INDUSTRY INSIGHTS YOUR PEERS ARE READING
Just like a judge on Dancing with the Stars, sales reps all interpret lead quality differently. Take control with Leads Scoring from Leads360. This week, we are launching Lead Scoring to further our initiative to deliver intelligent sales software for high-velocity sales teams. MORE
The post 4 Key Steps to Developing an Effective Lead Management Process appeared first on Salesfusion. Email Marketing Marketing Automation B2B Marketing Lead Management MORE
By Tibor Shanto – tibor.shanto@sellbetter.ca. Time is pivotal to sales success, on the plus side, it can help you better engage with potential buyers, and on the down side it can create distance and barriers between you and the buyer. MORE
“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. Jake finally admitted: Sales lead follow-up will yield greater sales. MORE
The post Marketing Automation is Lead Management appeared first on Salesfusion. Lead Nurture MORE
The number one way to demonstrate Return on Marketing Investment (ROMI) is by driving revenue through Lead Generation. However, few CMOs are driving top-line revenue growth with their lead generation activity. MORE
Always Be Closing Appointments Attitude Business Acumen Communication Strategy execution Lead Generation Lead Management Objective Based Selling Sales Strategy Webinar Accountability Change Management Communication how to sell better Leadership Prospecting qualifying Renbor Sales Solutions Inc. MORE
There’s now a virtual destination for a good sales and marketing laugh in the form of the Sales Lead Management Association’s new cartoon series. At your desk and can’t make that physical change in latitude to get a change in attitude? MORE
The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. If you don't see the name of your favorite Lead Gen Experts, drop us a comment The list is vast and full of some fantastic peers of mine, and you can only choose 3. So choose wisely. MORE
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. There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm. MORE
Are you still stuck using legacy CRM’s to drive your Lead Management process? CRM’s have introduced a lot of fantastic features that over time have become staples of almost every sales and marketing organization. While they provide a lot of. MORE
Businesses spend billions to attract ready buyers, generating a vast number of leads. Despite this, research shows that sales reps typically do a poor job of managing their leads, at the expense of their company’s revenue potential. MORE
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. MORE
I see a version of this in sales, specifically prospecting, the lack of patience causing people to abandon perfectly good leads may too soon. This not only leads to a voracious appetite for leads, but creates a number of bad habits and lost deals. MORE
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. MORE
Sourcing the right leads and crucial information needed to reach that prospect. Connecting and engaging with those leads and converting them to pipeline opportunities. Lead Gen and Prospecting Tools that will make you more efficient and successful. MORE
The folks over at 360 Leads are conduction a global survey on sales lead generation best practices. The survey takes about three minutes to complete, and will deliver insights into: Most effective channels at generating leads. Sales lead nurturing practices. MORE
“Why,” I was asked, “must you manage sales leads in order to manage sales? Sales lead management is a marketing function, isn’t it?”. But the actual, final management of the prospect is square in the lap of the individual salesperson. MORE
No matter what he did, no matter how he spent the company’s money, the CRO would complain about lead quality (and quantity). Marketing was convinced that sales never effectively followed-up on any leads. What is a Lead? These “leads” ended up in a black hole—with $100,000 wasted. MORE
Lead generation and finding the right prospects are central to successful execution of revenue and client acquisition strategy. Attitude Business Acumen Infographic Lead Generation Lead Management Proactivity Prospecting Sales Success execution qualifying MORE
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? MORE
Look at all the stuff I have to work on”, leads to a lack of prospecting, and by the time you realise you need to adjust, that year end is close, and the ability to build momentum in to the coming year is gone or badly diminished. By Tibor Shanto - tibor.shanto@sellbetter.ca. MORE
This might come across as mind-blowing, but here’s the secret to better sales: It’s not about getting tons of leads into your pipeline. Direct leads into the appropriate funnel. Know What a Lead Looks Like. No, “everyone” doesn’t qualify as a lead. MORE
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. MORE
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. MORE
Yes it is that time of year, where your fearless scribe, me, is nominated to be included as one the 50 Most Influential Sales Lead Management for 2012. Change Management Lead Generation Lead Management Proactive execution Attitude Commitment Leadership Renbor Sales Solutions Inc. MORE
Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute. MORE
James Obermayer, founder of the Sales Lead Management Association , recently spoke with SLMA Radio program host Paul Roberts on how lack of a sales lead management process hampers company growth. JO: So, the first thing [you've] got to [do is] define what a sales lead is. Listen to the entire interview for more information on the importance of sales lead processes. Sales Process Sales Leads MORE
So what should you do when you find that leads are dropping off or getting stuck? We’ve compiled some effective lead management strategies that can get your pipeline flowing again. But first… What causes leads to get stuck in a sales pipeline? Before taking action, the first thing you need to do is understand why leads are getting stuck in the first place. Lead management tips to get prospects moving. Get to know your leads better. MORE
