Introduction to Lead Management

B2B Lead Generation Blog

Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. Lack of lead management impacts lead conversion and ROI.

How to do lead management that improves conversion

B2B Lead Generation Blog

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. Have you thought about the experience you want to create for your potential customer so as to optimize your lead management approach?

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Sales Lead Management Leads to a Lower Cost of Sales

ViewPoint

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Jake finally admitted: Sales lead follow-up will yield greater sales.

Is Anyone Leading Lead Management?

ViewPoint

Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. Telemarketing Outbound (qualification and lead generation). Telemarketing Sales. Sales Operations.

Lead Management: 4 principles to follow

B2B Lead Generation Blog

Tweet I’m at MarketingSherpa Lead Gen Summit 2013 in San Francisco on day one, live blogging the Lead Management Workshop that features a dive into larger topics including lead capture, lead qualification and lead nurture. Key principles of lead management.

B2B Lead Management – 6 Best Practices

Great B2B Marketing

Some companies are good at generating B2B sales leads , others are good at qualifying and closing those leads, but the top performing companies, are those that leverage B2B lead management techniques and can do both. Here are six strategies you can implement to create your own unstoppable marketing and sales machine: Follow up every inbound inquiry within 48 hours – preferably 24 hours. Set strict criteria for scoring leads.

Oracle Named a Leader for 5th Consecutive Year in Gartner Magic Quadrant for CRM Lead Management

Modern Marketing

Digital marketers are in a constant battle between driving leads and managing their CRM systems. Gartner’s CRM Lead Management report assesses the industry’s leading Marketing Automation platforms. What is CRM Lead Management?

Which Comes First: Lead Nurturing or Inside Sales?

The Point

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.

7 Lead Management Tools That Will Save You Hours

B2B Marketing Insider

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.

5 Attributes of an Effective Lead Management Process

Hubspot

When we implement it for a company here at Imagine Business Development, we will typically see a 2 to 7 times increase in lead generation in the first year and a 5 to 10 times increase in future years. Lead – we consider a lead simply a lead. Lead Management

The 6 Stages of Successful Lead Management

Modern Marketing

What makes a lead management process successful? In the real world implementing lead management requires a degree of science, art and consensus. The first step in building a sustainable lead management process is a psychological one.

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. A question: at this point, what kind of lead am I? By my own reckoning, I’m an MQL (Marketing Qualified Lead). I’m also a perfect candidate for lead nurturing.

Business Leaders Concede They’re Struggling with Lead Management and Routing

LeanData

The state of lead management. . . LeanData conducted a first-of-its-kind survey, The State of Lead Management , to learn more about how businesses are managing their lead processes. Lead routing isn’t glamorous and is often ignored.

7 Lead Management Tools That Will Save You Hours

PureB2B

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. Turn your smartphone into the ultimate sales tool.

Nominate your candidate today for the SLMA’s2011 “Top 50? in sales lead management.

Sales Lead Insights

Don't miss your opportunity to nominate someone to be among the fifty most influential people in sales lead management in 2011. The Sales Lead Management Association (SLMA) just opened nominations for this year's most influential professionals in sales lead management.

To Manage Sales You Must Manage Sales Leads

ViewPoint

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. But the actual, final management of the prospect is square in the lap of the individual salesperson.

Taking Stock of Your Lead Management Process: 5 Key Questions

The Point

Key to designing an effective lead nurturing program is taking stock of your current lead management process. Here are the top 5 questions to ask about your current lead management process: 1. What are the key, distinct audience groups that comprise inbound leads?

Manufacturers Need Lead Management to Close the RFQ Gap

Industrial Marketing Today

Talking to manufacturers and industrial companies on a daily basis has convinced me that when they say they need help with their lead generation, they really want more RFQ (Request For Quote) opportunities. Generating new leads, qualifying and nurturing them until they turn into a RFQ is too much work for them. For a real-life example of this lead generation disconnect, read my post, Manufacturers: Don’t Start a Lead Generation Campaign without Sales.

7 Lead Management Tools That Will Save You Hours

PureB2B

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. Turn your smartphone into the ultimate sales tool.

3 Steps to Improve Marketing and Sales Alignment

ANNUITAS

Whether you’re more like Ham or Smalls, chances are you’ve had a conversation with sales that included some miscommunication. A solid lead management framework is key to shared understanding and accountability. Poor application of what determines a sales-ready lead.

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3 Lead Management Questions Sales will Ask Marketing

Modern Marketing

by Doug Sechrist | Tweet this Most of you regular readers have hopefully broached the sales and marketing alignment discussion within your organization and are on your way to a building a lean, mean, revenue-producing machine. If so, the days of “the leads suck” conversation is in the past. Now you’re onto “the leads still suck, but please give us more” conversation. Even a great lead management process will be questioned.

