Trending Sources

Introduction to Lead Management

B2B Lead Blog

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. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI.

4 Key Steps to Developing an Effective Lead Management Process


The post 4 Key Steps to Developing an Effective Lead Management Process appeared first on Salesfusion. Email Marketing Marketing Automation B2B Marketing Lead Management

No Lead Left Behind – Prioritizing Your Leads with Lead Management


While too many leads certainly isn’t a bad problem to have, it can be a problem for companies nonetheless. If you feel like your marketing efforts are delivering results but your sales team thinks you aren’t providing enough quality leads, it’s time to get those leads under control with lead management. Lead management was introduced to ensure nothing leaked out of the marketing funnel by providing the framework for tracking potential customers from the point the lead is generated to when it’s converted to a win. Review recent wins.

2014 Planning Metrics for B2B Marketing Leaders

Sales Benchmark Index

Focus on the core business drivers that B2B Marketing is fully capable of providing. The top three success metrics for B2B marketing include: Lead Generation team % of Contribution to Sales Revenue (Wins). Lead Generation team % of Contribution to Sales Funnel (Opportunities). Quantity of Sales Qualified Leads delivered to Sales (Leads). Step 1. Step 2.

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Why You Need To Define Your B2B Sales Process


typical sales pipeline has the following five b2b sales process stages: Prospecting stage: This stage uses lead generation strategies to find suitable prospects. Qualify: Once a lead has been found, it needs to [.] The post Why You Need To Define Your B2B Sales Process appeared first on Pipeliner CRM Blog. Sales Lead Management

Dialer Software Forecasts B2B Sales Based on the Weather

The Sales Insider

Inside Sales Inside Sales Best Practices Lead Management B2B Better Sales Performance Dialer dialer software Intelligent Communication Does the weather affect the chance of getting a prospect on the phone? CEO and Founder Dave Elkington thought it might and decided to test his theory.

The Most Important B2B Marketing Metrics for CEOs

B2B Lead Blog

Thus, their marketers are constantly reminded that more leads are needed, as fast as possible. How much revenue can be directly attributed to leads coming from Marketing (i.e., the lead generation program in a specific time period)? What is the total cost of your lead generation program during a specific time period? On the pipeline? On revenue? Vendors and outsourcers.

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Just in Time B2B Sales Resources

Score More Sales

Follow some of my colleagues through their Twitter handles or via their blogs and you’ll be near some of the best B2B sales advice you can get. The post Just in Time B2B Sales Resources appeared first on Score More Sales. You want more inspiration to help you ease out of summer (soon) and into business building, sales-growing September. Oh, and there is no cost.

Watch Sales Videos and Improve Your B2B Sales Skills

Score More Sales

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. There were very few hands that went up. like them because they are real people giving tips that work.

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Summer B2B Sales Challenge Revisited

Score More Sales

Carry things forward, and drop activities that are not leading you to more revenues. There are still a lot of B2B companies who turn away from social tools. We welcome anyone serious about growing B2B sales here at Score More Sales, and we know of many colleagues where you can get amazing inspiration to keep your head in the game this season. Review at the end of EVERY week.

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Resource for Top B2B Sales Blogs

Score More Sales

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2013″ and one of “20 Women to Watch in Sales Lead Management for 2013″ Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. The post Resource for Top B2B Sales Blogs appeared first on Score More Sales. Close More Deals.

Discussion Continues on B2B Sales Influencers

Score More Sales

and    one of “20 Women to Watch in Sales Lead Management”.  Discussion Continues on B2B Sales Influencers originally appeared on Score More Sales on April 4, 2012. image courtesy of Extole. With the amazing discussion we had on the first virtual roundtable on Sales Influencers, I’ll be moderating a second roundtable on Thursday, April 12 at 1PM Pacific / 4PM Eastern.

Looking for Women B2B Sales Lead Generation Experts!

Score More Sales

Are you a woman in the lead gen business in B2B selling? Do you work at the front end of the sales cycle generating hundreds or thousands of leads over time for your company (or companies)? There is a search going on for the Top 20 Women to Watch in Sales Lead Management. Looking for Women B2B Sales Lead Generation Experts! This is time-sensitive.

Good Reads for B2B Marketing - Advantages of LinkedIn in B2B Marketing


The Marketing Sphere represents recent good reads from our digital circles about B2B marketing selected by PointClear colleagues. The B2B Marketing Advantage of LinkedIn. For B2B Marketing, Email Should be Personalized and Targeted. From #SXSW: Charting the Road Ahead for B2B Marketing. PR Giant to Set Up New Content Marketing Unit.

Nine Reasons Why B2B Marketing Should Own the Teleprospecting Function

B2B Lead Blog

B2B companies use telesprospecting to follow up on and qualify marketing-generated responders, and identify and generate demand through outbound  calling. With the right teleprospecting approach, more inquiries will convert to sales-accepted leads. So does integrated lead nurturing. You This lead-optimization experimentation must become de rigueur for marketing.