Every day around the globe thousands if not hundreds of thousands of leads are created. But many of these leads never have the opportunity to grow into viable leads, delivering their full potential, evolving into prospects and finally full blown sales. What’s a good lead?” MORE
As there are many, many books on sales management, so there are endless publications, articles and blogs on the subject of lead generation. This article doesn’t touch that subject, but addresses another vital topic: how to handle leads as they’re coming in, and the basics of establishing your lead management. As with many companies, our company deals with both inbound and outbound leads. Another variety of inbound leads come from paid lead sources. MORE
Having great leads, being social, and ready are all important, but it takes a lot more to connect and engage these days. Thursday July 16, 1:00 pm Eastern – 10:00 am Pacific. MORE
The post Marketing Automation Platform, Salesfusion, Improves Lead Management for Highland Solutions appeared first on Salesfusion. MORE
While artificially developing mutual understanding and trust is certainly one method of trying to improve the relationship between the two functions, we believe a far better way is through shared process that leads to results. How long will teleprospecting have to accept or reject a lead? MORE
Does your business success depend on leads? If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on. MORE
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. MORE
“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. Leads360 allows us to respond, track, measure and stay on top of every lead,” said Williams. “It MORE
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? MORE
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. MORE
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. MORE
I asked how many leads he picked up, he told me about a hundred or so. Now to be fair, there was little clarity from the organizations as to what was expected after the show, i.e. “follow up with all leads within 72 hours.” By Tibor Shanto - tibor.shanto@sellbetter.ca. MORE
Lead Management Related Topics Sales Benchmark Index
SEPTEMBER 20, 2018
Are you still stuck using legacy CRM’s to drive your Lead Management process? CRM’s have introduced a lot of fantastic features that over time have become staples of almost every sales and marketing organization. While they provide a lot of.
Pointclear
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. There may be a half-dozen outside vendors managing some aspects of lead management: Sales Lead Management and Fulfillment Firm.
Pointclear
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. Jake finally admitted: Sales lead follow-up will yield greater sales.
Pointclear
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.
Salesfusion
AUGUST 13, 2014
The post Marketing Automation is Lead Management appeared first on Salesfusion. Lead Nurture
Pointclear
NOVEMBER 7, 2017
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.
Velocify
JUNE 9, 2017
Businesses spend billions to attract ready buyers, generating a vast number of leads. Despite this, research shows that sales reps typically do a poor job of managing their leads, at the expense of their company’s revenue potential.
|
Pointclear
MARCH 1, 2012
Lack of clarity and erroneous assumptions about demand generation, lead management and marketing automation are effectively addressed in two recent Software Advice whiteboard videos by Carlos Hidalgo, CEO, Annuitas Group , and Executive Director, Marketing Automation Institute.
Salesfusion
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
Pointclear
AUGUST 1, 2011
While artificially developing mutual understanding and trust is certainly one method of trying to improve the relationship between the two functions, we believe a far better way is through shared process that leads to results. How long will teleprospecting have to accept or reject a lead?
Salesfusion
JULY 21, 2015
The post Marketing Automation Platform, Salesfusion, Improves Lead Management for Highland Solutions appeared first on Salesfusion.
Pointclear
SEPTEMBER 11, 2017
James Obermayer, founder of the Sales Lead Management Association , recently spoke with SLMA Radio program host Paul Roberts on how lack of a sales lead management process hampers company growth. JO: So, the first thing [you've] got to [do is] define what a sales lead is. Listen to the entire interview for more information on the importance of sales lead processes. Sales Process Sales Leads
Velocify
OCTOBER 1, 2017
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.
|
|
Pointclear
JUNE 15, 2012
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.
Nutshell
AUGUST 30, 2018
So what should you do when you find that leads are dropping off or getting stuck? We’ve compiled some effective lead management strategies that can get your pipeline flowing again. But first… What causes leads to get stuck in a sales pipeline? Before taking action, the first thing you need to do is understand why leads are getting stuck in the first place. Lead management tips to get prospects moving. Get to know your leads better.
Smart Selling Tools
NOVEMBER 13, 2012
Does your business success depend on leads? If it does, you’ll want to know how to generate the most leads , how to capture the most leads , how to best score and qualify leads , how to track which leads convert to prospects, and the list goes on.
Salesfusion
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. Discuss what makes a good lead. After you have a better understanding, set up the scoring parameters so that each lead is filtered accordingly.
Pointclear
APRIL 12, 2011
There’s now a virtual destination for a good sales and marketing laugh in the form of the Sales Lead Management Association’s new cartoon series. At your desk and can’t make that physical change in latitude to get a change in attitude?
