

FEBRUARY 18, 2010

Sewell is president of Spear Marketing Group , a full-service agency with offices in Silicon Valley and Seattle that specializes in demand generation, lead management, and ROI-based marketing. How to Choose Your Carrot: Effective Lead Generation Offers for High-Technology Marketers (White Paper). Howard Sewell's Tip.

Demand Generation Agencies 100

Demand Generation Agencies Paid Search Agency Emarketing Inbound Marketing 100

markempa

AUGUST 30, 2011

Similar context-sensitive surveys could occur when customers download a white paper or a case study, attend a webinar or visit a tradeshow booth. Use this kind of information to improve white papers, case studies, webinars, or other specific marketing outputs. Use this type of feedback to improve training for the individual or team.

Sales Management 120

Sales Management Top of Funnel Ideal Customer Profiles Lead Scoring 120

Adobe Experience Cloud Blog

OCTOBER 28, 2010

A great addition to Marketo’s Resources has been the Spear Marketing Group white paper, Top 10 Tips for Lead Nurturing Success , written by Howard Sewell. Not only is it a helpful resource when starting your lead nurturing , it also embodies and reinforces so many Marketo best practices.

Lead Nurturing 48

Lead Nurturing Lead Scoring Lead Ranking Sales Qualified Leads 48

Online Marketing Institute

NOVEMBER 4, 2010

We had real problems with lead quality.” “We People said they couldn’t remember downloading the white paper.” The common thread amongst these complaints is lack of 1) sales satisfaction and 2) lead quality. So what is it about some content syndication programs that create leads that sales reps don’t want?

Demand Generation Agencies 40

Demand Generation Agencies Paid Search Agency RSS Paper 40

markempa

MARCH 30, 2005

« My Mention In Writers Digest | Main | Word of Mouth Marketing relies on reputation not branding » New PDF Tracking Gives Us Pause If you require registration on your website to download white papers or other "free" resources, youre losing up to 75%-85% of your potential sales leads (2004 MarketingSherpa Report ).

Lead Generation 120

Lead Generation B2B Thought Leadership Word of Mouth Generation 120

The Point

NOVEMBER 28, 2011

In fact, email newsletters can be a critical part of an ongoing lead nurturing strategy. At minimum, a well-crafted newsletter serves to break up what would otherwise be an unending sequence of more offer-oriented emails peddling white papers, Webinars and the like. Make it look good.

Newsletter 100

Newsletter Tips Paid Search Agency Ad Frequency 100

markempa

AUGUST 17, 2007

How do you build your library of relevant lead nurturing content? A lead nurturing program can leverage existing investments that you have made in other marketing tactics such as events, white papers, contributed articles, or any other thought leading content. What can you send via email?

Lead Nurturing 120

Lead Nurturing Lead Generation Tactics Lead Scoring 120

markempa

JUNE 19, 2006

Contrarily, my research shows that for the complex sale, it is far more effective to support proven sales people with good lead generation than hiring additional sales people. I interviewed Barry Trailer, Partner of CSO Insights about their White Paper, "Optimizing Lead Generation - Whats the Payback?

Lead Generation 120

Lead Generation Generation Optimization Leads 120

markempa

SEPTEMBER 4, 2007

I’ll be speaking on “Blogging, Podcasting, Speaking Gigs, & Book Authorship: How to Generate Leads and Measure ROI as an Authority.” Some of the other topics include: New B-to-B Search Marketing; Maximizing White Papers, Ezines Webinars & Podcasts; Marketing to Fortune 500; Video, Viral & Web 2.0 I hope you can make it.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Lead Generation Demand 120

markempa

JULY 13, 2006

Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Call for speakers: MarketingSherpa’s B2B Marketing Summit 5 dials to tune in your lead generation process Recent Comments Copyright This work is licensed under a Creative Commons License.

Lead Generation 120

Lead Generation Purchase B2B Thought Leadership Generation 120