Archive

Category Archives for "Lead Management"
3

How to Improve Lead Routing to Skyrocket Sales Results

Have you intentionally managed and optimized your sales lead routing and assignment process? If not, you could be leaking sales, marketing ROI and not realize it. Let me explain. LeadData’s new report, The State of Lead Management, based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads […]

Continue reading
2

Introduction to Lead Management

Generating leads is an important B2B marketing goal, but what happens once those leads are in the pipeline? This blog post addresses the challenge of lead management. Brian Carroll defines lead management, explains why it is so important in the complex sale and outlines the various elements in lead management, including people, process and technology.

Continue reading
6

Lead Management: 4 principles to follow

MECLABS Senior Reporter David Kirkpatrick is at MarketingSherpa Lead Gen Summit 2013 in San Francisco on day one, live blogging the Lead Management Workshop that features a dive into larger topics including lead capture, lead qualification and lead nurture. Flint McGlaughlin, Managing Director, MECLABS, presented the introduction to the workshop, and David had the opportunity to speak with Brandon Stamschror, Senior Director of Content Operations, MECLABS, and co-author of Lead Generation for the Complex Sale.

Continue reading
1

Lead Optimization: 10 audience questions answered

Lead optimization is the core of revenue optimization – making as much money as possible from your time, energy and resources. In response to many questions following a recent webinar, “Optimizing the Lead: A data-driven optimization process that goes beyond lead capture,” Brian Carroll sat down and answered 10 of the audience-submitted answers.

Continue reading
13

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

In his most recent post, Dave Green pointed out how marketers invest most of their budget on trade shows even though it ranks fourth in effectiveness. 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 […]

Continue reading
21

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

In the 2012 B2B Marketing Benchmark Report, 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Yet, they only ranked fourth in marketing effectiveness, under websites, SEOs, and emails. I suspect that part of the ROI problem may be due to improper prioritization. Smart marketers […]

Continue reading
3

From a Challenging Marketing Past to the Most Promising Marketing Future: Top Takeaways from the 2011 B2B Roundtable Webinars

I can’t stress this enough: when it comes to marketing, if we’re not constantly learning, we’re going to find ourselves left behind faster than ever. Some people say I’m an expert in B2B lead generation because I wrote a book on it, but you know what? I am astonished by what I didn’t know then […]

Continue reading
16

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

SiriusDecisions made a brilliant contribution to B2B marketing several years ago when they created their Demand Waterfall. That “waterfall” is a metaphor for key funnel stages. It seems like everyone I talk to who works in the technology industry, which is an early adopter of marketing innovations, uses the Demand Waterfall framework. The concept is […]

Continue reading
1 2 3 15