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Get Better Results From Your Leads – Through the Sales Rep Lens

SBI Growth

Today’s post gives the sales rep a recipe to get more from their marketing leads. Reps often hunt down new leads themselves, discounting many from marketing. Reps use their own definition of a “good” lead. Marketing must be on the hook to get good quality leads to sales. The Problem. We’ve all done this.

Lead Rank 233
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Is Lead Generation Slipping Away From Marketing?

Pointclear

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. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal.

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Technographics: 6 Reasons to Use Technographic Data

Zoominfo

Here’s an example from VentureBeat : A financial tech firm noticed that Eloqua marketing automation was a predictive signal for its top prospects. They recognized that companies running Eloqua tend to have a certain level of technical sophistication, and are usually big enough to be able to afford premium enterprise systems.

Data 177
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Buckle Up! Sales Reps Share Perceptions of Marketing-Generated Leads

Pointclear

A new eBook reports on sales rep perceptions of marketing-generated leads, and the findings run from surprising to shocking to downright scary. The survey sample is nicely balanced with responding reps engaged in field sales, inside sales, and inbound and outbound lead generation and lead qualification.

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Can Artificial Intelligence Make Sales More Human?

Sales and Marketing Management

Together, this combination leads to bigger deals, more revenue, and more accurate sales forecasting. Artificial intelligence does the research on every person and company who matters. Salespeople leverage that research to better understand buyers, empathize with them, and guide their buying journeys.

Scale 166
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Technographics: 6 Reasons to Use Technographic Data

Zoominfo

Here’s an example from VentureBeat : A financial tech firm noticed that Eloqua marketing automation was a predictive signal for its top prospects. They recognized that companies running Eloqua tend to have a certain level of technical sophistication, and are usually big enough to be able to afford premium enterprise systems.

Data 100
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The Pipeline ? Sales And Marketing Alignment In Terms Of Lead.

The Pipeline

Sales And Marketing Alignment In Terms Of Lead Generation In A 2.0 Sales and marketing lead generation tools follow this suit. Other leading content providers such as Olgilvy Advertising and CMO.com agree. This is small business lead nurturing. The better a company’s following, the better the leads and referrals.