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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Why BANT No Longer Applies for B2B Lead Qualification

ANNUITAS

Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. Lead Qualification

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.

Why BANT No Longer Applies for B2B Lead Qualification

ANNUITAS

Fifteen years ago I worked for a B2B marketing agency that had an outbound call center focused on lead generation. The goal for the majority of our programs was to have our telemarketers qualify names, gather some information and qualify these prospects by the famed BANT (Budget, Authority, Need, Timeframe) criteria. We were quite successful in developing these programs for our clients and the leads were graded based on the answer to the BANT questions. Lead Qualification

11 Reasons Why Outbound Telemarketing Programs Fail

Marketing Insider Group

Rob and I support and have adopted what we call the “Tele-Web” concept of driving the most efficient leads for sales through pull-based inbound programs. And so we turn to good old-fashioned cold calling to drive leads, identify new contacts or even clean our lists.

B2B Lead Generation Blog: Disciplined Lead Qualification improves sales performance

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 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.

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?

Status quo, you know, is Latin for 'the mess we're in.'

ViewPoint

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. 75% of the qualification questions will be the same. Get an agreement on a qualified lead.

The Quest for Good Leads: Are You Asking the Right Questions?

ViewPoint

What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates.

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.

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?

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?

Be A Hero: Choose Appointment Setting for Your Next Campaign

Marketing Insider Group

Telemarketing services are continuing to grow in popularity, due to the low cost and high ROI; however, the difficulty lies in which telemarketing tactic to utilize. Most companies have previously experienced lead “traction” issues.

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….

Teleprospecting: When cutting response time is a priority (and when it’s not)

B2B Lead Generation

Tweet When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. That’s why, when one of our Research Partners, a B2B telecommunications company, wanted to convert more inbound leads into sales-ready ones, we cut our response time.

7 Tips For Successful Lead Follow-up

Marketing Insider Group

In my 20 years of marketing, sales and Telemarketing experience I have created many “Tele Web” programs, and here are the top reasons they succeed. You will see a diminishing return on every call made outside of 48 hours, and after 7 days you will see a 60-70% drop in leads generated.

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 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.

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.

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.

What’s up with B2B Marketing in Argentina

Biznology

Third, a larger role for marketing, as active members of inside sales and lead qualification teams. The two sides need to agree on what is a lead, how to define qualification, and identify the tools needed to operate—from marketing automation, to CRM, to ERP.

5 Sales Closing Techniques

Marketing Insider Group

Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty.

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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.

Integrate Social Media Into Your Marketing Mix

Marketing Insider Group

At the same time, you know that social media has changed the marketing landscape : shouting to prospects with endless email offers may produce leads but you’re worried about the longer term implications to your market.

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 5 Top Media for Cold Prospecting

ViewPoint

Ruth is also author of Maximizing Lead Generation: The Complete Guide for B2B Marketers. Let me go out on a limb and propose the top five media for your lead generation toolkit. Telephone is great for outbound inquiry generation, as well as lead qualification and nurturing.

Lead Generation Programs That Work

Marketing Insider Group

During my presentation titled Lead Generation Programs That Work I walked through the 5 Steps to Achieve Lead Generation ROI. I defined the top tactics for driving leads in today’s environment and listed those that aren’t working as well as they used to.

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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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.

B2B 169

The New Marketing Accountability

Marketing Insider Group

You can review both How To Align Marketing With Sales and Marketing Leads: Quality Vs. Quantity for more detail on the emerging need for marketing to drive real sales and to quantify efforts.

The Secret To B2B Social Media?

Marketing Insider Group

Lead Generation Programs That Work What Is The Future Of The Social Media Role? Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty.

How To Fine-Tune Your Data Strategies With Webinars

Content4Demand

While traditional tactics such as display advertising and telemarketing may not be equipped to identify and store declared data, other channels such as webinars are. Using webinars as part of its go-to-market strategy has helped ON24 improve lead qualification and nurturing.

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.

November: The Five Links You Need

Marketing Insider Group

Michaels B2BMarketingInsider blog is dedicated to sharing the ideas, topics and marketing strategies that drive real results like sales, leads, and higher customer loyalty.

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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. Online Marketing: Bait for Leads. Inside Sales: For Lead Qualification and Relationship Building.