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.

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.

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

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.

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.

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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Dynamic Duo: Close More Deals with Sales and Marketing Alignment

Modern B2B Marketing

Author: Stacey Thornberry A joint Marketo and Reachforce research piece found that businesses are 67% better at closing deals when sales and marketing work together. He spoke about “Lead Generation: Strategies that Kill the Competition.”. Lead Scoring.

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Do You Need Marketing Automation to Do Lead Nurturing? Sort Of.

The Point

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.

How the CEO Can Enhance Sales, Marketing, and the Executive Branch

ViewPoint

Someone once told me that CEOs don’t care about leads. Unfortunately, as a result of this thinking, marketing spends a ton of money generating leads for sales that are never followed-up. Is sales development about hiring some young hungry kids to bang on the phones?

5 Ways Top Sales Reps Can Use Marketing Automation to Close More Deals

Modern B2B Marketing

Author: Chris Gillespie Marketing automation software is a huge blessing for sales teams, but unfortunately, it’s usually a tool that few salespeople leverage. The bottom line though is that marketing automation is sales’ best friend but also probably its most misunderstood ally.

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.

The Key to Sales and Marketing Alignment: The Sales Development Rep

Modern B2B Marketing

by Dayna Rothman To truly build a high-performance revenue engine, you need to have solid alignment between sales and marketing. Here are some common questions about the Sales Development process that your organization will want to answer: When should Marketing pass a lead to the SDRs?

5 Ways Sales Will Continue To Evolve

Modern B2B Marketing

by Bill Binch B2B companies don’t have the same luxury that businesses had in former years, when sales controlled consumer behavior. Now the digital marketplace has put the buyer in the driver’s seat and some sales forces behind the eight ball to keep up with consumer habits. Sales 2.0

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?

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.

Sales, Big Data, Partnerships & Integration: A Conversation with Henry Schuck of DiscoverOrg and Mark Godley of HG Data

DiscoverOrg

It’s an amazing time to be a consumer of sales data. That is why DiscoverOrg is beating the pack and has emerged as a best-of-class sales intelligence platform. In conjunction with the DiscoverOrg/HG Data partnership announcement, we sat down with DiscoverOrg co-founder and CEO, Henry Schuck, and HG Data’s Chief Revenue Officer, Mark Godley, to get their perspectives on the role of data and SaaS tools on both the trends and future direction for sales and marketing.

Why Marketing Doesn’t End at the Sale – Customer Obsessed Lifecycle Marketing

Modern B2B Marketing

Author: Amanda Scigaj Marketing’s role in an organization often boils down to creating new leads and revenue opportunities, and then passing them to sales. But most marketers know that it’s more cost effective to renew business with an existing customer than to acquire a new lead.

Three Truths Behind Sales and Marketing Alignment

Modern B2B Marketing

by Bill Binch To create the best lead generation process, you’ve got to keep sales and marketing on the same page. There is a continuing challenge for marketing to fill the sales lead coffers. Collaborative lead scoring is the basis for effective qualification.

Are You Optimizing the Top and Bottom of the Sales Funnel?

Modern B2B Marketing

by Maria Pergolino In today’s B2B marketplace, revenue cycle management is all about the sales funnel. But if yours is less than streamlined, you may be leaking more leads than you convert. To start the process, marketing needs to generate the best- qualified sales lead.

5 Essential Books to Understand B2B Sales 2.0

Modern B2B Marketing

by Katie Byrnes To effectively build relationships with prospects, sales teams need to learn to leverage evolving sales strategies. Without utilizing social networking, content marketing and other strategies, sales teams are likely leaving money on the table. Sales 2.0.

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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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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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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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.

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.

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

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.

Jump-Start the Week with These 10 Sales Posts

Sales Intelligence View

Literally hundreds and thousands of sales blogs with self-proclaimed “best sales solutions” trying to cram their way into your Twitter feed, Google search results and your existence. Fret no more as I have done the searching for you and found what I deem some great sales blog posts. Are You Lost In a B2B Sales Lead Paradox? – Marketo Blog. Anthony Iannarino; the Sales Blog. Sales 2.0

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 ).

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.

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.

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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

Defining the Perfect Sales Lead – 4 Tips to Getting it Right

Modern B2B Marketing

Today’s B2B marketing success revolves around the new spirit of collaboration between marketing and sales, and nowhere is this more important than the point where the sales cycle begins – defining the perfect sales lead. by Andrew Spoeth.

5 Reasons to Leverage LinkedIn To Increase Your B2B Prospects

Modern B2B Marketing

Today’s demand generation has created a long cycle in online lead nurturing. From first click to sealing the deal, trust and rapport are critical to the sales process. The influence of social media is a cornerstone to opening the door to new leads and bolstering existing ones.