Sales Lead Management is Revenue Management
NOVEMBER 20, 2015
Few people understand the true function of sales lead management. Sales lead management is many things to many people and departments, but for most of them it is a tool, a process, and a sales activity function. However, not all of these people know it is revenue management. The post Sales Lead Management is Revenue Management appeared first on Pipeliner CRM Blog.
Sales Innovators Q&A: 4 Experts on Lead Management
MARCH 3, 2015
Leads are the lifeblood of sales. Without solid management, a lead is wasted — and that is hard to take. We recently asked several leading sales experts to weigh in about sales lead management, both from general and social selling points of view. Barbara Giamanco A leading social selling [.] The post Sales Innovators Q&A: 4 Experts on Lead Management appeared first on Pipeliner CRM Blog. Sales Lead Management Without them there are no sales.
Is Anyone Leading Lead Management?
JUNE 15, 2016
Sales Lead Management is a complicated process. Sales lead management is a tough subject to truly get your arms around. There are dozens of outside vendors who say they manage some portion of the sales lead process and more than two dozen internal departments that contribute to the process and the decision making. My point is this—you need a Sales Lead Manager to pull all of the competing departments and managers together to obtain the best revenue per lead for your company. Sales Lead Management Association.
Introduction to Lead Management
B2B Lead 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. However, companies continue to spend untold dollars on lead generation efforts ultimately doomed to fail. Lack of lead management impacts lead conversion and ROI.
Lead Management: Five Cold Calling Basics
NOVEMBER 30, 2013
It used to be that cold calling was the primary method of lead generation itself. The post Lead Management: Five Cold Calling Basics appeared first on Pipeliner CRM Blog. Contact Management Sales Effectiveness It was a do-or-die proposition: those that succeeded at it remained salespeople. Those that didn’t usually found other careers.
Sales Lead Management Leads to a Lower Cost of Sales
APRIL 7, 2015
“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. First, I got Jake to agree that sales lead follow-up was low in his direct sales force, and that if follow-up increased, so would the closing ratio. Lead Management
4 Key Steps to Developing an Effective Lead Management Process
FEBRUARY 23, 2015
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
MARCH 9, 2016
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.
Sales Lead Management Leads to the Most Efficient Media Buy
FEBRUARY 18, 2015
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. And lead management has told these winners where to spend their marketing dollars.
Lead Management: 4 principles to follow
B2B Lead Blog
SEPTEMBER 30, 2013
Tweet I’m at MarketingSherpa Lead Gen Summit 2013 in San Francisco on day one, live blogging the Lead Management Workshop that features a dive into larger topics including lead capture, lead qualification and lead nurture. The main principles of the Lead Management Workshop were pulled from that book. Key principles of lead management.
Sales Lead Management: Do You Know How It Works?
OCTOBER 10, 2013
Are you wondering how to use sales lead management for your business? Do you know how to use sales lead management software for managing your potential customers? Pipeliner CRM’s sales lead management module provides multiple ways to capture your leads accurately and efficiently to get sales leads flowing faster into your sales pipeline.
Allstate insurance agency achieves #1 status with lead management CRM from Leads360
OCTOBER 26, 2012
“With Leads360, my producers are getting to new leads within seconds, which is critical to make sure we compete in nearly every deal.” – David Williams, Allstate owner and agent. To break into the market and win business, Williams deployed a several marketing tactics, including buying internet leads, search marketing, telemarketing and “feet on the street” campaigns.
Sales Lead Management 50 Most Influential People Announced
The Sales Insider
DECEMBER 10, 2012
Inside Sales Thought Leaders Lead Generation Lead Management InsideSales.com Sales SLMAThe winners of the 2012 SLMA 50 Most Influential were recently announced. Congratulations to all the exceptional thought leaders mentioned!
Manage Your Leads. Increase Your Revenue.
APRIL 1, 2015
We know sales leads create revenue, but does everyone agree that managing sales leads makes a huge difference in revenue? Some companies think sales lead management is a simple two stage process: 1. Get the lead. 2. Give the lead to Sales. These companies like leads; they think lead generation helps salespeople.
Can’t Anybody Here Play This (ROI*#@ing) Game?
JUNE 28, 2015
Casey Stengel, the baseball legend, said it best, “You look up and down the bench and you have to say to yourself, can’t anybody here play this game?” I wonder about it when it comes to a marketing team’s willingness and ability to prove the ROI for their lead generation programs. Can anyone play the […]. The post Can’t Anybody Here Play This (ROI*#@ing) Game?
