What is a Marketing-Qualified Lead? What MQL Really Means
OCTOBER 6, 2016
Just a few years ago, marketers everywhere rejoiced. Reliable marketing metrics were finally here! Definitions were set, processes were tested, sales and executives bought in across the board, and the panacea of the Lead Marketing Funnel brought peace to all.
4 Ways to Find Marketing Qualified Leads on Twitter
SEPTEMBER 12, 2016
This week, we’re happy to welcome a guest post from Socedo’s Teena Thach, social media and marketing specialist. But how do you know when you’re looking at a marketing qualified lead? Let’s take a look at using Twitter for B2B marketing leads: 1.
Why Businesses Need Marketing Qualified Leads
SEPTEMBER 25, 2016
In marketing and sales, we’re always on the lookout for leads. However, not all leads are created equal. Leads that have the biggest impact on your bottom line are Marketing Qualified Leads (MQLs). What is a Marketing Qualified Lead?
Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part I
B2B Lead Generation Blog
NOVEMBER 21, 2011
SiriusDecisions made a brilliant contribution to B2B marketing several years ago when they created their Demand Waterfall. It seems like everyone I talk to who works in the technology industry, which is an early adopter of marketing innovations, uses the Demand Waterfall framework.
Introduction to Lead Management
B2B Lead Generation Blog
NOVEMBER 3, 2014
Tweet If Sales and Marketing were a manufacturing operation starting with raw materials — leads — and ending up with 5% to 20% in deliverable product — won sales — it would soon be shut down to determine what is wrong. Lack of lead management impacts lead conversion and ROI.
How ECI Telecom Discovered the Surefire Sign that Sales and Marketing Are Aligned
B2B Lead Generation Blog
MARCH 25, 2012
Tweet If you’re among the roughly half of B2B companies that have strong alignment between your sales and marketing teams, then congratulations! Michelle Mogelson Levy, Associate Vice President of Marketing Programs, ECI Telecom , learned this the hard way.
A Painless Guide to Planning a Marketing Budget
DECEMBER 13, 2011
by Brian Kardon | Tweet this I was with a group of CMOs last week, all of whom were knee-deep in developing their marketing budgets for 2012. The group was divided down the middle with half energized by the process and half dreading it as much as a root canal. But now I look forward to the marketing budget process. And I know precisely what my Marketing team has to do to hit those targets. To explain, I created a sample marketing budget below.
5 Attributes of an Effective Lead Management Process
JANUARY 26, 2015
Inbound marketing is a powerful strategy. When we implement it for a company here at Imagine Business Development, we will typically see a 2 to 7 times increase in lead generation in the first year and a 5 to 10 times increase in future years. Lead – we consider a lead simply a lead.
Are you Generating Qualified Leads or Wasting Marketing Dollars?
Great B2B Marketing
JANUARY 21, 2013
If you ask a dozen marketers and sales people for their definition of a qualified lead, you might hear answers ranging from “anyone that’s breathing” to “someone ready to buy today.” This issue often comes to a head when the marketing manager brags about all the qualified leads and the sales manager says something like, “Yes, there a bunch of leads coming in but they stink” (often expressed in more colorful terms). Let prospects qualify themselves.
Introducing: The Modern Marketer’s Guide to Video
MAY 20, 2014
by Amanda Batista | Tweet this Video marketing: You know you need it. But for many marketing organizations it’s difficult to strategize. These are pesky words that often seem to crush video marketing dreams. Need More Strategic Video Marketing Tips?
Searching For the Elusive Net New Name
APRIL 11, 2011
In demand generation , we employ a myriad of tactics to grow our databases, feed our nurturing campaigns and, eventually, drive qualified sales opportunities and revenue. That’s not to say there’s no value in programs like webinars or content promotions run through media partners your target market depends on for resources and information. Anyone running lead guarantee programs is familiar with the traditional cost per lead calculation. by Elle Woulfe | Tweet this.
Is sales and marketing alignment just a buzzword?
APRIL 7, 2016
Sales and marketing alignment has been overused because many B2B companies are still operating with an outdated model where marketing builds branding and awareness and sales books appointments. Most misalignment starts with different definitions of what a qualified lead actually is.
