SBI Growth

FEBRUARY 10, 2013

Leads were not being qualified before the sales force engaged. Channel Partners productivity was higher than last years but well short of their original goal. No lead management process to qualify the leads. Poor Channel Management program. Fix the Lead Management and Sales Process first.

Sales Qualified Lead 300

Sales Qualified Lead Compensation Incentives Incentive 300

SBI Growth

JANUARY 26, 2013

Make sure you measure and optimize all channels used to stimulate inquiries. Every channel must produce an ROI. DESIGN PROCESS & MANAGE PEOPLE. Lead Management: Most leads are not ready to buy. Create a custom lead management process mapped to the buyer’s journey. If not, fix it or drop it.

Ideal Customer Profile 300

Ideal Customer Profile Demand Generation Agencies Promotion Demand Generation 300

SBI Growth

JUNE 1, 2013

These Marketing Captured Leads should meet the firmographic and psychographic profile of your ideal customer. They target these channels with their demand gen efforts. They also track the investment and leads sourced from each channel. Lead Management Process that nurtures a captured lead until it’s sales-ready.

Top of Funnel 296

Top of Funnel Buyer Persona Marketing Sales Qualified Lead 296

Sales 2.0

JULY 28, 2020

We asked respondents how the sales process itself has been transformed by this experience, particularly with regard to sales channels. We asked our respondents which sales channel , prior to the crisis, had been their most effective. SalesRoads is a leading B2B Appointment Setting and SDR Outsourcing firm.

Outsourcing Services 286

Outsourcing Services Pipeline Social Media Channels 286

SBI Growth

DECEMBER 2, 2013

Acquire campaigns focused on new logo acquisition within a specific vertical, channel or region. When you apply this approach to affiliates, partners or your sales channel the same concepts apply. Lead Management Score Card – Captures existing performance and provides historical and external context to evaluate performance.

Demand Generation 310

Demand Generation Demand Generation Targets Marketing Buyer Persona 310

Zoominfo

FEBRUARY 12, 2019

In order to convert leads into paying customers, you must have a comprehensive lead management process in place. But, the process of lead management is every bit as multilayered and complex as the modern buyer’s journey. What is lead management? Think of lead management like a house of cards.

Lead Rank 100

Lead Rank Lead Scoring Lead Management Sales Qualified Lead 100

SBI Growth

SEPTEMBER 10, 2013

Are you trying to implement a new lead management program? When something works what are the channels to disseminate that information? What are the mobile channels that you will use to broadcast success? Below are the main reasons why this occurs: Confusion - The team lacks understanding on what is most important.

Sales Process 282

Sales Process Follow-up Channels Research 282

SBI Growth

MAY 1, 2013

Lead Management. Partner or Channel Marketing. Lead Management. Sarah considered a number of structural groups before restructuring: Marketing Communication. Strategy & Planning. Demand Generation. Marketing Operations. Product Marketing. Field and/or Program Marketing. Loyalty Marketing. Content Marketing.

Outsourcing Services 296

Outsourcing Services Demand Generation Agencies Marketing Demand Generation 296

SBI Growth

DECEMBER 27, 2013

Build social channels, listen to conversations and simply know where potential clients consume content. Identifying the right channels to tune into can generate significant revenue lifts. Lead Management - Get your head around which points throughout the buyer journey you need to influence.

Competition 267

Competition Ideal Customer Profile Top of Funnel Social Media 267

Pointclear

JANUARY 9, 2014

And today, that consistency needs to reach across channels. Social Media Marketing is an effective lean gen channel for B2C but not as much for B2B. James Obermayer | Sales Lead Management Association. Our products are so good we don’t need leads. Jamie Turner | 60 Second Communications.

Lead Generation 257

Lead Generation Sales Qualified Lead Lead Rank Lead Scoring 257

SBI Growth

JULY 7, 2013

A BPM provides the marketing team a blueprint for effective demand generation and lead management. Armed with buyer research, world class marketers deliver the right message, to the right person, at the right time, via the right channel. What does a Buying Process Do? What does it mean to use a Buying Process Map?

