Sirius Decisions Thinks Websites Will Generate 71% of All B2B Sales Leads by 2015. I Disagree.

The Point

Sirius Decisions wrote an insightful article last week about the acquisition by Marketo of Insightera (a Web personalization platform), and included was the following projection: “By 2015, we expect to see 71 percent of b-to-b organizations’ new inquiries coming via the corporate Web site.”.

Why is Inside Sales So Scared of Lead Nurturing?

The Point

Recent studies tell us while the adoption of marketing automation technology continues to gain momentum, fewer than 20 percent of marketing executives say that they are fully integrating the technology into their current sales and marketing initiatives. Marketo sends first follow-up email.

Trending Sources

MobileIron Harnesses End-User Demand to Drive Mobile IT Sales Leads

The Point

If end users want your product, but their IT department makes the purchase decision, can you leverage that demand to drive IT sales leads? That was the question contemplated by the marketing team at MobileIron , a leading provider of mobile device management technology.

My Secret Methods for Turning Marketing Leads into Qualified Sales Leads

Modern B2B Marketing

by Jon Miller The Definitive Guide to Sales Lead Qualification and Sales Development. This is especially true in the handoff between marketing and sales. Aaron Ross and Craig Rosenberg , are two of the biggest advocates of having a separate sales development function.

Prevent Defense or Permit Offense? What a Football Argument Has to Do with B2B Sales Lead Generation

ViewPoint

I can’t mediate those in the world of football, but I can weigh in on three areas of argument in our industry that are dramatically impacting sales and marketing spending and results that I feel are important to understand: There are some who say that Inbound/Content marketing is king and Outbound is dead. I don’t agree with those folks, but I do agree with contrarian Marketo’s response: “Inbound, Outbound? A lot of people will tell you that sales and marketing are aligned.

3 Ways to Improve the Quality of Your Sales Leads

Modern B2B Marketing

by Carol Fox If your sales leads aren’t receiving lead nurturing efforts from marketing to convert them quickly into business, they ultimately aren’t going to benefit your bottom line. Fine-tune your lead scoring system. Commit to lead nurturing.

Is Marketing Automation Right for Every Company?

The Point

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. For those of us who work in and around the technology every day, it can seem like marketing automation is already pervasive.

How to Optimize Google AdWords with Offline Conversion Tracking and Marketo

Modern B2B Marketing

Until now, however, the AdWords conversion tracking tools have only worked for basic online conversions, such as a lead submission (form fill-out) or e-commerce transaction. Marketo Integration. Here are four examples of how this can work: Demographic scoring to qualify leads.

Share a Story to Drive Sales Leads

Modern B2B Marketing

by Carol Fox Conventional wisdom holds that a lead’s fate is decided by the prospective customer, not the sales person. Brands can deeply and positively impact their sales leads by sharing their customers’ positive experiences. sales leads

4 Value Selling Tools to Move Leads Down the Funnel

Modern B2B Marketing

Author: David Svigel Buyer behavior has changed; contact with your prospects occurs later in the sales cycle, and your leads come armed with more information than ever before about your products and services. They’re potential sales leads, but may need a little nudge.

How Does Lead Response Time Impact Sales?

Modern B2B Marketing

by Carol Fox Allowing time to elapse before sales responds to leads is unfortunately all too common – and costly. Oldroyd at MIT , in conjunction with InsideSales.com, showed that waiting even an hour to contact and qualify sales leads can drastically reduce your chances of success.

Does Your Sales Team Know How to Follow-Up on a Lead?

ViewPoint

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. Gain sales acceptance.

The 9 Parameters of a Lead Lifecycle

Modern B2B Marketing

by Rajiv Kapoor Lead lifecycle refers to how we manage the life of a lead (or contact or prospect depending on your terminology) from the moment it shows up in the system to deal close. Leads in your lifecycle must be in one of these stages. How will you alert the sales reps?

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Are You Lost In A B2B Sales Lead Paradox?

