Industrial Marketing Today
NOVEMBER 9, 2010
I wrote this post because Chris, a regular reader of this blog, emailed me recently with a question on B2B lead scoring. His question – “Could you briefly describe the tools/process you use to ‘score’ sales leads?”. From Marketo : Lead Scoring Success Kit. Lead Scoring Cheat Sheet.
Industrial Marketing Today
OCTOBER 7, 2010
Lead scoring has become very important in today’s B2B marketing. Lead scoring, a key component of lead nurturing and management, is an effective tool for aligning sales and marketing. In developing a lead scoring system, marketing has to make certain assumptions to classify prospects as hot or not.
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Industrial Marketing Today
JUNE 22, 2011
I’ve heard some of my manufacturing clients call their subscribers free content leads. I’ve also read articles by other industrial marketers where they recommend using free content to generate new leads. However, I do have a problem with classifying these new subscribers as leads. One example would be inviting them to a webinar.
Industrial Marketing Today
MARCH 16, 2012
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.
Industrial Marketing Today
DECEMBER 12, 2010
A lead is a lead, right? SAL – Sales Accepted Leads is the bridge between Marketing Qualified Leads (MQL) and Sales Qualified Leads (SQL). Clearly defining and understanding the implications of MQL, SAL and SQL are critical to the success of B2B lead generation. Defining qualified leads.
Industrial Marketing Today
JULY 16, 2012
Upper management and key decision makers are skeptical about inbound marketing with content being able to generate qualified leads and set the table for sales. I am also convinced that these executives really want sales opportunities and not more of marketing qualified leads (MQLs). They are the specifiers of your product.
Industrial Marketing Today
FEBRUARY 25, 2013
No matter the size of the company or the industry they are in, my conversations always boil down to them wanting more leads from their industrial marketing. Yet I see [.]. This is only a content summary. Please click on the headline to read the full article. Visit my website for more content on industrial marketing.].
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