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Do You Know How to Make Lead Qualification Work for You?

The Sales Hunter

As a salesperson, you know that lead qualification is vital to being successful. But what is the best approach to lead qualification? Make Lead Qualification Work for You: Sales Experts Share Their Best Strategies from […]. Check out the below video, which is a replay of a webinar I did through RingLead and Pipeliner CRM.

Increasing sales productivity – 7 steps to improving lead qualification

Sales Training Connection

Lead Qualification. Well, there are several possibilities, but let’s explore one that’s often overlooked – getting the team better at lead qualification. When it comes to lead qualification, it is equally important to turn attention to influencers. Assess whether this opportunity leads to related work. What might you do? Or, are you an unknown?

Lead Qualification: Stop generating leads and start generating revenue

B2B Lead Blog

Tweet B2B marketers, stop focusing on generating leads. By sending them only qualified leads. Most leads aren’t qualified. Leads are only qualified when they fit your universal lead definition (ULD). Before you do any more lead generation, make developing one your highest priority. The only way to qualify leads is to call them.

Lead Qualification: Webinar marketing strategy boosts conversion 500%

B2B Lead Blog

After realizing this challenge, Shelby and the team at Adobe put forth the idea that by creating more useful and relevant content to prospects, they could use that data to better qualify leads to Sales and discover where those leads were in the buying process based on what webinar content they consumed. MarketingSherpa Lead Gen Summit 2014 – San Francisco, November 3-6.

How to Refine Your Sales Methodology

Pointclear

I thought all three were excellent, but due to my background in, and passion about, lead qualification, that was the one topic that really stood out. Bob’s view: Traditional lead qualification, such as the over simplified BANT criteria (Budget, Authority, Need and Timeframe) are inadequate to reflect the dynamics of today’s complex buying process. I recommend using ADOPTED as a highly refined methodology to guide the qualification process in today’s complex B2B sales environments. Lead Generation Lead QualificationDecision Criteria.

Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 3)

Pointclear

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? Lead Qualification You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. The are weak! You’re weak!”.

He said, “One of us is wrong, and it surely isn’t me!”

Pointclear

The sales manager, Mark, was adamant that his salespeople were following up the good leads and only ignoring the unqualified, ‘never-gonna-buy’ leads. “They know instinctively,” he said, “who the buyers are, and Marketing isn’t finding enough ‘good’ leads. Lead Generation Lead Qualification Sales Leads

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Sales Thinks The Leads Are Weak - Well Are They? 12 Power Opinions (Pt 1)

Pointclear

The leads are weak? Alec Baldwin rips into the late Jack Lemmon for commenting, “the leads are weak,” with a classic Baldwin-esque tongue-lashing: “The leads are weak? The leads are weak! ” Lead Qualification You’re weak! If you have never seen the movie/play “Glengarry Glen Ross,” do yourself a favor and watch it. You’re weak!”

The Quest for Good Leads: Are You Asking the Right Questions?

Pointclear

What’s a good lead rate? How much should a lead cost? The lead rate for high quality, enterprise opportunity leads has been roughly flat.) That said, for several years the elephant in the room has been inbound marketing and inbound marketing lead rates. I have seen inbound lead rates reported as high as 11 – 14%. Instead of: What’s a good lead rate?

Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment

B2B Lead Blog

Tweet A couple of weeks ago, I presented an American Marketing Association webcast , “ The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content” (a replay of the webcast is posted below). These questions hit on key challenges in lead nurturing today. I hope the answers will help you solve specific challenges in defining qualified leads, nurturing them, and aligning your sales and marketing teams. How to define a lead. Q: What if salespeople have differing opinions about what a lead is? Q: What defines a stale lead?

Are Your Reps Guilty of This Costly Mistake?

Smart Selling Tools

Sift through your leads before you start calling. Ideally, her marketing department would have pre-qualified the leads for suitability and this company is certainly big enough to have the resources (i.e. Had marketing pre-qualified the leads, I would not have been on the call list. Are your reps guilty of this costly mistake? large corporate) solutions rang me up yesterday.

Status quo, you know, is Latin for 'the mess we're in.'

Pointclear

The status quo—that marketing management doesn’t understand the definition of a qualified lead—is nothing new. Salespeople consistently say that they do not get enough qualified leads. Qualified leads, according to sales, are based on criteria they understand but marketing is in the dark about. 75% of the qualification questions will be the same. Here’s the problem.

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 1:

Pointclear

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? Lead Qualification

Inbound Leads: To Pre-qualify, or Not To Pre-qualify? 15 Expert Views, Part 3:

Pointclear

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.