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

SBI Growth

OCTOBER 28, 2013

It starts with great demand generation execution and continues with a solid lead management process. Rigid lead grading and scoring is a must and the role of the Lead Development Rep (LDR) never more important. Recognize the IPO as part of the journey – You have 2 full time jobs during the IPO process.

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

Pointclear

NOVEMBER 19, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. The three agency people looked at each other, smiled, and the account manager launched into a series of questions. I’m smiling).

Report 252

Report System CRM Quota 252

Pointclear

MAY 21, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. How can marketing communications managers know how much interest to generate if they don’t know their salespeople’s quotas? What world are they living in?

Quota 191

Quota Hiring Marketing Forecasting 191

Pointclear

MARCH 16, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Ten years ago I asked an assembled 200 plus marketing managers how many knew the quotas for the salespeople/sales channels that sold their products.

Quota 212

Quota Marketing Sales Qualified Lead ROI 212

SBI Growth

JUNE 19, 2013

Develop content that delivers the right message, to the right person, at the right time, via the right channel. Implement Lead Management to nurture leads until sales-ready. Track the leads you send sales through to win or loss. Execute your demand gen campaigns flawlessly.

Marketing 276

Marketing Top of Funnel Sales Qualified Lead Demand Generation 276

Pointclear

APRIL 2, 2013

"One of the best practices I've seen associated with that is making sure that any customer communications come directly from either their account manager or assigned salesperson. Weber Shandwick is creating a new unit to capitalize on content marketing --a channel which advertisers have been increasingly interested in investing.

B2B 203

B2B LinkedIn PointClear Marketing 203

Score More Sales

MAY 30, 2013

Evaluating and prioritizing channels. Do you have cross-channel web, social, and mobile integration? IBM’s study shows that companies who are considered “Top Marketers” enjoy 1.8 times Gross Profit growth and 2.4 times greater stock price. Creating a consistent customer experience. Optimizing marketing performance.

Marketing 241

Marketing Lead Rank Lead Scoring Survey 241

SBI Growth

SEPTEMBER 4, 2013

Joe implemented a structured lead management process including Lead Development Reps (LDRs). Get your online marketing plan right: This is a bit tactical but it is such a critical channel that you simply must get it right to succeed. Content Marketing efforts utilize the BPM’s and personas as the road map to success.

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

Score More Sales

JANUARY 15, 2013

My prediction is around social selling and how, with so much noise and overwhelm, people will be choosing certain channels to listen through – omitting others. Why 2013 Will be the Year of the Buyer. Value-Creation, Benchmarking, and More. Does it get the wheels spinning or do you feel overwhelmed after looking at the entire post?

Influencer 215

Influencer Social Media Outbound Twitter 215

Pointclear

JULY 23, 2013

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. It’s way ‘old-school’ to try and kick-start sales by dramatically jumping up sales lead quantity, and then rely on the sales channel to deal with it.

Sales Qualified Lead 206

Sales Qualified Lead Leads360 NetSuite Leads 206

Score More Sales

APRIL 4, 2013

Hear about how one of us grew business through messaging to CEOs about what she learned about them on social channels. Find out how another sales leader connected her prospect to a speaking opportunity and what happened as a result. What works, and what doesn’t work?

Webinar Metrics 224

Webinar Metrics Outbound Social Selling Buyer 224

No More Cold Calling

SEPTEMBER 18, 2014

The newly-released “ 2014 10th annual Lead Management & Social Engagement ” report uncovered an emerging trend in B2B sales this year: social engagement. By sharing information, ideas, solutions, and even referrals with our clients and prospects, we become trusted resources. CSO Insights agrees with me.

Social Selling 296

Social Selling Cold Calling Social Media Ideal Customer Profile 296

Score More Sales

JULY 27, 2013

Below are some of my fantastic and amazing social selling colleagues – all of us, like Score More Sales, are LinkedIn Sales Solutions Channel Partners. What is a LinkedIn Sales Solutions Channel Partner? If you don’t maximize all the capabilities of LinkedIn now – you’ll fall short.

Social Selling 189

Social Selling Maximizer Resources LinkedIn 189

Pointclear

JANUARY 19, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. What would be the condition of the sales channels? This month Jim's intention is to stimulate conversation.