Salesfusion-Sponsored Study Points to Pain in B2B Lead Generation


The post Salesfusion-Sponsored Study Points to Pain in B2B Lead Generation appeared first on Marketing Automation | Lead Generation | Email Marketing | Salesfusion. Marketing Blog News Lead Management Lead Scoring [one_half valign="middle"]. Partner Portal. Why Partner With SalesFUSION. [/one_half]. one_half_last valign="middle"]. divider style="simple"].

16 Proven Ways to Get Better Opportunities Now (Part 1)

B2B Lead Blog

When I’ve talked with marketers about their b2b lead generation results, I’ve heard statements like, “We’re generating a ton of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.”. In this post, I’ll share proven ways get better opportunities from your lead generation. Because

How ABM Replaces Leads with Opportunities for the Sales Team

Sales Benchmark Index

Today’s topic is how to replace leads with opportunities for the sales team.  Demand generation and lead management does not work for companies with business models dependent on a small number of accounts but who spend a lot. Marketing Strategy Video ABM Account Based Marketing b2b brand positioning b2b marketing marketing strategyWaiting for.

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:


Is it necessary to pre-qualify inbound leads? Over the course of this three part series, you’ll hear from 15 leading voices in the world of B2B sales, marketing and lead generation, as they share their insight in response to the following questions: Are companies wise to invest money and time to pre-qualify inbound leads from marketing automation systems that have been assigned a “perfect” lead score? Should CMOs feel confident that these leads from marketing automation are ready for sales to close?

3 Underutilized B2B Sales Strategies in Social Media

Score More Sales

This leads me to Pinterest. For many in B2B this means LinkedIn first and foremost. We’d love to showcase more B2B social success stories – drop a note in the comments of any you can tell us more about. People we know in midmarket companies tend to do what works – until it doesn’t work so well any more. Black and white. Right or wrong. Here are a few examples. Social Selling

16 Proven Ways to Get Better Opportunities Now (Part 2)

B2B Lead Blog

Marketers spend a lot of time and effort generating inbound leads, but they often struggle getting those leads to convert into sales opportunities and customers after they hand them off to sales. . In this post, I’ll share 16 proven ways get better sales opportunities from your lead generation and account based marketing. Touch longer-term leads frequently and relevantly. .

3 Steps to Grow Your Online Visibility and B2B Brand

Score More Sales

Lori Richardson is recognized as one of the “Top 25 Sales Influencers for 2012″ and one of “20 Women to Watch in Sales Lead Management” Lori speaks, writes, trains, and consults with inside and outbound sellers in technology and services companies. Even if a percentage of your customers are on social tools and platforms now – you need to be there as well.

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B2B Mobile Marketing: 3 ideas on where to spend your next mobile budget

B2B Lead Blog

Although this media consumption is centered on B2C consumers, it’s worth keeping watch for two key reasons: The lines between B2C and B2B are growing more blurry (and debated) as B2I grows in relevance. More than half (52%) of B2B marketers consider mobile marketing very important to influence their company growth in the next three years. Lead Management: 4 principles to follow.

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B2B Lead Generation: The Best of PowerViews


Over the past few months I have had the pleasure of interviewing nineteen influential B2B sales and marketing leaders to discuss their views in areas like traditional and new media strategies, current and future trends, B2B lead generation, and sales lead management. Brian Carroll, MECLABS, talked about BANT and the Value of Warm Leads.

The 9 Parameters of a Lead Lifecycle

Modern B2B Sales

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. The lead lifecycle defines where a lead can live, how a lead moves along, and what we do with a lead at each stage. This ensures that you know where each lead is. 2.

Universal Lead Definition: Why 61% of B2B marketers are wasting resources and how they can stop

B2B Lead Blog

Tweet Confession: I wish I could flash this across every marketer’s computer screen the moment it powered up: A universal lead definition (ULD) clarifies what a lead is to everyone in your organization. Are these truly leads? Anyone who expresses interest in what you sell is an inquiry , not a lead. Leads not being nurtured. Sales rejecting leads.

What Percentage of Marketing Leads Should Be Accepted by Sales?


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. That’s more than 100 percent higher performance for companies that have the rigor of sales acceptance in their lead management process. B2B Marketing B2B Sales Sales Leads

The 4 Types of ZOMBIE Leads

A Sales Guy

How To Fend Off Zombie Leads infographic by Pardot. Can you think of another Zombie lead? Marketing B2B Sales bad leads lead management leads sales leads I saw this infographic by Pardot the other day and I thought it was funny and accurate.

B2B Social Media: How do you measure the ROI of a LinkedIn InMail campaign?