Define and Conquer: Tips to Improve Sales and Marketing Alignment
APRIL 29, 2013
The following is the first of a two-part series on strategies to bridge the gap between sales and marketing. At its best, the relationship between sales and marketing is like a fresh romance. Sales still tells marketing it appreciates all the hard work and revenue contribution.
Stop the Insanity; A View on Social Media ROI for Lead Generation
APRIL 28, 2012
If you’re going to count the time and rates to engage, listen, and monitor social media as part of your ROI calculations, then you’d better start applying that same logic to your paid search agency, your digital agency, your ad agency, internal marketing staff, and any marketing consultants. So before we look at calculating ROI of social media let’s understand the following: Social media marketing IS marketing; and that means the goal is leads and sales; no argument there.
Demand Generation Strategies & Lead Management Processes First
MARCH 1, 2012
Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute.
Is Your Lead Generation Strategy Broken?
FEBRUARY 23, 2016
A broken lead generation strategy could mean trouble for your sales and marketing team, but not just because of the fundamental misalignment between the two departments. Have marketing and sales decided on a shared definition for a qualified sales lead?
What Percentage of Marketing Leads Should Be Accepted by Sales?
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. My solution to this is having a lead definition agreed upon by marketing and sales, and the establishment of a judicial branch to evaluate leads that are not accepted and passed back to marketing or dead in the funnel. B2B Marketing B2B Sales Sales Leads
Looking Beyond Sales and Marketing Alignment
Digital B2B Marketing
APRIL 11, 2012
In many B2B marketing organizations, marketing is expected to deliver leads and sales is expected to close. But is this really perfect sales and marketing alignment? He also points out that sales and marketing both contribute through the entire funnel.
The B2B Content Marketing ROI You Should Care About.
OCTOBER 1, 2015
Measuring content marketing’s return on investment in B2B companies can be a complex calculation, especially if your solution is expensive, requires committee-based decisions, and has long and unpredictable sales cycles. What are their roles and what is their buying process?)
Not All Advice is the Right Advice
MAY 16, 2012
I’ve been a part of several online conversations recently that have discussed how to get more from marketing automation and improve the return on marketing’s investment. In each of these conversations, folks have weighed in about the importance of sales and marketing working together to define a “lead”. “If If they can just do that”, so goes the refrain, “then marketing and sales will live happily ever after.”. Because there is more than one level of a “lead”.
A Simple 2-Step Technique for Improving Lead Follow Up
JULY 14, 2015
In an era when “demand generation” and “content marketing” are virtually synonymous, most B2B sales leads are the result of a prospect downloading or requesting content. raw inquiries convert to either MQLs (Marketing Qualified Leads) or better.
SiriusDecisions Summit 2015: The Un-Death of B2B Sales
MAY 15, 2015
As a passionate marketer who strives to transform demand generation each and every day, I tend to think that nothing can shock me. These and other similar statistics have led marketers to believe that the importance of B2B sales reps has diminished.
The Biggest Contributor to B2B Revenue
B2B Lead Generation Blog
OCTOBER 31, 2016
In most B2B companies with complex products or services, marketing-sourced leads rarely account for even half the revenue and often it is much less. Very quickly, these teams contribute more pipeline than any other lead source.
What Type of B2B Leads Do You Have: IQLs, MQLs, or SQLs?
The Forward Observer
MAY 12, 2014
Artillery B2B Marketing Blog > The Forward Observer You''ve got leads, but are you focusing on the most promising ones? One of the most important roles for B2B marketers is lead generation. Just generate leads. Marketing Qualified Lead (MQL).
A Guide to Lead Qualification: The Basics
Sales Intelligence View
OCTOBER 1, 2012
As the continuous cycle that is the sales process rolls on, sales’ need to capture more and more business grows. During this initial stage the prospect is typically just gathering information from the company to help them with their decision making process. Sales Leads.