Lead Management: Nurturing the Leads
NOVEMBER 26, 2013
The subject of “what constitutes a lead” is often the subject of heated debate between a sales force and a marketing department. Marketing is generating leads and sending them over to sales reps; the sales reps are firing back comments such as, “You call these leads? The post Lead Management: Nurturing the Leads appeared first on Pipeliner CRM Blog.
Infographic: How sales has evolved since the Mad Men era
APRIL 3, 2013
CRM Infographic Lead Management Sales Automation Sales Force Automation (SFA) infographic Inside sales lead distribution lead management CRM Mad Men Era sales 2.0 It truly is a new Don. Today marketing and selling is a two-way dialogue with buyers, one that includes many layers of influence.
InsideSales.com Executives Named Among 50 Most Influential in Sales Lead Management
The Sales Insider
DECEMBER 6, 2013
Three executives from InsideSales.com have been named among the 50 Most Influential People in Sales Lead Management by the Sales Lead Management Association (SLMA). Thousands of industry professionals voted to determine the leaders in sales lead management. Inside Sales Lead Management Uncategorized Awards InsideSales.com CEO and Read more.
Marketing and Sales Alignment: Not Just Lead Management
MARCH 12, 2014
In our recent articles on marketing and sales alignment, we’ve primarily focused on co-defining levels of leads for the two groups, and encouraging cooperation between them throughout the sales process. The post Marketing and Sales Alignment: Not Just Lead Management appeared first on Pipeliner CRM Blog. Opportunity Management Sales Effectiveness
Marketing and Sales Alignment: Creating a “Sales Marketing Group”
MARCH 26, 2014
Sales Effectiveness Sales Lead Management In our recent series on Marketing and Sales Alignment, we’ve discussed many ways in which Marketing and Sales can work as a cohesive unit, instead of in traditional isolation and (often) conflict. recent article in Harvard Business Review entitled Ending the War Between Sales and Marketing pointed out that a case can be made [.]
Sales Techniques: How to Achieve “Predictable Revenue” in your Business
FEBRUARY 5, 2014
Predictable Revenue: Turn Your Business Into a Sales Machine with the $100 Million Best Practices of Salesforce.com by Aaron Ross presents an innovative approach to growing a business by presenting a new system to seek more highly qualified leads, and ensure the sales team is structured to nurture them to increase the likelihood of a [.] Sales Lead Management Salespreneurs
How Marketers Can Drive More and Higher Quality Leads to Sales
FEBRUARY 18, 2015
The post How Marketers Can Drive More and Higher Quality Leads to Sales appeared first on Salesfusion. Marketing Automation Lead Management lead nurturing
SLMA 50 Most Influential People in Sales Lead Management: Mie-Yun Lee
Buyer Zone's Lead Generation Blog
NOVEMBER 2, 2012
The Sales Lead Management Association (SLMA) has just nominated BuyerZone President & Founder Mie-Yun Lee as one of the 50 Most Influential People in Sales Lead Management in 2012 ! business purchasing expert at her core, she has helped thousands of businesses keep their pipelines full with quality sales leads since starting BuyerZone back in 1992.
Infographic: Sales Processes that Boost Conversion
DECEMBER 5, 2012
A new Leads360 study shows a sales process that drives speed-to-call is critical, with leads contacted in under a minute yielding 391% improvement in conversion. CRM Dialer Software Infographic Lead Management Sales Automation call tracking email marketing lead distribution Marketing sales 2.0 sales automation sales CRM sales process
To Manage Sales You Must Manage Sales Leads
OCTOBER 13, 2015
“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. It was with a slight hesitation that the sales manager added the second sentence about sales lead management being a marketing function. Marketing Automation and Lead Management. They don't.".
Lead Generation: Sales, Marketing or Both?
FEBRUARY 26, 2014
Marketing is doing everything they can in the area of lead generation, and forwarding those leads onto the sales force. Sales is picking through the leads and taking the ones that look the most promising, and rejecting many claiming [.] The post Lead Generation: Sales, Marketing or Both? Sales Lead Management Salespreneurs
Putting lead scoring to work for sales
MARCH 20, 2013
Just like a judge on Dancing with the Stars, sales reps all interpret lead quality differently. Take control with Leads Scoring from Leads360. Photo credit – Celebuzz. A few months back, we released a study about lead scoring in response to the growing number of customers who voiced interest in leveraging lead scoring to boost performance.
