To Manage Sales You Must Manage Sales Leads

ViewPoint

“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. The responsibility for addressing prospects’ needs remains a major part of the sales job. Lead Management Sales Leads

Desperate and Fearful: Need Pipeline – Want Sales Lead Generation

ViewPoint

Last week I published a blog that provided five ways to avoid getting burned by outsourced B2B sales lead generation, qualification and nurturing. So, they settle for a cheap solution—which is how mediocre sales lead generation firms survive. The need for sales pressures the CMO to deliver leads fast. Trouble is, that CMO is also under budget pressures, so corners are cut in the pursuit of needed sales leads.

Trending Sources

More Evidence That Waiting Even 5 Seconds to Contact a New Sales Lead Can Be Disastrous

The Point

In my experience, most of the mental energy and strategic thinking around the practice of lead nurturing and lead management is usually applied to the goal of accelerating prospects through the sales process – from MQL to SQL, from SQL to Opportunity, and so on.

How to Ramp Up Your B2B Sales Lead Generation with Social Media

B2B Marketing Insider

In fact, a report by LinkedIn found that 90% top performing sales representatives incorporate social media into their tactics. The post How to Ramp Up Your B2B Sales Lead Generation with Social Media appeared first on Marketing Insider Group. Social media is no longer just a fun, helpful supplement to a marketing mix. For many companies, it has become the primary vehicle for customer engagement.

Looking to enhance sales lead performance? Put process before technology.

ViewPoint

When it comes time to exploring how you can increase lead generation ROI, that is, produce better leads more cost effectively, move "technology" to the bottom your to-do list. So start by engineering your processes to focus on lead quality not quantity. Then implement the workflow that encourages both sales and marketing to be acccountable for their role in revenue generation. That is, by not using a cost-per-lead metric.)

How to Turn Sales Leads into Revenue, Not Just Work

ViewPoint

These companies have a very high demand for their products and services, but they still need strong lead generation and qualification processes. It is unrealistic, even for the aforementioned companies, to think that sales can close every opportunity they receive. Qualify Your Lead.

Sales Lead Management Leads to the Most Efficient Media Buy

ViewPoint

They may make money, but the world is loaded with companies holding the 4th, 5th, 6th or 7th place in market share, while the 1st, 2nd and 3rd leading firms spend what it takes to gain market share and manage the leads that their programs produce.

The top 10 tricks for sales lead generation

Biznology

Yesterday’s webinar with Ruth Stevens and me was about making sure the leads you send to your sales team are qualified and the process of how to qualify them. The productivity of a sales force or distributor improves dramatically with a steady supply of qualified leads.

Sales Lead Management Leads to a Lower Cost of Sales

ViewPoint

“Cost of sales is determined by a lot of things,” Jake said, “But lead management isn’t one of them.” And with that the sales manager slapped the table with his hand to emphasize his words. Jake finally admitted: Sales lead follow-up will yield greater sales.

Five Ways to Avoid Getting Burned by Outsourced B2B Sales Lead Generation

ViewPoint

Based on my experience over the past almost 30-years it seems that everyone has been burned by outsourced lead generation. The main reason for these failures is that there is a LOT of mediocrity in the lead generation industry, which is why some say outbound is supposedly “dead.” These firms, like those traveling sales folks who hawked one-size-fixes-all elixirs to those who wanted to believe, make great claims—that inevitably fail to pan out. Lead Generation

20 Signup Form Optimization Techniques for More Sales Leads

B2B Marketing Insider

Marketers and entrepreneurs focus much of their time and energy on growing their email list and generating leads. For any email marketer, the success of this strategy is determined by the number of subscribers and how well these subscribers are converted into actual sales. The post 20 Signup Form Optimization Techniques for More Sales Leads appeared first on Marketing Insider Group.

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How to build a Sales Lead Funnel

Direct Response Coach

The post How to build a Sales Lead Funnel appeared first on McCarthy and King Marketing. Copywriting Direct Mail Direct Marketing Email Marketing General Lead Generation Lead Nurturing Online Advertising Print Advertising Survey Marketing Web Marketing

Matching Wits with a Sales Lead Guru on Live Radio

Great B2B Marketing

Lead-to-Revenue lead-to-revenueHave you listened to what your peers (and bosses) say is keeping them up at night? We did. Today my […].

3 Steps for Effective Sales Lead Follow Up (none are the Hail Mary)

ViewPoint

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. They simply don’t know how to follow-up a lead.

When Should You Dismiss a Sales Lead?

PureB2B

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? To be perfectly blunt, if pursuing a non-qualified lead means ending up risking more than what you can gain, then it’s probably a wise decision to walk away from that particular prospect. Signs a Lead Isn’t Worth Pursuing.

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

The Point

In fact, I’ll make almost the exact opposite prediction: “By 2015, the percentage of B2B leads that arrive via corporate Websites will shrink dramatically as marketers maintain multiple, distinct online channels that are optimized for demand generation.”.

Where to Find B2B Sales Leads

Great B2B Marketing

The need for fresh sales leads gives a recurring headache to B2B companies and the competition for prospects is only going to get fiercer. The key to success is to constantly supplement your existing lead generation efforts with new sources. A well-crafted lead plan will allow you to get the bulk of your leads from old reliable programs while you set aside 5-10 percent of the budget to test new sources. pay-per-lead or pay-per-appointment).

B2B Sales Leads: How To Avoid The “19 Year-Old Dude Move”

The Forward Observer

Are all your B2B sales leads ready to buy from you right now? If not, here's how to romance your prospects toward a sale with content. If I could wave a magic wand for a B2B salesperson and grant a wish , many would ask to spend their days closing inbound sales qualified leads.

