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Tag Archives for " sales qualified lead SQL "

Intro to Lead Generation: How to determine if a lead is qualified

Dear Daniel, First of all, happy new year! I thank you so much for your complete and interesting feedback. It has been very useful for me. Just one thing: may you give me some objective parameters to define a lead as qualified? I found so many definitions, and I’d like to ask for your support […]

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Why 75% of Marketers Are Experiencing Lead Generation Pain and How to Stop It Before It’s Too Late

The precursor of change is always pain. For most of us over the past four years, our marketplace has inflicted varying levels of it as we have slogged through the most challenging economic climate since the Great Depression. This is apparently not enough to make marketers and sales professionals embrace change and develop a formal […]

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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.

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Marketing Strategy: 3 Steps to find the best tactics and results

There have never been more ways to connect with customers, but how can we cut through all of the options, stay within our budgets, and choose what works best for our specific marketplace? Cindy Humphrey advises going back to marketing basics. With more than two decades in B2B sales and marketing leadership positions, most recently […]

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Lead Generation: Phone calls turn first-time webinar into million-dollar leads

What’s a marketer to do when leadership dismisses marketing and insists that a superior product will sell itself? Follow the lead of Jeremy Scully and take a high-stakes gamble: Put your reputation on the line to prove marketing’s value. Scully, the Business Development Manager for Planisware, a leading provider of project and portfolio management solutions, […]

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Lead Scoring: How to pick the right ingredients for high ROI

Marketers use lead scoring to slice all the potential deals in their pipelines and serve the sales team what it’s hungry for — leads that are ready to buy. Values are assigned to each prospect based on attributes like authority, title, vertical and timing to buy, as well as behavior. For example, did the person: […]

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Lead Nurturing: 9 questions answered on lead qualification, nurturing, and Marketing-Sales alignment

A couple of weeks ago, I presented an American Marketing Association webcast, “The One-Two Punch of Effective Lead Engagement: Accurate Lists and Powerful Content” (a replay of the webcast is posted below). The nearly 500 attendees had so many excellent questions that my webcast could have easily been an hour longer. That’s why I decided […]

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How to Get the CEO to Support Your Next Marketing Plan

Do you feel you have the full support of your CEO for your marketing plan? I caught up with with a colleague who coaches marketers. He has a lot of experience to offer but he often feels like his hands are tied. He voiced his frustration to me: “Nearly everyone I talked to say they […]

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Why Marketing Qualified Leads (MQLs) Create Confusion

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 […]

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Lessons from my time as a B2B marketing coach

I just got back from this year’s round of MarketingSherpa B2B Summits in Boston and San Francisco, where I provided one-on-one coaching to attendees, marketers from Fortune 500 organizations, leading private companies, and emerging businesses. (You can read more about who attended here.) Frankly, I don’t know who walks away more enlightened – the marketers […]

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Webinar Replay: 2012 B2B Marketing Benchmark Report Reveals How Marketers Can Transform Mounting Pressure, Challenges into Revenue

Warning: If you watch only the first few minutes of this webinar, you might get discouraged about the state of marketing today. However, if you watch the webinar through the end, you’re going to be excited about marketing’s potential for driving more revenue than ever before. At the beginning of the webinar, Jen Doyle, MarketingSherpa […]

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