Tag Archive

Tag Archives for " sales qualified lead SQL "
8

Teleprospecting: When marketing lead response time is a priority (and when it’s not)

When you’re converting inquiries into qualified leads, it’s widely believed that time is of the essence. Even research published in the Harvard Business Review says you’re almost seven times more likely to qualify a lead if you respond by phone within five minutes than if you respond an hour later. That’s why, when one of […]

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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.

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1

3 Factors that Connect Value Prop to Prospects

There is one question at the heart of lead generation: If I am you ideal prospect, why should I buy from you rather than your competitors?

How effectively you answer this will impact the performance of your marketing. Read on to learn three factors to consider when crafting value propositions that you can use to aid your lead gen efforts.

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4

B2B Sales and Marketing: How a staffing company gained 242 qualified leads in just three months in a new market

Opening a new division in a new city for any company can be a challenge, especially with lead generation. TERRA Staffing Group, having a strong reputation in Seattle, found itself in new territory when it opened offices in Portland, Ore. By hiring a lead generation company, more prospects were interested due to their teleprospecting efforts.

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2

Lead Generation: Balancing lead quality and lead quantity

Lead generation is somewhat like a tightrope act. Generate too many leads, and the rope between Sales and Marketing breaks. If you don’t generate enough that turn into sales, your ROI plummets.

Read on to learn how Debbie Pryer, Program Manager, Siemens Healthcare, approached revitalizing Siemen’s lead generation program by finding the right balance of lead quality and quantity.

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3

3 Important Lessons for Lead Generation and Life

People look to Brian Carroll, Executive Director of Revenue Optimization, MECLABS, as an expert at lead generation because he wrote a book and speaks about it. But even he is constantly learning and constantly discovering how much more he has to learn. Read on for three important lessons for lead gen that Brian has discovered from his experiences in 2013.

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16

B2B Marketing: Why Marketing shouldn’t promise BANT qualified leads for Sales

Many marketers use a model for lead qualification based on these four key characteristics called BANT. However, we should focus more on building bridges of understanding between these two departments. Let’s start by creating a common language for lead qualification that makes more sense than BANT.

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