Velocify
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. Leads360 allows us to respond, track, measure and stay on top of every lead,” said Williams. “It
Pointclear
AUGUST 28, 2012
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.
Sales Benchmark Index
SEPTEMBER 16, 2018
The number one way to demonstrate Return on Marketing Investment (ROMI) is by driving revenue through Lead Generation. However, few CMOs are driving top-line revenue growth with their lead generation activity.
Green Lead's B2B
NOVEMBER 2, 2010
The Sales Lead Management Association has opened up voting for the 50 Most Influential People in Sales Lead Management. I'm on the list, so if I've earned your respect in the world of demand gen and lead generation, I'd love your vote. If you don't see the name of your favorite Lead Gen Experts, drop us a comment The list is vast and full of some fantastic peers of mine, and you can only choose 3. So choose wisely.
The Pipeline
JULY 14, 2015
Having great leads, being social, and ready are all important, but it takes a lot more to connect and engage these days. Thursday July 16, 1:00 pm Eastern – 10:00 am Pacific.
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.
The Pipeline
JUNE 27, 2014
The folks over at 360 Leads are conduction a global survey on sales lead generation best practices. The survey takes about three minutes to complete, and will deliver insights into: Most effective channels at generating leads. Sales lead nurturing practices.
The Pipeline
JUNE 9, 2015
Sourcing the right leads and crucial information needed to reach that prospect. Connecting and engaging with those leads and converting them to pipeline opportunities. Lead Gen and Prospecting Tools that will make you more efficient and successful.
The Pipeline
OCTOBER 26, 2015
Every day around the globe thousands if not hundreds of thousands of leads are created. But many of these leads never have the opportunity to grow into viable leads, delivering their full potential, evolving into prospects and finally full blown sales. What’s a good lead?”
Pointclear
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?”. But the actual, final management of the prospect is square in the lap of the individual salesperson.
Pointclear
OCTOBER 5, 2018
No matter what he did, no matter how he spent the company’s money, the CRO would complain about lead quality (and quantity). Marketing was convinced that sales never effectively followed-up on any leads. What is a Lead? These “leads” ended up in a black hole—with $100,000 wasted.
The Pipeline
MAY 25, 2015
I see a version of this in sales, specifically prospecting, the lack of patience causing people to abandon perfectly good leads may too soon. This not only leads to a voracious appetite for leads, but creates a number of bad habits and lost deals.
The Pipeline
NOVEMBER 3, 2012
Yes it is that time of year, where your fearless scribe, me, is nominated to be included as one the 50 Most Influential Sales Lead Management for 2012. Change Management Lead Generation Lead Management Proactive execution Attitude Commitment Leadership Renbor Sales Solutions Inc.
The Pipeline
JUNE 12, 2013
By Tibor Shanto – tibor.shanto@sellbetter.ca. Time is pivotal to sales success, on the plus side, it can help you better engage with potential buyers, and on the down side it can create distance and barriers between you and the buyer.
The Pipeline
APRIL 14, 2014
I asked how many leads he picked up, he told me about a hundred or so. Now to be fair, there was little clarity from the organizations as to what was expected after the show, i.e. “follow up with all leads within 72 hours.” By Tibor Shanto - tibor.shanto@sellbetter.ca.
The Pipeline
APRIL 6, 2012
Lead generation and finding the right prospects are central to successful execution of revenue and client acquisition strategy. Attitude Business Acumen Infographic Lead Generation Lead Management Proactivity Prospecting Sales Success execution qualifying
Pointclear
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?
Pointclear
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?
The Pipeline
FEBRUARY 1, 2014
Always Be Closing Appointments Attitude Business Acumen Communication Strategy execution Lead Generation Lead Management Objective Based Selling Sales Strategy Webinar Accountability Change Management Communication how to sell better Leadership Prospecting qualifying Renbor Sales Solutions Inc.
The Pipeline
SEPTEMBER 6, 2013
Look at all the stuff I have to work on”, leads to a lack of prospecting, and by the time you realise you need to adjust, that year end is close, and the ability to build momentum in to the coming year is gone or badly diminished. By Tibor Shanto - tibor.shanto@sellbetter.ca.
Velocify
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. This week, we are launching Lead Scoring to further our initiative to deliver intelligent sales software for high-velocity sales teams.
The Pipeline
AUGUST 23, 2013
This might come across as mind-blowing, but here’s the secret to better sales: It’s not about getting tons of leads into your pipeline. Direct leads into the appropriate funnel. Know What a Lead Looks Like. No, “everyone” doesn’t qualify as a lead.
94 
Let's personalize your content