Small Accounts = Big Wins with Telemarketing

The Mx Group

And second, Sales takes issue with the quality of the leads Marketing provides to support them in hitting those goals. Combine that 50% failure rate to meet sales targets with MarketingProfs’ research that Sales ignores nearly 80 percent of the leads Marketing sends them , and it’s easy to conclude that these two sales problems are likely linked. In fact, you may be dealing with an organizational structure issue, rather than one of lead quality or Sales buy-in.

B2B Telemarketing — The Secret Weapon to Energize Demand Generation

The Mx Group

In an age when modern marketing dominates content and conversations, tried-and-true tactics like telemarketing are often left out. What we’ve seen firsthand with many B2B clients is that they can overcome their toughest demand generation challenges, and get better results from their modern marketing efforts like ABM , by leveraging telemarketing. Hear Real-World B2B Telemarketing Success Stories.

Is Anyone Leading Lead Management?

Pointclear

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. There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm.

Your Top Questions about B2B Telemarketing for Demand Gen

The Mx Group

We recently hosted a webinar with two B2B telemarketing pros: Kerry Cunningham, senior research director with SiriusDecisions, and Kelly Olson, our in-house strategic telemarketing expert. As always, our attendees presented us with some terrific questions, and we thought we’d share them with you to give you more food for thought when it comes to using B2B telemarketing to make a big impact on your demand gen programs.

2012?s Most Influential People in Sales Lead Management: 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 2012. Obermayer, CEO and executive director of the Sales Lead Management Association said, "These are people who have given their time and expertise in the field of lead management and are now recognized by their peers for outstanding work. B2B sales leads News Sales lead management

B2B Lead Generation Blog: Telemarketing big with Xerox

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Reconnecting with past customers and leads.

Call Every New Sales Lead 6 Times? Sorry, that’s Crazy.

The Point

I only recently came across the results of research published late last year by Leads360 , a leading provider of hosted (SaaS) solutions for managing sales leads. Leads360 base their conclusions on studying more than 20 million leads.

Fresh Ideas to Reignite Stalled Leads and Accelerate the Sales Funnel

B2B Lead Generation

Use these three practices to convert more leads into revenue: Use Funnel-Specific Market Research. In many industries, for example, executives are scrutinizing much smaller transactions, so lead generation, lead nurturing and sales enablement tactics must address this shift in buying behavior. Integrate this research into your demand-generation and lead-nurturing framework by making such surveys or interviews automated trigger events.

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3 Reasons to Add Email to Your Lead Follow-Up Process

The Point

A client writes: “I notice you recommend both email AND phone follow-up to inbound leads from programs like content syndication. Our inside sales reps are fairly prompt about following up with all leads by phone. Lead Management Lead Nurturing Marketing Automation Sales 2.0

Do You Expect Your Inside Sales Team to Practice Alchemy?

B2B Lead Generation

They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients. My team spent at least 80 percent of their time doing research and investigation to make the list usable so they could do what they were actually hired to do – generate leads.

B2B Lead Management Market Heats Up

delicious b2bmarketing

Home Forrester Research « Getting Up Close and Personal | Main | Social Technographics Data Now Available » March 20, 2008 B2B Lead Management Market Heats Up [Posted by Laura Ramos ] Since the start of this year, I’ve been receiving a boatload of briefing requests from companies wanting to show me their lead generation and management solutions. Most recently, Marketo just announced their lead management solution. Lead farming?

From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars

B2B Lead Generation

Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? This past year has been especially illuminating thanks to the brilliance of smart marketers who are expanding and perfecting the lead-generation concepts I wrote about years ago. This year’s B2B Lead Roundtable webinars are testament to that. In February , Paul Teshima, SVP of Product Management at Eloqua, set the tone for the webinar year. 65% haven’t nurtured leads.

Advice to Steve, a Down-and-Almost-Out Sales Manager: Telemarket Old Leads First!

Pointclear

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. With a pleading voice and a frown his mother would not be proud of, this was one concerned sales manager. My advice to Steve is that when sales are needed in the fourth quarter, first telemarket old leads (older than 3 months), generated on products in stock. Leads with a title.

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

Pointclear

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. He has written over 95 articles around sales and marketing management and is the author of four books. But many are going for cold, hard, qualified leads.

B2B Lead Generation Blog: Telemarketing is the top lead generation tactic

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Telephone leads all media with the highest response rate of 5.53

Demandbase: A New Twist In The Lead Management Automation Market

delicious b2bmarketing

Home Forrester Research « I was recently briefed by | Main | Going Corporate » August 26, 2008 Demandbase: A New Twist In The Lead Management Automation Market [Posted by Laura Ramos ] In a recent survey of over 2100 IT professionals who buy or recommend telecom and networking solutions, we found buyers turn to peers and colleagues first, followed by vendor, industry trade, or professional Web sites, to inform their purchase decisions. Just makes it easier to manage all the stuff.

B2B Lead Generation Blog: Better lead management leads to bigger marketing budgets

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

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Appointment Setting: Where Does It Fit In Today’s Demand Generation Mix?

The Point

With inbound marketing all the rage, where does that leave old-school lead generation techniques such as cold calling and appointment setting? In today’s digital era, when everything lead gen seems to revolve around simply being in the right place at the right time, can it also make sense to simply call potential clients as [.].

Is Lead Flow to the Reps Too Slow or Gridlocked?

Pointclear

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. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.

