Pointclear

AUGUST 5, 2016

The core idea behind this book is that marketers need to embrace and take responsibility for the entire sales funnel, not just the top half. The book covers a wide range of “full funnel marketing” areas, including technology, sales enablement, productivity best practices and more. What’s on their scorecards?

Top of Funnel 100

Top of Funnel Funnel Lead Rank Marketing 100

Jonathan Farrington

AUGUST 10, 2012

A very well respected organization in the marketing and sales alignment business now reports that most companies have done all they can to help sales at the top of the funnel. Now what is needed, they say, is to provide support to sales people in the middle and late stages of the buying process. Sales Enablement.

Top of Funnel 35

Top of Funnel Sales Qualified Lead Sales Enablement Lead Rank 35

Fill the Funnel

NOVEMBER 10, 2010

Best Sales 2.0 Best Sales Enablement Program – Big Machines. Best Sales Lead Management Program – Unisfair. Best Use of Social Media for Sales or Marketin g - Adobe Omniture Business Unit. Best Sales & Marketing 2.0 ©2012 Fill the Funnel. Management – Brainshark.

Twitter 74

Twitter Conference Omniture Airlines 74

Pointclear

DECEMBER 12, 2013

I suggest taking the following three steps: Identify relevant data by stages – From the lead at the edge of your funnel to the prospect signing on the dotted line, understand each step of your sales system and what information is relevant for your marketing and sales reps engaging with prospects at these stages.

Lead Rank 180

Lead Rank Lead Scoring Top of Funnel Harvest 180

Pointclear

OCTOBER 2, 2012

He says these warm leads actually had a higher conversion rate because—with the so-called “hot” leads—the sales team wasn’t involved early enough to influence outcomes. On the sales side, really embrace social and listen in. It’s important for you to be further up the funnel. Buying cycles are changing.

Sales Qualified Lead 185

Sales Qualified Lead Lead Generation Lead Rank Marketing Qualified Lead 185