The High ROI of Attribution: A Total Economic Impact™ Study by Forrester Consulting on Behalf of Bizible [Infographic]
JANUARY 27, 2017
B2B marketing attribution is an established piece of martech in today’s technology landscape, but marketers are left wondering about the comprehensive ROI of an attribution solution. When customers begin using Bizible, it leads to a drastic increase in marketing contribution to revenue.
Lead Generation: 2 simple tips to determine cost per lead
B2B Lead Generation Blog
JUNE 16, 2014
Tweet Getting to the heart of lead cost is not easy. In today’s B2B Lead Roundtable Blog post, I wanted to explore cost per lead by sharing a few tips and insights from the panel of industry experts that spoke on the subject at MarketingSherpa Lead Gen Summit 2013.
Customer Lifecycle Metrics, Part 3: Nurture, Score, Repeat
JANUARY 30, 2017
Now it’s time to nurture those prospects and turn them into qualified leads. In part three of this series on customer lifecycle metrics, we’ll focus on the metrics that measure how well you’ve nurturing leads, building their trust, and bringing them along on the journey to buy. Depending on the business you’re in, the lead nurturing road can be a long one. And the secret weapon is marketing automation. Lead Scoring : Leads are not created equal.
Rules of B2B Lead Scoring – Who’s Hot, Who’s Not
Industrial Marketing Today
OCTOBER 7, 2010
Lead scoring has become very important in today’s B2B marketing. Especially now since industrial and technical buyers are relying more and more on online resources for their decision making process. Marketing’s role in interacting with prospects has expanded and goes further into the buy cycle than before. Lead scoring, a key component of lead nurturing and management, is an effective tool for aligning sales and marketing.
3 Reasons to Adopt a Scalable Marketing Automation Platform
Modern B2B Marketing
JANUARY 13, 2017
While our demand generation team celebrated this victory, we knew that with a lead database swelling to 70,000 entries and counting, we needed to embrace a more sophisticated, enterprise-grade marketing automation platform. Marketing Automation b2b Consumer
Why You Can’t Do B2B Marketing Forecasting Without Attribution
DECEMBER 29, 2015
Well, as far as I know, nobody has that power, but there is something that can get pretty close, and that is marketing attribution. Generally, marketing attribution is known for looking back and not into the future. Full-Funnel Data vs. Lead Data. Multi-Touch Marketing Data.
What The Boss Can Teach Us About Marketing Automation
JUNE 17, 2016
This time around it's Marketing Automation. WHAT SPRINGSTEEN KNEW ABOUT B2B MARKETING AUTOMATION. Think about your marketing automation systems. Read the full story on Chief Marketer. Guarantee your marketing automation success with persona-based content.
B2B: How to Close Your Sales Qualified Leads
The Forward Observer
MAY 19, 2014
Artillery B2B Marketing Blog > The Forward Observer Are you faltering at the goal line when it comes to closing sales qualified leads? The B2B sales lead game has changed. Marketing Qualified Lead (MQL). Sales Qualified Lead (SQL).
How to Use Interactive Quizzes to Make Your Sales Team Smarter
JUNE 7, 2016
Due to the addictive nature of BuzzFeed quizzes, interactive content (with quizzes as the star performers) has been dazzling marketers since it burst onto the scene a couple of years ago. Naturally, we started integrating them into our strategic repertoire to drive awareness and leads.
3 Marketing Operations Mistakes That Will Break Your Sales and Marketing Alignment
Modern B2B Marketing
NOVEMBER 29, 2016
Author: Tanya Chu What do the marketing leads look like? Where are all our leads going? On the marketing operations team, we get asked these questions often by the demand generation and sales teams. This is often the result of faulty lead scoring.
Selling is Easy! (If You Get the Right Support)
FEBRUARY 27, 2013
Could you make your sales process as easy as 1, 2, 3? Qualifying decision makers and finding problems I can solve. Qualify your leads. How can you get to the stage where interested leads identify themselves? The goal of inbound marketing is exactly that.
Measuring Year-End Marketing KPIs – Where’s the Data?
DECEMBER 4, 2015
Marketers are gearing up to close out the year strong with holiday marketing, a topic we covered in last month’s post about holiday marketing. The time for marketers to start the process of year-end measurement is quickly approaching. Marketing Automation Tools.