Sales Lead Management: Are You a Victim of Failure to Follow-Up?
Fusion Marketing Partners
AUGUST 21, 2019
I talk about the concept of stopping “revenue leakage” a lot, and one of the biggest causes of revenue leakage […].
Lead Lead Management Marketing Leads Sales Leads 
4 Solutions to Consider When Marketing Leads Don’t Convert
The Point
OCTOBER 15, 2019
If your organization is generating plenty of leads but those initial inquiries aren’t converting to sales qualified leads, meetings, or pipeline, a myriad of things could be at fault: 1) sales follow-up may be sub-standard in either cadence, frequency, or message. 2) lead nurturing. 2) lead nurturing.
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Cracking the Code: Turning Intent Data into Go-to-Market Success
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Top Lead Generation Statistics for 2018
Zoominfo
FEBRUARY 1, 2018
As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. That won’t change. Keep reading.
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Taking Stock of Your Lead Management Process: 5 Key Questions
The Point
JANUARY 24, 2013
Key to designing an effective lead nurturing program is taking stock of your current lead management process. Giving sales a voice in the process will help ensure that, as an organization, they feel they have a stake in the new lead management program and won’t feel it’s being foisted upon them by marketing.
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What Percentage of Marketing Leads Should Be Accepted by Sales?
ViewPoint
OCTOBER 10, 2016
The biggest disconnect between marketing and sales is the hand-off of marketing qualified leads (MQL’s) to sales and the acceptance of those leads (SAL’s) by sales. That’s more than 100 percent higher performance for companies that have the rigor of sales acceptance in their lead management process.
Top B2B Lead Generation Statistics for 2021
Zoominfo
JULY 24, 2019
As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. That won’t change. Ready to learn more?
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How Quickly Should I Suspend or Delete Non-Responsive Leads?
The Point
DECEMBER 15, 2020
A client asks: How long should a lead be chronically non-responsive before they’re marked as “marketing suspended”? Over time, an accumulation of stale, non-responsive leads can bump you to a higher pricing tier for your CRM or marketing automation license. . What best practices should we put in place?
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162 When Should You Dismiss a Sales Lead?
PureB2B
FEBRUARY 27, 2017
You then meet two types of sales leads: the qualified and the non-qualified. The next step is pretty simple when it comes to marketing qualified leads , you either nurture them or try to close them. But, what about unqualified leads? Signs a Lead Isn’t Worth Pursuing. The Art of Saying “No”.
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Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
ViewPoint
AUGUST 19, 2014
Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close? Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?
Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
ViewPoint
AUGUST 26, 2014
Is it necessary to pre-qualify inbound leads? Should CMOs feel confident that these leads from marketing automation are ready for sales to close. Without additional qualification measures (such as tele-qualifying), will these leads inevitably clog and choke the sales pipeline?
The Future of Sales Lead Management – An Interview with SLMA’s James Obermayer
Adobe Experience Cloud Blog
JANUARY 27, 2011
by Katie Byrnes Marketo CEO, Phil Fernandez, had the chance to interview the CEO of the Sales Lead Management Association, James Obermayer at Dreamforce 2010. At SLMA, Jim Obermayer focuses on proving the return on investment of marketing activities and managing sales leads, and the value of managing those sales leads.
Optimizing Lead Distribution for Higher Conversion
markempa
APRIL 13, 2015
Tweet The management of sales leads is critical to generating marketing ROI. Sadly, sales leads often land on the scrap heap because marketers throw leads over the wall and then expect salespeople to catch them. Many of you reading this post do not have a choice of who you distribute leads to.
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Marketing Leads: Quality Vs. Quantity
Marketing Insider Group
AUGUST 12, 2010
We discussed the great lead quality vs. lead quantity debate. And the conversation went way later than the restaurant manager and our wonderful server wanted it to. And when quality is required, you need to be able to deliver leads that convert. The debate often goes like this: Sales wants more leads.
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4 Ways Sales Can Nurture and Convert Leads
PureB2B
OCTOBER 20, 2020
It doesn’t have to be consistent bleakness though, in fact, it’s possible to have far more control over your prospecting and lead management than you probably thought. It all starts with enabling your sales team, and turning them into lead nurturing machines. Unified Voice Between Sales and Marketing.
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4 Ways Sales Can Nurture and Convert Leads
PureB2B
OCTOBER 20, 2020
It doesn’t have to be consistent bleakness though, in fact, it’s possible to have far more control over your prospecting and lead management than you probably thought. It all starts with enabling your sales team, and turning them into lead nurturing machines. Unified Voice Between Sales and Marketing.