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

Pointclear

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?

It’s bad selling to pursue bad business

Sales Training Connection

One-way to avoid this problem is to “up” the importance of getting better at lead qualification. Getting lead qualification right requires a laser like focus on two issues – funding and fit. These opportunities often turn out to be non-opportunities and salespeople spend a lot of time pursuing opportunities that will never lead to closed sales.

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The Power of the Human Voice in Lead Qualification & Lead Nurturing

Pointclear

PointClear’s success doing lead generation, lead qualification and lead nurturing for our clients is grounded in proactively reaching out and connecting with prospects via a one-on-one telephone conversation. Following are some initial thoughts on characteristics that differentiate conversations from digital media in lead qualification and lead nurturing.

Sales and Marketing Alignment Secrets From SunGard’s Christine Nurnberger

The Sales Insider

Inside Sales Best Practices Sales And Marketing Alignment sales lead qualification service level agreement Where does marketing end and sales begin? With increasingly self-educated buyers, the roles of sales and marketing are becoming harder to define and distinguish. The most successful teams marry the two functions as closely as possible.

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. What does a universal lead definition look like?

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.”. I’ve learned it’s not about generating more leads. Create a universal lead definition. .

A Multi-Touch, Multi-Media, Multi-Cycle Strategy Multiplies Results

Pointclear

The lead generation and qualification work we do for this client yields slightly less than a 5% lead rate. Our leads are equivalent to what SiriusDecisions calls a Level 4 or 5 lead—in other words, pretty darn qualified. To disposition 1,000 companies for this client, we would need to invest 9,820 touches and that effort would yield about 50 leads.

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. .

Marketing 101: How to get started in lead generation

B2B Lead Blog

Tweet I was recently reading your blog “ Lead Generation: Who knows the customer better – Marketing or Sales? It’s been really fascinating to me to try and figure all this sales and qualifying a lead thing out. Do you have any advice or books on how to effectively get leads and qualify them and the processes involved in doing so? For that reason, here is a beginner’s look at lead generation with links to many additional resources so you can dive deeper where you would like to. Experienced lead gen marketers reading this: What did I overlook?

Lead Generation: Balancing lead quality and lead quantity

B2B Lead Blog

Tweet Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough leads that turn into sales, your ROI plummets. As Debbie Pryer, Program Manager, Siemens Healthcare , discovered, finding the right balance between lead quantity and quality takes trust, teamwork and planning.

Why the Term “Marketing-Qualified Lead” Creates Serious Confusion – Part I

B2B Lead Blog

Part of the beauty of the demand waterfall vernacular is that it added descriptive language to the word “lead.” All too often, sales and marketing have very different definitions of what a “lead” is. What Does “Marketing-Qualified Lead” Mean to You? The problem is that “marketing-qualified leads” has two distinct meanings. Tweet. For others, it doesn’t.

Nine Simple Tactics to Drive a Higher Return on Trade Show Investment

B2B Lead Blog

He went on to explain how to get a better return on your trade-show investment through lead scoring. Now I’m going to share nine tactics that will drive those lead scores – and your ROI – even higher: Do thorough research. Find out which attendees fit your Universal Lead Definition. If you have access to the registration list, analyze it. Look up registrants on LinkedIn.

Lead Qualification & Lead Nurturing: Whose Job Is It?

Pointclear

Are marketing resources or sales reps the right resources to do lead qualification and lead nurturing in the B2B complex sale? But first, let's take a look at some lead generation challenges. Cahners Research has shown that 45 percent of qualified leads will end up buying a solution from someone within a year. Think of lead generation, lead qualification and lead nurturing as progressive steps in a funnel. Marketing pours raw, unfiltered leads from a variety of sources into the top of the funnel. Who should process leads?

B2B Marketing: 4 solutions to the most common challenges

B2B Lead Blog

She works with Research Partners to develop teleprospecting programs where precisely the right people are given the right message to quickly convert them to leads. He develops and guides lead generation program that efficiently and effectively drive revenue for MECLABS Research Partners. 65% of marketers have not established lead nurturing.“The Solution #3: Define your lead.

Nine Reasons Why B2B Marketing Should Own the Teleprospecting Function

B2B Lead Blog

With the right teleprospecting approach, more inquiries will convert to sales-accepted leads. Not only does teleprospecting convert leads, it can elicit precise feedback on each one so marketing can better tune media, messaging, and tactics to improve the upstream investment yields. So does integrated lead nurturing. Why do you suppose that is happening? For good reasons.