Nominate your candidate today for the SLMA’s2011 “Top 50? in sales lead management.

Sales Lead Insights

Don't miss your opportunity to nominate someone to be among the fifty most influential people in sales lead management in 2011. The Sales Lead Management Association (SLMA) just opened nominations for this year's most influential professionals in sales lead management.

Need More B2B Sales Leads? Ignore This Research

Webbiquity

According to recent research conducted by InsideSales.com and reported by MarketingProfs , websites, blogs and search are among the most effective tactics for both lead generation and brand awareness. The single leading source of traffic for most b2b websites remains organic search.

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.

Which Comes First: Lead Nurturing or Inside Sales?

The Point

For a long time, “ lead nurturing ” was thought of as something you did with the leads that sales didn’t want. The theory was: leads come in, the sales team gets the hot ones, and the rest go to lead nurturing.

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.

Marketers, Is ABM the Solution to Your Broken Sales Lead Handoff?

Engagio

The B2B lead handoff process is broken. Marketers invest a ton of time and resources to acquire leads using a variety of tactics, from data acquisition to SEO to trade shows to paid ads. Passing individual leads is ineffective. Working accounts, not leads.

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Andy Rooney on Sales Leads

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. ” How did Andy know so much about sales, marketing and sales leads? I think what Andy meant for us is that if your salespeople don’t follow-up on a sales inquiry (not to mention qualified leads), the opportunity will default to your competitor who does follow-up.

The Very First Step To Take For Better Quality B2B Sales Leads

The Forward Observer

Sure, you're generating sales leads, but are they good leads? Here's how to step up your lead quality. The same kind of logic, applies to generating better quality B2B sales leads. To begin to generate quality leads, get sales and marketing in the same room.

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The top 50 in sales lead management: Who do you pick to be on the 2012 list?

Sales Lead Insights

Don't miss your last opportunity to vote for your top three candidates to be among the "50 most influential people in sales lead management" in 2012. The Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 30th!

Using Website Visitor Tracking Over Time to Build More Sales Leads

Lead Liaison

All businesses want the strongest leads possible. After all, the stronger your leads, the more conversions you have, and the better your bottom line. While you cannot exactly create strong leads from thin air, there are some things you can do to grow stronger sales leads over time.

All Real Salespeople Love Sales Leads (but there is a tiny caveat)

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. All real salespeople love sales leads and don’t ever believe anyone who tells you differently. The argument comes when salespeople define a lead. Until SalesForce came along and called every raw name in the database a lead, most of us thought—there are inquiries and there are leads.

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20 Signup Form Optimization Techniques for More Sales Leads

PureB2B

Marketers and entrepreneurs focus much of their time and energy on growing their email list and generating leads. For any email marketer, the success of this strategy is determined by the number of subscribers and how well these subscribers are converted into actual sales. When creating signup forms, be it for your landing page, homepage, or blog posts, keep in mind that the primary purpose of this offer is to provide value to your sales prospects.

50 Most Influential People in Sales Lead Management: 2011 Winners announced

Sales Lead Insights

The Sales Lead Management Association just announced the results of the voting for the Most Influential People in Sales Lead Management in 2011. B2B sales leads News Sales lead management

Why Sales Leads are an Asset With a Declining Value…for Some

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. Salespeople often complain about receiving enough new leads, but are short on answers about the leads you gave them, now aging and becoming potentially less valuable. Cindy is the sales manager. She presented the results first to the sales manager, then to the management team.

Please Don’t Let Your Sales Reps Nurture Leads

The Point

Bear with me as I relate a quick story about lead nurturing: A few months back I became a sales lead. A question: at this point, what kind of lead am I? By my own reckoning, I’m an MQL (Marketing Qualified Lead). I’m also a perfect candidate for lead nurturing.

B2B Lead Generation Blog: New Cartoon Series Depicts "Sales Lead Hell"

B2B Lead Generation Blog

B2B Lead Generation Blog About Free Resources Get FREE Updates Instantly Get A FREE Chapter from my book. Critical Success Factor #9 Effectiveness 8 Critical Success Factors for Lead Generation 2.0 a new cartoon series by MarketingSherpa called "Sales Lead Hell."

Social lead validation—the missing ingredient from most inbound LinkedIn marketing programs

Biznology

All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing, and lead generation programs.

Who Can Use More B2B Sales Leads?

Great B2B Marketing

I’ve had several posts recently about where and how to find fresh sales leads. Leads are the lifeblood of many B2B organizations and if you ask the VP of sales what he or she most covets, it is often a variation on the theme, “lots of qualified leads.”

A Simple 2-Step Technique for Improving Lead Follow Up

The Point

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. inside sales reps make contact with, and engage with, new prospects; and, as a result, 2.

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A Conversation with Shawn Naggiar About Sales, Lead Generation, and Marketing Automation

Marketing Action

Monique Torres: We know that lead generation and qualification continues to be a number-one concern for all marketers, regardless of the size of their company or the industry they’re in. MT: Tell me a little more about how marketing automation helps with those leads.

8 Ways to Motivate Salespeople to Follow Up Inquiries

ViewPoint

Corporate growth, good and bad, can be traced to sales lead follow-up i. Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them.

Steal This Technique for Your Next Sales Email

The Point

I was reminded of this principle earlier today when a colleague forwarded an email received from a inside sales representative at a technology company looking to partner with our agency.

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