SBI Growth

JUNE 1, 2013

I recently had a conversation with a marketing VP of an equipment manufacturing firm. Her key objectives were: Generating demand at the top of the funnel & acquiring new customers. Justifying her marketing spend and showing an ROI on her initiatives. C-Suite Marketing Ignorance was her biggest impediment to success.

Top of Funnel 296

Top of Funnel Buyer Persona Marketing Sales Qualified Lead 296

SBI Growth

AUGUST 8, 2012

Marketing, do you have a sales quota tied to Lead Generation ? Do you wait for it to come or will you lead on this issue? Surveyed over 4,500 sales managers. B2B companies are assigning their Marketing teams with lead quotas tied directly to a percentage of the corporate sales goal. What to do?”

Quota 276

Quota Demand Generation Agencies Marketing Demand Generation 276

SBI Growth

JULY 7, 2013

In this ever-changing environment, how does a marketing leader keep pace with the Informed Buyer? With so much coming at the buyer, how does a marketer stay relevant? A BPM provides the marketing team a blueprint for effective demand generation and lead management. Marketers must stay relevant.

Marketing 310

Marketing Lead Nurturing Demand Generation Agencies Social Media 310

SBI Growth

MARCH 5, 2013

Your background is in operations, not sales and marketing. When you ask why the number is getting missed: Sales tells you they aren’t getting enough leads from marketing. Marketing says sales can’t convert leads to orders. Demand Generation – Creating interest and attracting new potential customers.

Education 320

Education Top of Funnel Sales Qualified Lead Demand Generation 320

SBI Growth

JUNE 19, 2013

If you are a small company marketing leader, updating your CEO can be a challenge. Implement Lead Management to nurture leads until sales-ready. Track the leads you send sales through to win or loss. Bring your marketing strategy and budget to the CEO and request feedback and approval. Let’s explore them.

Marketing 276

Marketing Top of Funnel Sales Qualified Lead Demand Generation 276

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? Marketing is a part.

Quota 191

Quota Hiring Marketing Forecasting 191

SBI Growth

MARCH 4, 2013

Are Sales Managers held accountable for the use of the onboarding program? Insufficient Marketing-Provided Leads. Sales Reps depend on a continual flow of quality leads to work as opportunities. They find leads themselves through prospecting. The Marketing department is also supposed to provide leads.

Hiring 326

Hiring Outsourcing Services Lead Nurturing Demand Generation 326

The Pipeline

NOVEMBER 25, 2011

Top Sales & Marketing Awards 2011. Stored in Attitude , Awards , Business Acumen , Communication , Compete , Marketing , Sales Success , execution , qualifying. One for Top Sales & Marketing Blog , where I share the company of last year’s winner S. Demand Generation. Funnel management. Marketing.

Pipeline 215

Pipeline Webinar Metrics Marketing Hiring 215

SBI Growth

MAY 5, 2013

I recently had a cup of coffee with a good friend and marketing peer. She has helped build the company with superb demand generation efforts. She has been trying to reduce her cost per lead, but have not been able to get below $360 per qualified lead. Kathy is the CMO of an emerging software company. Top Insights.

Cost per Lead 323

Cost per Lead Inbound Buyer Persona Cost per Acquisition 323

SBI Growth

SEPTEMBER 4, 2013

Your marketing strategy is not just about making the number this year. As the CMO you’ve done everything you can without the use of marketing automation. You now have the support of the CEO to modernize the marketing organization. Perhaps the prior leader didn’t keep pace with the market. Why would they? Here are five.

Hiring 303

Hiring Sales Qualified Lead Lead Rank Lead Scoring 303

SBI Growth

DECEMBER 24, 2012

Ignoring Content Marketing. Take the simple example of Marketing Automation technology. It can be wonderful for helping you stimulate and manage latent sales demand. The process defines your demand generation and lead management workflow. They usually go online. Author: Mark Synek.

Hiring 326

Hiring Lead Rank Collateral Case Study 326

The Pipeline

SEPTEMBER 30, 2011

23 Marketing Tips For Avoiding Small Business Failure. Stored in Attitude , Communication , Communication Strategy , Compete , Guest Post , Marketing , execution. Unfortunately there are also many sales and marketing reasons. Implementing the program is the key to marketing success. Avoid Ad Hoc Marketing.