Modern B2B Marketing

They’ve filled the funnel with sales leads. The sales department followed through on the leads provided but somehow your close-ratios are dropping. Your Lead Scoring Is Off The Mark. Nowhere is this more evident than in your lead scoring system.

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Is Account-Based Marketing the Holy Grail for Lead Generation Nirvana? [PowerOpinions Part 1]

ViewPoint

According to a report by SiriusDecisions, 2015 State of Account-Based Marketing (ABM), more than 60 percent of companies plan to invest in technology for ABM to better align sales and marketing over the next twelve months. ABM aligns marketing and sales.

B2B Lead Generation without Lead Nurturing is Doomed to Fail

Industrial Marketing Today

Here’s the shocking reality of B2B lead generation – 79% of marketing leads never convert into sales opportunities. B2B marketing and lead generation experts point to a lack of lead nurturing as the primary cause of this poor performance. Why is lead nurturing important? This is because of the prevalent trend of industrial buyers using online resources to go deeper and deeper into their buying cycle before engaging with your sales people.

Why B2B Lead Nurturing Can Be The Golden Ticket to Sales Success

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer B2B marketers who excel at lead nurturing are growing their businesses rather sweetly by generating more sales-ready leads at a lower cost per lead. But is lead nurturing worth it?

Panning For Gold: Capturing the Sales Leads You Really Want

Modern B2B Marketing

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.

How to Use Quizzes to Ramp Up Your Lead Database

Modern B2B Marketing

Tell them you have a new way of generating quality leads! They are visual, fun to take, and can be a great lead generation tool. This blog will help you learn more about this lead generation strategy and how you can create engaging quizzes : Step One: Create a Captivating Quiz.

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Lead Generation: How Do You Balance Quantity with Quality?

Modern B2B Marketing

Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work. A good lead generation team keeps your sales team fed and focused on closing deals. Pass lots of leads to sales. Pass quality leads to sales.

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Content Syndication – Compelling Content, Targeted Leads

Modern B2B Marketing

Keep in mind that this is not a sales pitch. gives you the ability to capture prospects’ information so you can market to them — this is a great way to build your pipeline with new sales leads you never had.

How to Optimize Your Website’s Resource Library for Lead Generation

The Point

A well-designed resource library can be a key factor in converting Website visitors to measurable, actionable sales leads. Comments Steve Reinhardt, Spear’s lead Web designer: “I’m a big fan of WordPress for its consistent updates and vast library of plugins.

Data Talks! 2 Proven Lead Generation Tactics to Jump on Now

Modern B2B Marketing

Finding quality prospects is one of a marketer’s biggest challenges—how do you find leads that will convert into sales? In fact, 61% of B2B marketers cite generating high-quality leads as their No. But, I stress, don’t fall for every trendy new idea or lead gen hack out there.

2011 Lead Management Optimization Survey shows less focus on branding, more on customers

Modern B2B Marketing

by Carol Fox CSO Insights just released the results of its annual Lead Management Optimization (LMO) Study. The results were encouraging in that marketing seems to be shifting more and more toward alignment with sales objectives.

No Leads from Social Media? No Excuses.

The Point

I’ve written previously in this space about how corporate social media initiatives are so often in the hands of people, notably PR agencies, for whom lead generation is neither a priority nor a core competency. Navicure uses Marketo and Salesforce.com to track marketing ROI.).

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How to align sales and marketing with a lead management process

Leadfeeder

Despite good intentions there are still many loopholes in lead management that undercut sales performance. That’s why having a solid lead management process in place can save lead generation programs from the chopping block. I was lucky enough to catch up with a few sales and marketing leaders recently from companies like LeadGenius, Socedo and Metadata, to learn more about how their teams develop a sales pipeline with lead management best practices.

Wanna Win? Jump Up the Lead Quantity and Add Nurturing!

ViewPoint

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. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it. What’s worse, sales will not incrementally increase in proportion to the marketing spend.

9 Elements for a Successful Marketing Program Mix

Modern B2B Marketing

This includes selecting programs that are going to identify new leads and campaigns that are going to cause current leads in the system to move farther down the funnel. At Marketo we sell to the C-Suite, Marketing Executives, Sales Management, and Marketing practitioners.