How to Improve Lead Routing for More Sales

B2B Lead Generation Blog

Have you recently looked at your lead routing and assignment process? LeadData’s new report, The State of Lead Management , based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads get assigned to the wrong account owner. Over 25% of marketing-generated leads get assigned to the wrong person. LeanData also discovered sales and marketing leaders also have different opinions on lead follow-up effectiveness.

5 Techniques For Lead Management Success That You Probably Aren’t Using

Modern B2B Marketing

by Dayna Rothman Lead management is the ability to capture, respond, and manage incoming leads. Unfortunately, many marketers don’t employ clearly defined lead management practices. Work directly with sales to determine when a lead is “sales ready”.

Oracle Eloqua Named a Leader in the Gartner Magic Quadrant for CRM Lead Management

Modern Marketing

by Eloqua | Tweet this The 2013 Gartner Magic Quadrant for CRM Lead Management has been published and Oracle Eloqua is in the Leaders quadrant for the second consecutive year. Click here to download the Gartner Magic Quadrant for CRM Lead Management.

Why is Inside Sales So Scared of Lead Nurturing?

The Point

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives.

How Marketing Operations Can Align with Sales (and Why)

Act-On

One of the most common phenomena I encounter in the wonderful world of B2B companies is the creation, and then continual expansion, of a chasm between sales and marketing. Wouldn’t this be great information for a sales rep to have when building out prospecting lists!?

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What Should the Sales Close Rate Be?

ViewPoint

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. Sales isn’t qualifying down from 1000 marketing qualified leads to 14 sales qualified leads. None were actually leads.

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5 Power Players You Need On Your Lead Management Team

Marketing Action

If you could diagram the complexity of modern marketing and sales operations the intersecting lines of software, social, content, design, email and data would turn into a morass of cross hatching. Sales is no longer cold calling. Do you want the guidebook to world-class lead management?

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Lead Management: 7 Steps to the Process that Creates Revenue

Marketing Action

He’s spent over 20 years in the trenches, working hand-in-glove with with enterprise, midmarket, and smaller companies to develop and build buyer research, demand generation, database development, and lead management programs. Lead management is one of those things.

How Marketers Can Drive More and Higher Quality Leads to Sales

Salesfusion

The post How Marketers Can Drive More and Higher Quality Leads to Sales appeared first on Salesfusion. Marketing Automation Lead Management lead nurturing

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More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous

The Point

In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on.

Leadspace and LeanData Partner to Drive ABM with Unparalleled Combination of Predictive Analytics and Lead Management

LeanData

Partnership Combines Lead Routing, Matching, Predictive Data Enrichment. Automated Lead Matching and Routing Brings Speed and Accuracy for ABM. Inbound lead-to-account matching is crucial for B2B marketing — especially for ABM.

The top 50 in sales lead management: Who do you pick to be on the 2012 list?

Sales Lead Insights

Don't miss your last opportunity to vote for your top three candidates to be among the "50 most influential people in sales lead management" in 2012. The Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 30th!

6 Best Practices for a Lead Management Strategy

Marketing Action

One of marketing automation’s big wins is the ability to create a continuous process to manage leads at scale. Act-On’s new white paper, Best Practices for a Lead Management Strategy , outlines six steps to figuring out the best process for your organization: 1.

What Is Lead Management?

NuSpark

Lead Management is the process of generating, converting, qualifying, and closing sales leads. Lost in the shuffle of all of those marketing tactics you are trying to get a handle on for your business (Twitter, Facebook, Pay-per-click, SEO, email campaigns, website design) is the concept of Lead Management. Do you have a sound process for lead generation? What happens when you get a lead? How do you qualify that lead?

Sales Alignment: Put Theory Into Practice

Marketing Action

Sales alignment” began as an interesting concept. Theory: Develop a strategy across the entire sales and marketing funnel. Firstly, make sure representatives from both marketing and sales are present. Theory: Produce content across the sales and marketing cycle.

5 helpful hacks to go above & beyond your sales goals

Biznology

Here are five smart ways to cut through the noise, focus on what’s important, and exceed your sales goals—without raising your stress. And if you hang out on social media all day, your sales goals are toast. Qualify leads. Stop chasing bad leads.

A Simple 2-Step Technique for Improving Lead Follow Up

The Point

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. inside sales reps make contact with, and engage with, new prospects; and, as a result, 2.

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5 Pieces of an Effective Lead Management Process: Part 1 [Series]

Sales Intelligence View

Lead management is the systematic method that a marketing team uses to acquire (by importing, creating manually, or automatically capturing from a website), evaluate, nurture and hand off leads. Why Create a Lead Management Process?

50 Most Influential People in Sales Lead Management: 2011 Winners announced

Sales Lead Insights

The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2011. B2B sales leads News Sales lead management