Marketing 169

Marketing Journal B2C Exercises 169

Nimble - Sales

OCTOBER 7, 2024

Effective lead management is crucial for any marketing team looking to drive conversions and build sustainable customer relationships.

Lead Management 52

Lead Management Leads Marketing Qualified Lead Marketing 52

Zoominfo

FEBRUARY 1, 2018

Verifying business leads before passing it to the sales team is conducted by only 56% of B2B companies ( source ). 22% of B2B businesses reach out to prospects with lead nurturing on a weekly basis ( source ). 37% of B2B marketers are using marketing automation to generate leads ( source ).

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

Zoominfo

NOVEMBER 20, 2020

SMACT Works provides strategy, management, consulting and managed services for digital, data & analytics, Cloud and Enterprise Technologies. Founded in 2013, SMACT works as a leading management and enterprise IT services company. I used to have 5 different tabs open during a call. What is Sales Intelligence?

PeopleSoft 221

PeopleSoft Oracle Enterprise Enterprise 221

Allbound

DECEMBER 5, 2018

At the core of channel sales enablement is the assurance that channel partners can function autonomously while vendors maintain and manage consistent branding, messaging, and more. According to the CSO Insights 2016 Channel Sales Optimization Study , 46.9 Organize your assets. Click To Tweet.

Channels 57

Channels Sales Enablement Top of Funnel Vendor 57

Zoominfo

DECEMBER 6, 2024

Automation : Use chatbots to manage routine inquiries, reserving human agents for complex issues. Multi-Channel Support : Extend reach by integrating live chat with messaging platforms and social media. Podium Podium combines AI-powered lead management with multi-channel communication, including SMS and web chat.

Software 130

Software Software Sales Qualified Lead Customer 130

Pointclear

APRIL 18, 2011

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. For those in sales lead management, it means tackling the biggest barrier that is stopping you from getting the best return on investment from the leads you generate.

ROI 157

ROI Face-to-face Lead Generation Lead Management 157

Pointclear

DECEMBER 19, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. As we plan for the New Year, it’s time to stop following and start leading. Sales leads that turn into sales are all that matter.

Policies 173

Policies Leads Marketing Qualified Lead Hiring 173

Zoominfo

MARCH 4, 2021

Build a list of lead qualifying questions (i.e., Integrate your CRM system with other lead management systems. Expand content and the channels they exist in. What issue were you looking to fix with our product?” or “Who are your company’s decision makers?”). Product Offering & Presentation.

Sales Cycle 246

Sales Cycle Ideal Customer Profile Lead Rank Lead Scoring 246

Score More Sales

MARCH 26, 2013

In addition, these companies are growing their connection to the customer through social channels – so the natural progression of thought is to get more CRM applications social too. New insights into their customers, giving the company competitive advantages. •

CRM 235

CRM Guidelines Compensation Outbound 235

Zoominfo

DECEMBER 6, 2024

Lead-to-account matching and routing solutions connect new leads with existing account records in your go-to-market data systems, automatically directing them to the right salesperson saving time, reducing errors, and enhancing the overall effectiveness of your sales efforts. Automation of cross-channel marketing tasks.

Account 130

Account Sales Qualified Lead Lead Rank Account Based Marketing 130

Pointclear

APRIL 17, 2012

James Obermayer, Executive Director and CEO of the Sales Lead Management Association and President of Sales Leakage Consulting is a regular guest blogger with ViewPoint. Tony Tissot of eTrigue remarked that lead generation is the responsibility of marketing, but getting the outcomes agreed upon should be the goal. John Obrecht.

Lead Generation 172

Lead Generation Sales Qualified Lead Leads Marketing Qualified Lead 172

Score More Sales

MAY 23, 2012

How to deal with all the many channels of communication and distribution. Ron reminded me of the Chief Marketing Officer global study that was compiled after interviewing 1,700 CMOs about many of the issues the Smarter Commerce program works to tackle: How the social ecosystem can work well to support retail organizations.

Loyalty 201

Loyalty Retail Customer Lead Rank 201