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Does Your Sales Team Know How to Follow-Up on a Lead?
ViewPoint
JUNE 7, 2016
Nurture leads until they’re ready to turn over to sales is the sixth of 7 Truths about Sales and Marketing that CEOs need to know. This post is part of a series about the CEO’s role in eliminating wasted marketing spend and increasing sales results. Set sales straight—it’s a win win.
Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.
The Point
SEPTEMBER 30, 2013
Do I need it in order to do lead nurturing?”. My answer: “It depends how you define “ lead nurturing ,” but technically: no, you don’t need marketing automation in order to nurture leads. Marketing automation simply takes nurturing to a whole new level. What other differences did I miss? Comments welcome.
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What Should the Sales Close Rate Be?
ViewPoint
MAY 23, 2017
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. None were actually leads.
PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue
ViewPoint
OCTOBER 9, 2013
An important question all sales and marketing departments should be asking themselves is how they can better communicate in order to follow up on leads. Finding leads isn’t the hard part, but unqualified leads are just “ash and trash”, according to my latest PowerViews guest, James Obermayer, sales manager extraordinaire.
Gmail Priority Inbox: the Death Knell for Email as Lead Generation?
The Point
SEPTEMBER 8, 2010
If (as is likely) the concept catches on and extends in one form or another to other email clients, notably Microsoft Outlook , Priority Inbox could sound the beginning of the end for email as a lead generation tool. One, because the effectiveness of email as a tool for acquiring net new sales leads is already as bad as it’s ever been.
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Panning For Gold: Capturing the Sales Leads You Really Want
Adobe Experience Cloud Blog
JULY 7, 2011
Marketers need to be able to quickly sift through incoming leads, identify those ready for sales, and have a plan in place to nurture the rest. Also, marketers need to evaluate which techniques are producing the highest quality sales leads so they will know where to continue panning. Keep investing here).
A Follow-Up Strategy for Content Syndication Leads
The Point
AUGUST 25, 2015
It’s important to recognize that content syndication leads are not like most sales leads. If you hand off content syndication leads to your sales force without setting these expectations, your program may be doomed to fail. The post A Follow-Up Strategy for Content Syndication Leads appeared first on The Point.
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4 Steps to Optimize Your Lead Generation Process
Outbrain
JANUARY 13, 2020
Tailor specific content, comms and offers according to the current status of the leads. Don’t be discouraged by rejected leads. Don’t let hot leads cool down! For B2C and B2B organizations, a working lead generation process is a must, and when done right, it can become the main driver of new business.
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Is Marketing Automation Right for Every Company?
The Point
AUGUST 22, 2014
That might suggest that the adoption rate for marketing automation is lagging, but revenues for the leading companies are climbing at a torrid 50-60 percent per year. Even then, however, the vast majority of B2B marketers have yet to take the plunge. Which begs the question: is marketing automation right for every company?
7 Tips for Better LinkedIn Leads
PureB2B
MARCH 6, 2018
When it comes to generating B2B leads on social media, LinkedIn is way ahead of the competition. LinkedIn offers a number of marketing tools that you can use to drive more people to your website and generate sales leads for your team. Use Your Company Page as a Lead Generation Page. Mission accomplished.
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48 Why Inbound Leads Should Be Your First Priority
BOP Design
FEBRUARY 4, 2019
I am continually trying to convince salespeople that inbound website leads should be a priority. Most salespeople still distrust B2B website leads , possibly because inbound web leads are relatively new. Also, salespeople have been trained to perform outbound sales and don’t know what to do with an inbound lead.
Essential Marketing Insights
Full Circle Insights
JANUARY 16, 2024
Similarly, the sales department also sources deals through marketing-lead call-down campaigns or special customer engagements. The Revenue Sourced by Department metric gives your CEO a holistic look at who contributed to deals, beyond the sales team. #2: 2: Funnel Velocity What is it? 3: Funnel Volume What is it?
5 Steps to achieve Lead Generation ROI
Marketing Insider Group
MAY 12, 2010
In this article I will argue for the importance of and the 5 steps to create marketing ROI through demand generation. Online lead generation is one of the best ways to identify customers early in the journey and produce a solid and predictable return on investment. Marketing needs to be the engine to identify qualified leads for sales.
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Avoiding Cascading Zipper Failures between Marketing and Sales
ViewPoint
AUGUST 21, 2012
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. Of course what I am thinking about are the functions of sales and marketing. No lead management system. Zipper Failure.