Small Business 253

Small Business Small Business Pipeline Marketing 253

SBI Growth

OCTOBER 28, 2013

He’s facing the extraordinary pressure of leading a Marketing organization at a firm poised to go public. They constantly prepare to meet tomorrow’s buyer behavior and marketing demands. The demands for the CMO keeping pace with the market require constant recalibration. Background. 5 Key Priorities.

Outsourcing Services 300

Outsourcing Services Demand Generation Agencies Lead Rank Lead Scoring 300

SBI Growth

JUNE 4, 2013

Demand Generation and Lead Management. Don’t skip this topic assuming that it is “marketing’s job.” Sirius Decisions says that B2B sales forces only follow up on 20% of leads. To capture these lost opportunities, you’ll need to reach across the aisle to marketing.

Hiring 308

Hiring Lead Rank Lead Scoring Demand Generation 308

SBI Growth

APRIL 29, 2013

Marketing has plans to help with better Demand Generation and Lead Management. To this end, sales leaders have reached across the aisle and engaged Marketing. Marketing has big plans. People are starting to understand the science of increasing interest and demand. Do it yourself, now.

Hiring 276

Hiring Demand Generation Agencies LinkedIn Sales Qualified Lead 276

The Pipeline

FEBRUARY 15, 2012

Stored in Business Acumen , Coaching , Demand Generation , Hiring Sales Talent , Planning , Sales Force Alignment , Sales Leadership , Sales Management , Sales Strategy , Sales Success , Sales eXchange , execution. Demand Generation. Funnel management. HR Management. Lead Management.

Pipeline 223

Pipeline Hiring Demand Generation Demand Generation Targets 223

Zoominfo

FEBRUARY 1, 2018

As new companies join the space, existing companies will find it increasingly difficult to generate new leads. As bleak as this sounds for marketers, we remain hopeful. We’ll go out on a limb and say that, as a marketing practice, lead generation will never go extinct. That won’t change.

Lead Generation 243

Lead Generation Marketing Qualified Lead Sales Qualified Lead Lead Rank 243

The Pipeline

FEBRUARY 22, 2012

Stored in Attitude , Business Acumen , Buying Process , Demand Generation , Lead Management , Prospecting , Sales 2.0 , Sales Strategy , Sales Success , Sales Technique , Sales Tip , Video , execution. In the pas I have posted about leads being a renewable resource. Demand Generation. HR Management.

Pipeline 216

Pipeline Prospecting Sales Qualified Lead Demand Generation 216

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. How do you define a lead?

Lead Rank 246

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 246

SBI Growth

SEPTEMBER 16, 2012

Translation: Even if the CEO/CFO allocate more money to you (the CSO), you should allocate some of those dollars to Marketing. Never before has the linkage between Marketing and Sales become more important. Sales and Marketing Teamwork = Success. Perhaps you need to look no further than your marketing compatriot.

Top of Funnel 267

Top of Funnel Funnel Demand Generation Demand Generation Targets 267

The Pipeline

AUGUST 10, 2011

Stored in Attitude , Business Acumen , EDGE Sales Process , Interview , Lead Management , Proactive , Proactivity , Prospecting , Sales Process , Sales Strategy , Success , Video , execution. Demand Generation. Funnel management. HR Management. Lead Management. Time Management.

Sales Cycle 244

Sales Cycle Pipeline Conversion Webinar Metrics 244

The Pipeline

DECEMBER 7, 2011

Demand Generation. Funnel management. HR Management. Lead Management. Time Management. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Sales Management 2.0. Customer Care. Dependability. Gap Selling.

Pipeline 245

Pipeline Cold Calling Webinar Metrics Hiring 245

The Pipeline

JANUARY 18, 2012

Demand Generation. Funnel management. HR Management. Lead Management. Time Management. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Sales Management 2.0. Customer Care. Dependability. Gap Selling.

Pipeline 253

Pipeline Cold Calling Hiring Compensation 253

The Pipeline

OCTOBER 26, 2011

Demand Generation. Funnel management. HR Management. Lead Management. Time Management. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Sales Management 2.0. Customer Care. Dependability. Gap Selling.

