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ViewPoint
AUGUST 9, 2016
Near-Term Opportunities are Important, But So is Keeping the Pipeline Full. Your sales team likes nothing better than getting leads with a high probability of closing soon. So much so that many reps often ignore every lead they don’t consider hot. Longer-term opportunities increase marketing ROI.
ViewPoint
NOVEMBER 8, 2017
There’s plenty of mediocrity in lead generation—both in-house and outsourced. However, there are a lot of things good insourced operations and lead generation companies do well. While lead generation (or teleprospecting) is not rocket science, there are a lot of moving parts in a well-run lead generation machine.
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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. . How Quickly Should I Suspend or Delete Non-Responsive Leads?
Optinmonster
DECEMBER 14, 2021
Are you looking for the best lead generation tools to grow your business? Lead generation is more than just getting people to visit your site. And just like any tough job, lead generation requires the right tools–even for professional marketers. What Is a Lead Generation Software/Tool? Why is this important?
markempa
NOVEMBER 23, 2011
Tweet In my post earlier this week , I outlined the challenge presented by SiriusDecisions’ Demand Waterfall taxonomy, specifically with the phrase “Marketing-Qualified Leads” (MQLs). Another problematic phrase is “sales-accepted leads.”. Often, funnels leak the most during the handoff between sales and marketing.
ViewPoint
APRIL 28, 2015
The term "Hail Mary" has become generalized to refer to any last-ditch effort with little chance of success. The ways sales executives follow up on leads is a little like trying to win games with the Hail Mary. There are three main reasons why sales rep follow-up on leads is relatively ineffective: The leads suck.
Martech
MAY 1, 2024
As a result, the company improved customer engagement leading to revenue growth. We route visitors and potential sales leads to relevant conversation tracts, based on intent scoring, persona identification and product interest,” said Hansen. Iron Mountain measures engagement scores for performance on the new chat features.
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