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ConnectAndSell: Novel Solution for Increasing Sales Efficiency

The Point

If part of your lead generation or lead nurturing strategy involves outbound sales calls, then you already know one of the key metrics critical to sales productivity is connection rate – i.e. the percentage of dials that result in live conversations. inside sales b2b lead generation lead generation telemarketing telesales Tags: B2B Marketing Cold Calling Demand Generation Installed Base Marketing Lead Management Lead Nurturing Sales 2.0

How to Marry Digital and Human-Touch B2B Marketing

Modern Marketing

by contributor | Tweet this Editor’s Note: Jeff Kalter is CEO of 3D2B , a global business-to-business telemarketing company that bridges the divide between marketing and sales. He leads customer acquisition programs for Fortune 500 companies, and is passionate about building strong business relationships through professional phone conversations. Online Marketing: Bait for Leads. Inside Sales: For Lead Qualification and Relationship Building.

Case Study: Segmentation, New Creative Boosts Lead Conversion Rates by 75%

The Point

Sungard® Availability Services™ ( Sungard AS ) in Wayne, Pennsylvania is a global leader in disaster recovery, business continuity, and managed IT services. Sungard AS runs a highly successful demand generation program, an integrated mix of both online and offline campaigns, to generate a consistent flow of leads to the company’s sales force. Design, build and launch a “Welcome” email program designed to improve follow-up and response to new leads.

Measure Your Way to Lead Nurturing Success

The Point

Demand Gen Report just published “ Top B2B Marketers Measure Lead Nurturing Effectiveness to Boost Performance ,” a special report in which they address the whys, whats, and how tos of measuring lead nurturing’s true impact. According to Demand Gen Report’s own demand generation benchmark study , roughly 40 percent of B2B marketers aren’t sure how their lead nurturing programs are performing. the company is generating the wrong type of leads.

Battle of the Gens: Demand Generation vs. Lead Generation

The Mx Group

B2B marketers are experiencing more pressure than ever to increase the quantity and quality of leads, outsmart the competition, and prove ROI in the process. If it’s demand generation vs. lead generation, which helps the most? Lead generation is the harvesting of that demand.

3 Ways to Tackle Your Year-End Revenue Goals in Q4

The Mx Group

You’ve got one eye on the annual revenue goals you set in January … and the other on a pile of unconverted leads. You’ll need to act fast to see results this year, but there are ways to get more qualified leads through your pipeline before time runs out. Nurture Stalled Leads with B2B Telemarketing. You might think telemarketing is an old-school strategy, but this tried-and-true tactic can give your current campaigns a powerful boost.

OneSource Survey: Salespeople Accept Value of Leads from Marketing

Customer Experience Matrix

Summary: A survey of business-to-business salespeople finds they (still) consider themselves their best source of qualified leads. But marketing-generated leads are gaining increasing respect and salespeople are increasingly looking for help from outside data vendors.

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Tailor to Your Target: How to Create Meaningful ABM Content and Touchpoints

The Mx Group

it’s also important to think about things like events, telemarketing and even dimensional direct mail to ensure program success. Account-Based Marketing Demand Gen & Lead Management Strategy, Design & ContentThis is the third post in our Operationalizing ABM series. Check out our other posts on account identification and insights for ABM. Account-based marketing can take a lot of research, planning and preparation before you even start creating actual ABM content.

B2B Lead Generation Blog: Online Lead Generation and Management Strategies that Get Results

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

B2B Lead Generation Blog: On B2B Demand Generation tools and Lead Generation Dashboards

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 recent exchange he had with Brian Carroll on his B2B Lead Gene.

Rules of Engagement from Marketo Summit: How Marketing Automation Wows Your Buyers

The Mx Group

So make sure you know which leads are sales-ready by using lead scoring. Once you’ve got lead scoring in place, take it to the next level with lead grading. Lead grading shows how closely leads match Sales’ ideal prospect. Telemarketing is just one example. Demand Gen & Lead Management TopicsI spent last week connecting with marketing leaders, learning the latest tips and tricks, and posing for a pic with Fabio.

B2B Lead Generation Blog: Are you using the Best Lead Generation Techniques?

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 Selling IT: Are you using the Best Lead Generation Techniques?

Getting MAP Buy-in: Your Guide to Marketing Automation Readiness

The Mx Group

You want to make sure your team is using the tool to its full potential — and that management sees and understands the return on investment. How will we manage to create it all? They can trigger more effective telemarketing outreach, allow for more personalized experiences on your website, and provide more information for valuable sales conversations.

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3 Tips to Stop Leads from Falling Through the Cracks

Marketo

by Maria Pergolino It’s one thing to generate leads. The industry wide statistic of 70% of leads never receiving effective sales follow-up is astounding. The key to generating, nurturing and closing leads is communication. Communicate with leads in time.

B2B Lead Generation Blog: Research confirms that B2B Companies Continue to Struggle with Lead Generation and Follow-up

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0

B2B Lead Generation Blog: Ten ways to Better Manage Sales Leads

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 In fact, most companies need to do a better job managing the leads they already have.

Genoo Offers Web Marketing for Small Business

Customer Experience Matrix

Demand generation features are adequate, if a bit rudimentary, and are supplemented by social marketing capabilities that do an above-average job of integrating social activities with traditional lead data. Commenters are automatically entered as leads into the Genoo database. All pages are built and managed through a content library, which can also contain materials such as images, downloadable files and link lists. RSS subscribers can also be automatically added as leads.

B2B Lead Generation Blog: Why dont sales people update the CRM and what can be done about it?

B2B Lead Generation

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 I spoke with a potential client about her companys lead management process.

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