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120 PowerViews with Chris Tratar: Execs Need to Support ‘Sales-First’ Culture
ViewPoint
MARCH 18, 2014
Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. Stay Tuned.
PowerViews with Chris Tratar: Execs Need to Support ‘Sale-First’ Culture
ViewPoint
MARCH 18, 2014
Everyone in sales recognizes that there is an unfortunate gap between marketing automation and customer relationship management (CRM). When 80 percent of marketing-qualified leads fail to convert into sales-qualified leads, it’s time for the industry to reconfigure its thinking. Stay Tuned.
B2B Lead Generation Blog: 7 Tips to Improve Sales Follow-up & Close More Leads
markempa
AUGUST 1, 2007
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! « 9 1/2 Ways. « 9 1/2 Ways.
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120 B2B Lead Generation Blog: Webcast: How to Precisely Define a "Lead" Before Marketing Begins
markempa
MARCH 6, 2007
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading!
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10 Questions: Do You Need Marketing Automation?
The Point
MAY 6, 2010
For other companies, the decision of whether or not to take the plunge into marketing automation is less of a slam-dunk. Not everyone is able to measure the precise ratios at which sales leads currently convert to sales. Inevitably, much of the business case for a marketing automation solution comes down to intangibles.
Taking away a marketing manager’s excuses!
ViewPoint
JANUARY 21, 2014
Which brings me to the topic for this month’s article, which follows up on the December topic entitled: " Taking away a salesperson’s excuses ," in which I wrote about the lack of sales lead follow-up. This month we tackle the issue of Marketing not delivering on an ROI responsibility. Here are some of the justifications.
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120 How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment
markempa
DECEMBER 29, 2011
Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. I recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead. They need to do the same with trade shows. Trade-show registration lists.
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120 Is Social Media Wasted on PR Agencies?
The Point
OCTOBER 8, 2009
Except awareness and thought leadership represent only a fraction of the potential return from social media, and in fact (I would argue) place well behind the windfall that social media makes possible in the areas of lead generation and lead nurturing. expand company’s leads database and community of followers.
Marketing Automation Software that Delivers the Most Data Wins!
ViewPoint
MARCH 26, 2013
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. Some say that 18-20% of all B2B companies have marketing automation, and up to 80% have a CRM system. i Really, how do you argue you with this?
7 Amazingly Effective Lead Nurturing Tactics
Hubspot
MARCH 15, 2016
As companies adopt inbound marketing as a way to generate more leads, the importance of having an effective lead nurturing strategy becomes very clear. In most cases only a relatively small percentage of your inbound leads will be ready to make an immediate purchase, leaving upwards of 90% of your inbound leads on the table.
10 Simple Tricks to Accelerate Your Sales Pipeline
PureB2B
AUGUST 19, 2018
It’s said that it takes around 84 days to convert a lead into an opportunity, and another 18 days to turn it into a deal—all of which may only have a 6% success rate regardless of how long you’ve worked on it. The sales cycle is composed of phases required to sell a product or service. Nurture Your Leads.
B2B Lead Generation Blog: MarketingSherpa Data on the Best & Worst Lead Generation Offers for 2006
markempa
JULY 28, 2006
B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. FREE E-Book 8 Critical success factors for lead generation Just tell us where to send your FREE updates Subscribe in a reader Podcast Feed Subscribe via iTunes Recognition Thanks for Reading! Stay tuned.
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Perfect time to make a Sales Call in 2020
Valasys
DECEMBER 4, 2019
Best time for telemarketers to call a Sales Lead: For the marketers wishing to establish the Perfect time to make a Sales Call in 2020, it is important to recognize what is the best time to cold call business owners. The research also shows that 35-50% of sales go to the vendors you respond first.
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High-Performance Inbound Marketing Techniques for Successful Lead Generation Campaigns
Only B2B
FEBRUARY 1, 2023
Lead Generation Driven By Digital Marketing Online marketing strategies are used in the process of “inbound lead generation” to entice clients with useful and pertinent material. Each of these lead magnets may be put together into a series of actions that guide your customer to your product.
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Lessons from the CSO Insights 2010 Lead Generation Optimization Study
Adobe Experience Cloud Blog
AUGUST 31, 2010
The CSO Insights 2010 Lead Generation Optimization Study identifies some of the best practices that companies are focusing on to optimize their lead generation performance. And a key part of delivering sales and marketing ROI is the ability to track the dispositions of all sales leads via a CRM system.
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