Webinar Replay: Research from Harvard, MIT Pinpoints Hard Lead Conversion Lessons with Easy Solutions

B2B Lead Blog

Tweet Since 2007, InsideSales.com has been partnering with leading academic institutions to analyze data gathered from two billion communications with 80 million customer profiles. An average of 43 percent of companies never respond to inbound leads. Most sales professionals give up trying to reach a lead after an average of 1.29 9:33 – When does a web lead cold go?

Webinar Replay: Teleprospecting that Drives Sales-Ready Leads

B2B Lead Blog

During the latest B2B Lead Roundtable Webinar, Brian and his colleague, Brandon Stamschror, Senior Director of Operations for MECLABS Leads Group, explained how to make the most of the oldest and best sales conversion tool: the human touch. Good data significantly lowers your cost per lead. 6:28 – Teleprospecting and email are the two most effective lead generation tools.

Cisco Video: Uncovering Trends and Best Practices in Lead Generation

B2B Lead Blog

Tweet This week I was in San Francisco doing a live, streamed presentation, Uncovering Trends and Best Practices in Lead Generation , for Cisco. I cover: The latest trends in lead generation. Social media as a lead generation tactic. In fact, that’s precisely the case next week, considering the topic for the next B2B Lead Roundtable Webinar: Teleprospecting that Drives Sales-Ready Leads – How One Company Slashed Their Cost per Lead by More than Half. How to create buyer personas. Steps to optimizing the B2B mix. I’d love to hear from you.

How to Use Lead Scoring to Drive the Highest Return on Your Trade-Show Investment

B2B Lead Blog

Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. I recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead. If the trade show closely aligns with one of your solution offerings, then the quality of these kinds of leads will be better.

Sustainable Sales Success - Tip #12 Disqualification

Increase Sales

One would think disqualifying sales leads would be something most salespeople would do especially if they want sales success. However from my experience with SMB owners and sales professionals, this simple step of sales lead disqualification as well as sales leads qualification is one often overlooked. Is the person the actual decision maker? Is there a want to need?

Do You Expect Your Inside Sales Team to Practice Alchemy?

B2B Lead Blog

They dump data that’s absolute garbage into the top of the sales funnel and expect sales lead gold to come out the other side. This came to mind when my teleprospecting team was struggling with one of our lead-generation clients. If more than 1 out of 20 contacts fail this test, I advise cleaning this list before you pass it along to a lead-generation team. My team did.

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Web Clinic Replay: How Lead Nurturing Produced $4.9 Million Pipeline Growth in Eight Months

B2B Lead Blog

Tweet As promised in my most recent blog post, below is the link to the MarketingExperiments Web clinic replay that looks at how one organization overcame stagnant sales, regardless of more marketing activity, through lead nurturing. I encourage you to watch this replay if you want a better idea of how lead nurturing works in the real world. link].

9 Capabilities Sales Teams Need to Optimize the Revenue Pipeline

ShadeTree Blog

salesforce.com sales process sales measurement sales effectiveness lead qualification inside salesAll inspired and resourceful reps that expect or intend to blow past their quota start their day in the same dedicated manner. They ask themselves two fundamental questions: 1. What should I do today?" Prioritization) 2. What do I need in order to do it?" Execution) Regardless of the size of their territory, whether they are inside or in-the-field, are new to the organization or are tenured, all reps must ask those two questions, without failure or excuses. Indeed, analyRead more.

3 Steps to Fully Optimized B2B Prospect Development

Sales and Marketing

Teaser: B2B prospect development – the combination of lead generation, lead qualification, lead nurturing and lead hand-off to sales – is a critical element that many marketing and sales teams are failing. Dan McDade, author of "The Truth About Leads," provides three steps to help you emerge from a chaotic state, rise above average, and achieve a fully optimized state of prospect development. Issue Date: 2012-12-10. Author: Dan McDade. read more

Optimizing the Lead: A data-driven optimization process

B2B Lead Blog

Tweet Last Tuesday, I had the opportunity to share the most exciting aspect of working at MECLABS – Research Partnerships that allow us to test and optimize lead generation processes. It’s thrilling for me to observe lead generation strategy transform into revenue for our Research Partners. You’ll learn how we: Improved the quality of sales-ready leads by attaining better information about prospects and where they are in the buying process. Achieved a 375% increase in sales-ready leads and $4.9 Watch the webinar replay for a behind-the-scenes look at this research.

B2B 4

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.