Building an Effective Lead Management Process for High-Growth Sales

Velocify

Demand generation marketers are focused on supporting sales teams, and a large part of their role is ensuring that carefully curated leads are moving through the funnel effectively. Balancing Lead Volume and Flow.

4 Key Steps to Developing an Effective Lead Management Process

Salesfusion

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

Trending Sources

Vote for Kimmy Netterville, an inspired sales lead management leader

Pointclear

PointClear’s Kimmy Netterville has been nominated as one of the 40 Most Inspired Leaders in Sales Lead Management. The Sales Lead Management Association announced today that nominations are now closed, and voting is open until Dec. Many of PointClear’s clients over the past 11 years have directly benefitted from Kimmy’s abilities managing B2B lead generation, lead qualification and lead nurturing programs.

No Lead Left Behind – Prioritizing Your Leads with Lead Management

Salesfusion

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. Discuss what makes a good lead. After you have a better understanding, set up the scoring parameters so that each lead is filtered accordingly.

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The Power of Trust in B2B Selling

Score More Sales

He has an MBA from Harvard and a BA in philosophy from Columbia, and spent 20 years in management consulting. You can lead a horse to water, but you can’t make him drink. The post The Power of Trust in B2B Selling appeared first on Score More Sales.

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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.

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. The post Summer B2B Sales Challenge Revisited appeared first on Score More Sales.

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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.

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.

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

Pointclear

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.

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.

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?

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.

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.

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B2B Lead Generation: The Best of PowerViews

Pointclear

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.

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.

B2B ABM: Seven Sales & Marketing Tips for 2017 - Tip #2 Should Marketing and Sales Agree on the Definition of a Lead?

Pointclear

Should marketing and sales agree on the definition of a lead? Per sales, a qualified lead is based on criteria they understand, but marketing is in dark. In my book, “ The Truth About Leads ” , I provide ten attributes of a well-qualified lead.

What Percentage of Marketing Leads Should Be Accepted by Sales?

Pointclear

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. B2B Marketing B2B Sales Sales Leads

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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.

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New Leads Study Supports Quickness and Follow Up

Score More Sales

A sales leader asked me yesterday, “What do we do with the sales reps that are not following up on the 50% of leads coming in that don’t get called more than once?”. He was commenting in response to the fact that 50% of all leads coming into a company are never called a second time.

Salesfusion-Sponsored Study Points to Pain in B2B Lead Generation

Salesfusion

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.

Is Lead Flow to the Reps Too Slow or Gridlocked?

Pointclear

Some companies have several inside departments to take in, qualify, nurture, and filter sales leads to such a finite extent that few leads go to anyone. If the raw lead count is high but there is a mere trickle going to the salespeople, you have a substantial problem. You are: Delaying talking to buyers and reducing your chances of making the sale by 50%, because salespeople, on average, aren’t getting the leads until weeks after they’re created.

My Favorite 'John Wayne' Thoughts for Marketers and Salespeople

Pointclear

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.

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Does Your Sales Team Know How to Follow-Up on a Lead?

Pointclear

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. In the last blog in this series we discussed lead nurturing , and how an advanced lead generation program that includes nurturing can triple your sales.

Most Market Share Battles Are Lost, Not Won

Pointclear

Casey Stengel said, “ Most ball games are lost not won ,” and his comment seems appropriate for most marketers’ efforts in B2B companies. The happy dance shouldn’t start until they are closing one out of ten leads (4.5 B2B Growth Strategy

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 2 of 2)

Pointclear

This topic is of such importance, I reached out to fellow industry leaders and asked them to share their outlook on lead nurturing programs (and processes) and what to expect in the coming year. His lead nurturing program did precisely that. B2B Marketing B2B Sales Lead Nurturing

PowerViews with James Obermayer: Lead Management & Integrated Direct Marketing

Pointclear

Jim is the founder of the Sales Lead Management Association. SLMA is the sponsor of the yearly Sales Lead Management week and initiatives to identify both the Top 50 Most Influential People in Sales Lead Management and 20 Women to Watch in Sales Lead Management.

B2B Sales Lead Management: A Bird in Hand is Worth Two in the Bush

Pointclear

This is the second in a series of four blogs about B2B sales lead management, marketing and sales metrics, and proverbs. In the last blog we talked about lead rates. This time we are going to talk about the importance of the qualified rate and how the qualified rate of inbound leads compares to those of outbound leads: Based on over 60,000 completed company dispositions per year (annualized for 2012). Inbound Lead Costs Increase over Time.

4 tips to grow and develop your inside sales team

Velocify

Given the synergies with our recent research, we asked Richardson to provide insights to sales managers about how they can run their inside sales teams like a good coach and better leverage and develop the strengths of their team.

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Woman Shaves Head for Client Fundraiser

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.

Turning Raw B2B Sales Leads Into Real Opportunities: Don’t Give Up Too Soon

Pointclear

When qualifying and nurturing sales leads, the lead farmer (prospect development professional) has a challenging job. The starting point in lead management is usually an inquiry consisting of a name, title, a company, a phone number or email address. The lead farmer must have the patience, discipline and skill to engage the inquirer in a conversation. The lesson: Don’t give up too early on non-responsive sales leads.

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

The Pipeline

7 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. 7 Must-Have Lead Nurturing Recipes for B2B Marketers [link] / via @Renbor.

Using Phone and eMail to Close Business

Score More Sales

Recently there was a report published on converting B2B sales leads into deals that we blogged about. In addition to the tool(s), do you have a documented process on how to review and rate the leads that come in?

Why Sales People Don’t Ask for Referrals

Score More Sales

Mike, who is a B2B sales guy asked me a great question: “WHY DON’T MORE SALES REPS PRACTICE ASKING FOR REFERRALS AFTER THE SALE…. I think that big organizations my company sells into have a very big influence at alumni and C-level meetings our C-level contacts attend throughout the year.

Three Cold Calling Mistakes to Avoid

Score More Sales

Why wait for a manager to ask you? Conventional wisdom says that cold calling doesn’t work anymore. Many “experts” sit around and preach about how you must add researched insight into every prospective interaction with a potential buyer. Warm every call up.

When Was Sales Not Social?

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.

Write Emails That Get Results

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.

Best E-Mail Ever to Get a Response

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.

Endorsed vs Recommended on LinkedIn

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.

Powerful Questions to Qualify Sales Opportunities

Score More Sales

We both were account managers selling millions of dollars worth of technology to a major aircraft company. He’d usually end up learning the back story on the project, which had more to do with airplanes and less to do with our products – which lead back to “why”).