3 Ways to Make Your Corporate Blog’s Sidebar Work Harder

The Point

Capturing new subscribers is one of the most efficient ways to convert random visitors into loyal readers that you can nurture over time and eventually turn into actionable sales leads. Want a simple way to have your corporate blog show measurable results?

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Lead Generation: Have You Evolved Past Cold Calling?

Modern B2B Marketing

by Maria Pergolino Remember the days when cold calling was one of the primary ways sales reps managed lead generation ? With the new changes in B2B sales, namely Sales 2.0 practices, traditional cold calling has for the most part become a thing of the past and sales teams couldn’t be happier. Thanks to Sales 2.0 Marketing Qualifies, Sales Closes. Marketing generates and nurtures leads until they are sales-ready. The best Sales 2.0

Improve Lead Generation with Help from Unhappy Customers

Modern B2B Marketing

When dissatisfied customers come knocking, do you shy away from the work it takes to not just resolve the situation but to make lemonade from those lemons, or do you look the other way and hope for a bucketful of new leads to even out the playing field? by Andrew Spoeth.

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Love Every Lead – 4 Ways Marketing Automation Benefits the Sales Cycle

Modern B2B Marketing

It’s very clear that marketers can now generate, score and nurture leads to a level that was not possible just a few years ago. Lead scoring and nurturing tools ensure that a company can manage the top of the funnel through to marketing qualified leads (MQL).

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Is Your Web-based Content Driving Away Sales Leads

ViewPoint

Today's guest blogger, Reg Nordman, is the Managing Partner for Rocket Builders , a Vancouver based sales and marketing consultancy for high growth companies. Previously he has worked in direct and channel sales for major firms such as Unisys and Commodore. source: Marketo ).

Dear Marketing Department, Please Stop Sending Us Crap Leads. Love, Sales

Modern B2B Marketing

by Seth Resler Have you implemented a formal lead scoring and qualification process? So here it is, sans sugar coating: Please stop sending us crap leads. I know the relationship between sales and marketing hasn’t always been smooth. Sincerely, The Sales Team.

Nurturing Sales Leads

Modern B2B Marketing

If you ask most executives to describe where revenue comes from in their organization, they'll usually talk about the "sales cycle" or "sales funnel". Today, companies can start building a relationship with potential buyers long before they want to speak with sales. This means marketing needs to fill in the gap by nurturing those leads until they are ready to engage in an active buying cycle. Check out our complete list of lead nurturing resources and best practices

Lead Scoring: What’s Hot and What’s Not

Modern B2B Marketing

by Rick Siegfried When we say a lead is “hot,&# what do we mean? Exactly when is a lead “cooked” enough to go to sales? Such is the eternal struggle of sales and marketing teams across the world. It’s kind of a subjective description, isn’t it?

Time for a Pitstop: Fine-tuning Your Automated Lead Scoring

Modern B2B Marketing

You are trying to make sure your lead generation vehicles are driven efficiently and effectively—with marketing automation as your engine—to beat your competitors to the finish line. Yet, that is what many marketers do with their marketing automation and lead management vehicles.

The Future of Sales Lead Management – An Interview with SLMA’s James Obermayer

Modern B2B Marketing

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. Luckily, Marketo had the chance to capture this event live.

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Lead Generation: Less is More in Challenging Economic Times

Modern B2B Marketing

The vast majority of marketing departments are finding success with lead generation (Good!) but they pass them to sales at the wrong time (Bad!). Most marketing teams are running a variety of great demand generation programs , generating lots of leads that unfortunately aren’t closing.

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First World Problems: What To Do With Too Many B2B Leads

The Forward Observer

Artillery B2B Marketing Blog > The Forward Observer Are you getting lots of leads but not enough sales? Lead scoring can help you practice smart B2B sales triage, while boosting conversions and revenues. While having too many leads may sound like a nice problem to have, it can actually be worse than not having enough leads. Wait, Too Many Leads Can Be A Problem? After a few calls, most salespeople give up , deriding the leads as weak.