B2B Lead Blog

This is becoming a fairly common question in B2B social media marketing, and it’s understandable given the increasing adoption of InMail as a B2B marketing strategy. Lead Management: 4 principles to follow. Social Media B2B marketing b2b social media demand generation Email marketing lead generation marketing strategy marketing tactics Meagen asked.

2013 Year in Review: Top 6 focus areas for B2B marketers this year

B2B Lead Blog

Tweet As the holiday season quickly approaches an end, and marketers prepare to make 2014 their best year yet, we pulled together the top blog posts on the B2B Lead Roundtable Blog to share the most popular topics, chosen by marketers just like you. In 2012, the top focus for B2B marketers was understanding and leveraging social media. Read on for five more areas of focus that were top of mind in the B2B realm in 2013. Use social media to generate leads and connect with prospects. Social media has made more of an impact, significantly on B2B than B2C.

B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales

B2B Lead Blog

Tweet Many marketers use a model for lead qualification based on these four key characteristics: B = Budget. A = Authority. N = Need. T= Timing. Let’s start by creating a common language for lead qualification that makes more sense than BANT. Their critiques of marketing leads are much more fundamental. Yet far too often, marketers send every lead to Sales and very few of those leads ever convert. Unless Marketing owns an inside sales operation (and few marketing teams do), delivering BANT leads is completely impossible. The approach is dubbed BANT.

Lead Generation: How Do You Balance Quantity with Quality?

Modern B2B Sales

by Seth Resler We welcome Leslie Griffey, Marketing Content Manager at Xactly Corporation , as a guest blogger. Finding new leads, leads that haven’t yet found you, and preparing them for sales is tough work. 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.

Mastering Tools and Methods of Prospecting Success #webinar

The Pipeline

Sourcing the right leads and crucial information needed to reach that prospect. 2. Connecting and engaging with those leads and converting them to pipeline opportunities. Proven method for successful B2B Prospecting. • How to sustain a continuous flow of opportunities. Lead Gen and Prospecting Tools that will make you more efficient and successful. About Clinton.

10 Ways to Optimize Your Lead Conversion Rate

B2B Lead Blog

Tweet The ultimate goal of B2B marketing and lead generation is to help the sales team sell. Marketers spend a lot of time and effort creating inbound leads but struggle getting those leads to convert into customers after they hand them off to sales. As I talk to marketers about their lead generation results, I often hear statements like, “We’re generating lots of leads, but they aren’t converting” or “We need to increase lead quantity” or “We need to generate more qualified leads.” The more you can humanize your lead follow-up the better. 

The Pipeline ? 7 Must-Have Lead Nurturing Recipes for B2B.

The Pipeline

Must-Have Lead Nurturing Recipes for B2B Marketers. Stored in Appointments , Attitude , Business Acumen , Lead Management , Marketing , Proactivity , Productivity , Sales 2.0 , e-book , execution. Last Friday I had the opportunity to be part of a high power panel as part of a Focus RoundTable, looking at best practices in nurturing leads. Funnel management.

5 Products That Help You Stop Losing Leads

The Sales Insider

You know you’re losing leads, and losing them fast! After reading the Lead Response Management Study, you know that a lot of those hard earned leads are drifting to the gutter and won’t be seen again if you don’t figure Read more. Lead Generation Lead Management Lead Nurturing Lead Response Lead Response Management Lead Scoring Sales 2.0

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How B2B Sales Cycles Are Changing

Modern B2B Sales

by Carol Fox As Dylan wrote, “The times, they are a-changing,&# and B2B sales cycles are no exception. There are conflicting reports on how the recession has affected B2B sales cycles. By the time many leads make contact, they are already close to making a decision and require less marketing resources to clinch the sale. B2B Sales b2b marketing

Celebrating the B2B Lead Roundtable and Its 8,500 Members

B2B Lead Blog

And you can see proof of it back in April, 2009, when I blogged about how to best leverage LinkedIn as a lead generation tool.  Surprisingly, I couldn’t find any one, at the time, that was completely dedicated to lead generation. Okay, let me qualify that – one that was completely dedicated to lead generation without self-promotion drowning out discussions that addressed real issues.

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople


This is easily adapted to, "Well, there are some things a salesman just can''t run away from, and that''s sales lead follow-up." In spite of the accountability that CRM brings and the follow-up that marketing automation creates, B2B salespeople have to do the final step. My recommendations: Sales management needs to enforce the policy of 100% follow-up. B2B Marketing B2B Sale

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Lead Gen: A proposed replacement for BANT

B2B Lead Blog

Tweet According to the MarketingSherpa   2012 Lead Generation Benchmark Report , 24% of marketers ask a timeline-to-purchase question on their lead capture forms. Q: Please select the most important fields that you need to collect from your leads on the lead generation form. Lead qualification in a post-BANT world. Lead qualification does not start with prospects.