Pipeline 240

Pipeline Lead Scoring Lead Rank Cold Calling 240

The Pipeline

NOVEMBER 16, 2011

Demand Generation. Funnel management. HR Management. Lead Management. Time Management. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Sales Management 2.0. Customer Care. Dependability. Gap Selling.

Pipeline 240

Pipeline Cold Calling Hiring Compensation 240

The Pipeline

JUNE 15, 2011

For some it is the “competition”, encouraging sellers to focus on the buyer’s circumstance and market view rather than product. This has become much more the case since the introduction of the marketing term Sales 2.0. Demand Generation. Funnel management. HR Management. Lead Management.

Pipeline 241

Pipeline Cold Calling Webinar Metrics Hiring 241

The Pipeline

JULY 25, 2011

Demand Generation. Funnel management. HR Management. Lead Management. Time Management. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Sales Management 2.0. Customer Care. Dependability. Gap Selling.

Pipeline 265

Pipeline Hiring Top of Funnel Vendor 265

The Pipeline

MARCH 9, 2011

Demand Generation. Funnel management. HR Management. Lead Management. Time Management. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Sales Management 2.0. Customer Care. Dependability. Gap Selling.

Pipeline 238

Pipeline Cold Calling Hiring Compensation 238

Pointclear

MAY 5, 2011

In a recent article on Revenue Performance Management in Marketing Automation Software Guide, Lauren Carlson does a nice job of providing a context for the RPM discussion by differentiating it from marketing automation, reviewing the factors motivating its advancement, and raising good questions.

Revenue 150

Revenue Eloqua Demand Generation Agencies Demand Generation 150

The Pipeline

MARCH 16, 2011

Demand Generation. Funnel management. HR Management. Lead Management. Time Management. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Sales Management 2.0. Customer Care. Dependability. Gap Selling.

Pipeline 235

Pipeline Cold Calling Hiring Compensation 235

The Pipeline

FEBRUARY 20, 2012

Stored in Attitude , Communication , Communication Strategy , Demand Generation , EDGE Sales Process , Funnel management , Impact Questions , Interactive Selling , Next Steps , Proactive , Sales Strategy , Sales Success , Sales eXchange , execution , qualifying. Demand Generation. Funnel management.

Pipeline 218

Pipeline Top of Funnel Hiring Demand Generation 218

The Pipeline

FEBRUARY 8, 2012

Demand Generation. Funnel management. HR Management. Lead Management. Time Management. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Sales Management 2.0. Customer Care. Dependability. Gap Selling.

Pipeline 228

Pipeline Top of Funnel Cold Calling Webinar Metrics 228

The Pipeline

AUGUST 5, 2011

Lauren Carlson is a write and market analyst out of Austin, Texas. She focuses on enterprise technology in the area of customer relationship management. Demand Generation. Funnel management. HR Management. Lead Management. Time Management. When Sales Met Marketing. Customer Care.

Pipeline 275

Pipeline Hiring Travel Twitter 275

The Pipeline

AUGUST 24, 2011

Demand Generation. Funnel management. HR Management. Lead Management. Time Management. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Sales Management 2.0. Customer Care. Dependability. Gap Selling.

Pipeline 241

Pipeline Top of Funnel Hiring Cold Calling 241

The Pipeline

APRIL 27, 2011

No matter how difficult your market or month is, there’s always something to celebrate. This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. Demand Generation.

Sales Meeting 251

Sales Meeting Pipeline Meeting Hiring 251

Zoominfo

AUGUST 4, 2020

There has been an ongoing debate in B2B marketing circles: Is the Marketing Qualified Lead (MQL) an antiquated, vanity metric? You can file this argument under similarly counterproductive debates, such as: Inbound vs Outbound and Demand Generation vs Account-based Marketing. How do you define a lead?

Lead Rank 195

Lead Rank Marketing Qualified Lead Lead Scoring Lead Generation 195

The Pipeline

JUNE 8, 2011

Demand Generation. Funnel management. HR Management. Lead Management. Time Management. When Sales Met Marketing. Community Marketing Blog. Sales and Marketing Loudmouth. Sales and Sales Management Blog. Sales Management 2.0. Customer Care. Dependability. Gap Selling.

Pipeline 224

Pipeline Cold Calling Hiring Compensation 224