Marketing automation software (MAS) should provide front to back lead management capabilities. From lead generation to lead distribution, a robust, full-feature program, such as our Lead Management Automation™ platform, must enable your marketing department and sales team to effectively manage leads to achieve maximum sales effectiveness. There are several key functions that should be available in [...]
Before we start talking about our ultimate goal – lead management solutions – let’s get into some background. Brad Miller at Search Engine Watch recently penned an article discussing how the future of SEO is based on today’s search marketing integration techniques. [1] Just the mention of another fancy web marketing term like search marketing [...]
Infographics are an easy, eye-catching way to discuss issues in today’s B2B environment. We recognize how helpful infographics can be in developing a lead management strategy. So we’ve produced a colorful, extensive lead management chart, which should help small to mid-size companies struggling with how they should manage their lead generation process. We call it, [...]
The ability to qualify leads and prioritize them based on their potential for conversion is priceless. However, before a company can put a lead scoring plan into place, they will first need to understand what constitutes a quality lead. By asking the right questions, a company can build an effective profile that will capture leads [...]
Effective B2B lead management involves more than simply preventing viable leads from falling off the radar. The effectiveness of a lead management program is really measured by how well it moves suspects from marketing qualified leads (MQL) to sales qualified leads (SQL). The difference between the two statuses can represent tens of thousands of dollars [...]
For some companies there may be no shortage of leads. But how does the marketing team pass off the most qualified leads to your sales department? The answer is to take action that ensures your leads are ready to buy. This post is the second of a two-part series addressing effective lead qualification strategies. Create an [...]
Lead qualification is a multi-step process that moves suspects through your marketing pipeline and determines if they become a quality lead. It all starts with a lead inquiry. In this post we’ll discuss the first steps toward effective lead qualification. Lead InquiryThe first step in lead qualification is generating a lead inquiry, which is an interest [...]
As the global marketplace expands due to the power of the internet, B2B Marketers need to rise to the challenge and start thinking in terms of large-scale strategies. B2B marketers need marketing automation and lead scoring. They need to market to businesses that are searching for resources online. This is important since every company with an online presence who [...]
How does your company define a lead as “qualified”? Are the leads that fit a demographic/firmographic profile and respond to marketing touchpoints considered qualified? Your marketing and sales departments may disagree on which leads are truly qualified to become a sales opportunity. In this post we look at when your marketing qualified lead (MQL) becomes [...]
As we mentioned in an earlier post, Common Lead Scoring Mistakes – Part 1, there is sometimes a lack of sales effectiveness when using a lead scoring system. Often this is a result of poor lead management. In this post, we discuss two issues: the first one concerns what sales agents do with leads that [...]