3 Root Causes of Marketing Automation Failure and How To Fix Them
Sales Benchmark Index
APRIL 18, 2014
Content Marketing Lead Management marketing automation CMO Resources CMO The majority of marketing leaders report dissatisfaction with results from Marketing Automation. Frost & Sullivan reveals 75% not accomplishing what they expected. Failed implementations of Marketing Automation litter the battlefield. Do you fix or replace?
Mad Men Era: 3 Timeless Sales Techniques
APRIL 7, 2013
This data can also be used to find key triggers and indicators of a prospect’s readiness to buy relative to other leads in the pipeline. Sophisticated sales technologies make this data meaningful through the use of features like lead scoring and prioritization. How the sales profession has evolved from the Mad Men era, the tools change but the basics endure.
Taking the lead with lead quality insights
OCTOBER 10, 2012
Not all leads are equal, but too often we treat them that way. This new infographic, based on recent Leads360 research , sheds light on attributes that make one lead more likely than the next to convert. With the high cost of generating and responding to leads, the ability to recognize quality leads can make a big difference in the bottom line.
Monitor and Boost Sales Velocity — Without Getting Whiplash
AUGUST 21, 2014
Pipeliner CRM uses visualization to reflect your organization’s sales process, making it far more possible to manage and control sales. In this scenario, sales velocity is, of course, a major part of the pipeline management. Sales Lead Management What exactly is meant by “sales velocity”? Knowing how fast (or slowly) an opportunity moves through the sales stages tells [.] The post Monitor and Boost Sales Velocity — Without Getting Whiplash appeared first on Pipeliner CRM Blog.
The Life of a Sales Lead and the Power of Predictive Analytics
The Sales Insider
SEPTEMBER 28, 2015
Lead Management Lead Scoring Predictive Analytics Sales LeadCSO Insights reports the average sales rep only spends two days a week effectively selling. Sales reps waste a lot of time on prospects who are unlikely to ever become customers. We call them tire kickers. They show signs of interest but have no real intentions of buying.
Channel Lead Management ?I Give Them A Ton and They Blow It!?
Sales Benchmark Index
JUNE 4, 2012
Infographic: How to use SMS to win love, leads, revenue
FEBRUARY 11, 2013
As it turns out, nurturing a lead is surprisingly similar to nurturing a personal relationship. The post Infographic: How to use SMS to win love, leads, revenue appeared first on Leads360 Blog. As Valentine’s Day approaches, we thought we’d take a lighthearted twist on a recent text messaging study we conducted by comparing text messaging usage and etiquette in both business and love.
3 Timeless Tips from the Door-to-Door Sales Era
APRIL 18, 2013
Infographic Lead Management Sales Automation Sales Force Automation (SFA) CRM door-to-door sales infographic Inside sales lead distribution lead management CRM Mad Men Era sales 2.0 While doing a vacuum cleaner demo in someone’s living room might seem quaint, a lot of the wisdom from those days endures. If they were successful, they’d be invited in.
Study: Think duplicate leads are all bad? Think again.
JUNE 5, 2013
New Leads360 study identifies several characteristics of duplicate leads that show a higher likelihood of conversion than average. Among lead generators and sales teams alike, there’s often confusion or disagreement about duplicate leads and how to best handle them. Fact is, duplicate leads are often viewed as having little value. The Value of Duplicate Leads.
Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:
AUGUST 26, 2014
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 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.
Increase Lead Management Through The CLOSER Model
The Sales Insider
MAY 16, 2012
Best Practices Inside Sales Inside Sales Best Practices Inside Sales Tips Inside Sales Training Lead Generation Lead Management Lead Nurturing Lead Response campaign CLOSER efficiency marketing impression Sales strategyAs professionals within the inside sales industry, we understand how to sell a product. But, every salesman can use improvement in one area or another of their technique. For example, I believe that selling a product is something that few Read more.
Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 2:
AUGUST 19, 2014
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?
Questions to Ask Before Investing in Lead Generation
JULY 7, 2016
About this time of the year we start to receive calls from prospects wishing to start new lead generation projects ASAP. need leads NOW!” The fact is they needed leads before now. guarantee any company promising a “rush delivery” will not be the kind of company you want generating your leads. Lead Generation Lead Management Cost Per Lead