5 do’s & don’ts of B2B lead qualification

Biznology

Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Don’t ditch old lead lists.

5 Best practices of trade show lead qualification

Biznology

Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. While these individuals are often called “leads,” they are not.

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Persistence Pays—How 42 Lead Qualification Touchpoints Won a $1 Billion Deal

ViewPoint

While some sales people stop after placing one or two calls (if they don’t get the prospect on the phone or don’t get a call back, they deem the lead no good) our sales support associates keep trying. We know that in the lead generation, lead qualification and lead nurturing business, it takes multiple tries, across multiple cycles, to fully work a lead. B2B Telemarketing B2B Sales Increase SalesPointClear is known for its perseverance.

Is Lead Flow to the Reps Too Slow or Gridlocked?

ViewPoint

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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Lead Nurturing and the Inside Sales / Telesales Role

Avitage

We are working with several clients to help them improve their lead nurturing program to deliver a higher volume and quality of sales ready leads to the outside sales team. In many cases they are actively prospecting for new leads from an unqualified list. Telemarketing Study Results This assessment was verified in a recent article about a study of the top objectives and budget areas for telemarketing organizations.

Prospect Experience Marketing: Find the Gold in Your Lead Generation Program

Biznology

I recently caught up with Dan McDade , longtime B2B practitioner in lead qualification and nurturing. You’ve been involved in the lead generation world for a long time. Certainly, technology lets us deliver more leads to sales, faster than ever before. But just as often these are bad leads. Lead generation success rests on quality— not quantity, and not speed. What’s working in lead gen and lead development?

B2B Lead Generation Blog: Content ideas for lead nurturing and tactics to use

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 How do you build your library of relevant lead nurturing content?

B2B Lead Generation Blog: Lead qualification and scoring for better 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 Are you currently sending your sales team qualified leads or merely inquiries?

B2B Lead Generation Blog: New and Improved Lead Nurturing Article

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 Lead Nurturing: Looking for a "hot" date?

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 When it comes to lead generation, the dating analogy is nothing new.

B2B Lead Generation Blog: Webinar: A Multimodal approach to Lead Nurturing for Complex Sales

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

5 Lead Nurturing Time Factors to Fine Tune Your Messages

B2B Lead Generation

The lack of a strong lead nurturing discipline can cost your organization substantial unrealized revenue. Without lead nurturing in place to capture and cultivate early-stage leads, your marketing funnel misses out on valuable opportunities. The true value of lead nurturing comes from the technique of staying in touch with prospects while providing them with the relevant information as they move through the evaluation and buying process.

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.

B2B Lead Generation Blog: New Lead Nurturing Webinar

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

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.

B2B Lead Generation Blog: How Lead Nurturing Improves Lead Generation ROI

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 You can increase your odds success by adding a lead nurturing program.

Why would a company ever outsource anything?

ViewPoint

That’s essentially what PointClear clients do when they engage us for outsourced lead generation. Hiring our team of lead generation, lead qualification and lead nurturing professionals fills Finkelstein’s bill—and it could be just the ticket for you. Eliminate the time, expense and distraction of setting up your sales telemarketing, business development or inside sales organization. Read Is it Better to Insource or Outsource Lead Generation?

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

The “Surprise” Solution to Getting More B2B Leads in a Digital World

The Mx Group

With all the advantages technology provides these days in terms of marketing automation, efficiency, speed and data availability, there’s still no guarantee that, as a senior marketer, you’re bringing in enough B2B leads each quarter to meet your goals. Not your father’s telemarketing….

B2B Lead Generation by Phone: An Interview with Michael Brown

Sales Lead Insights

This is one of a series of occasional interviews with top practitioners on topics of interest to business-to-business lead generation, marketing and new business development professionals. He is the B2B telemarketing and telesales consultant and telemarketing trainer whom I frequently recommend to our clients. Michael, first off, I know you hate to use the word “telemarketing.&# Telemarketing is why your home phone is on the national do-not-call list.

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: Podcast: How to Nurture 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 Read How to Nuture Leads article on Marketing2IT.

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.

B2B Lead Generation Blog: Where do Your Email Newsletters go?

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 Ive often talked about how marketers can reuse content for lead nurturing.

B2B Lead Generation Blog: Winning the Complex Sales Cycle with Thought leading Content

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 For lead generation, the concept of thought leading content should go beyond the website.

B2B Lead Generation Blog: Lead generation & nurturing with a human touch

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 « Are you using the Best Lead Generation Techniques?

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?

Align Your Inhouse and Outsourced Lead Generation Process and Get the Most of Your ROI

Unbound B2B

When it comes to lead generation, one question that always plagues marketers is whether to outsource or handle every activity inhouse. There is a mountain of evidence supporting the efficiency and success that comes from working with b2b lead generation services. Figure 1: Leads Calls.

Lead Generation Lies That are Wreaking Havoc with Your Sales

ViewPoint

Last August I wrote a blog for Top Sales World titled “Lead Generation Hogwash: The Top 7 Lies.”. I detailed 7 lies to be aware of to avoid a lead generation disaster (read the blog for the specifics): Any list will do. Automated systems accurately score (prioritize) leads. More leads are better than fewer leads. A form completion is a lead. Leads suck. James Obermayer | Sales Lead Management Association.

How to Choose Between Using Inbound vs Outbound Marketing

Oktopost

With every marketing dollar carrying the heavy tax of justifying its spending to management, you simply can’t shoot in all directions hoping to hit a lead. Where do you find that balance between outbound and inbound marketing to maximize and grow the flow of leads?

The Role of B2B Marketing

Marketing Insider Group

Now I’m not sure most B2B marketers truly consider lead generation as their primary focus but I do agree that we B2B Marketers spend considerable amounts of time and money on tracking and measuring lead generation metrics.

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5 Ways Your B2B Marketing Automation is Failing

Modern Marketing

How can you join the 74% of B2B marketers who say they are experiencing a 10% or greater increase in sales opportunities through lead nurturing? If your horse is not leading your cart full of marketing initiatives forward, you may be stuck at any of these five obstacles.

The Role of B2B Marketing

Marketing Insider Group

Now I’m not sure most B2B marketers truly consider lead generation as their primary focus but I do agree that we B2B Marketers spend considerable amounts of time and money on tracking and measuring lead generation metrics.

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Understand the Value of Human Interaction with Inside Sales

Televerde

94% of modern marketers say they’ve attained a significant market share, and 49% enjoy the market-leading position [1]. With inside sales, reps stay in the office and interact with marketing qualified leads via telephone and email. This isn’t telemarketing, because there’s no cold calling involved: Inside sales teams get their leads from demand generation campaigns, when they’re scored, qualified, and ready to close.

‘The Truth about Leads’ Is Just That

Paul Gillin

My 15 months of hell taught me otherwise, and that’s why I was curious when Dan McDade sent me a copy of The Truth about Leads. McDade Is an entrepreneur whose company, PointClear , helps businesses improve their prospecting and lead nurturing.

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B2B Lead Generation Blog: Target Marketing: What’s a Lead?

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 Many marketers believe generating more sales leads is the key to hitting revenue targets.

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B2B Lead Generation Blog: Using White Papers for Lead Generation

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 Do you qualify leads before sending them to your sales team?

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