Lead Quality

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• Knowing Where You Stand After a TradeshowRob Murphy
  Do you know where you stand after a tradeshow? Research suggests that very few companies measure the tradeshow results that have a direct impact on funding and strategy. Gain insight ...
  Customer Acquisition, Email Marketing, Lead Generation, Lead Quality, Measurement, Tradeshows/Events
• Sales and Marketing Best-Practices: Seven Heavenly VirtuesDan McDade
  Sales and marketing best-practices are universally desirable—but, too often, elusive. Here are seven solid best-practices that address the misalignment between Sales and Marketing and help increase sales.
  Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Measurement, Metrics, Segmentation, Testing
• Leads: Quality or Quantity? Depends Where They Are in the Sales Cycle.
  As a marketer, you might have noticed a certain ebb and flow in the requests you get from your sales department. "At the beginning of the year when the funnel ...
  B2B Marketing, Collaboration, Lead Generation, Lead Quality
• Three Steps to Highly Qualified Prospects
  "If yours is like a lot of sales organizations," write Ed Tittel and Carl Eidson in a PRO article at MarketingProfs, "it may have intensified prospecting efforts lately as old ...
  Lead Generation, Lead Quality, Marketing Tips
• Lead Scoring: An Easy Three-Step Process
  Despite the proliferation of emerging media channels and ever-tightening marketing budgets, notes Chris McArdle at DemandGen Report, "fewer than 10 percent of B2C organizations are using proven techniques to effectively ...
  Lead Generation, Lead Quality, Lead Scoring
• Tip Your Hat to the Tried-and-True
  "Too often, we are looking for silver-bullet systems or recipes for success, while ignoring the basics," says Bill Rice in a post at the Better Closer blog. "In my experience, ...
  B2B Marketing, Lead Nurturing, Lead Quality, Sales
• Why Not Quantity AND Quality?
  When Melissa Marron recently checked out the lead-generation-related results of the MarketingProfs' Marketing ROI & Performance Evaluation Study, it prompted her to ask this question of her fellow B2B marketers: ...
  B2B Marketing, Lead Generation, Lead Quality, Sales, Segmentation
• Online Lead Generation: A Good Way to Sell a Lead—but No Way to Sell a CarScott Painter
  The Internet was expected to dramatically change the way we buy and sell new cars by offering consumers better information and the opportunity to be in control of the process, ...
  Lead Generation, Lead Quality, Metrics, Online Marketing, Pricing, Sales
• Tips for That Pivotal Sales Presentation
  Closing an IT sale is a complex process. But in most cases there is usually one pivotal sales presentation that can firmly seal the deal. Darrin Mourer, in a post ...
  High-Tech Marketing, Lead Quality, Sales
• Maximizing Lead-Generation Marketing ROI, Part 2: Insight, Alignment, and ActionJim Lenskold
  The need to better align the sales and marketing organizations is generally well known. They are connected through their shared roles in motivating customer-purchase activities and divided by different cultures ...
  Collaboration, Lead Generation, Lead Quality, Measurement, ROI, Sales
• Case Study: How One Company's Content Marketing Improved Qualified Lead Generation, Boosted Revenue 38%Kimberly Smith
  Good content can position your company as an expert in its field, delivering more and better-qualified traffic to your door. Here's how one company leveraged its vendor-neutral whitepapers, podcasts, and ...
• Ditch the Pitch
  According to Justin Hitt, B2B sales teams routinely get it wrong when seeking new customers. "The problem is, not every sales person knows who makes a good client," he explains. ...
  B2B Marketing, Customer Relationships, Lead Nurturing, Lead Quality
• Maximizing Lead Generation Marketing ROI (Part 1): Lead Quality CountsJim Lenskold
  Marketers responsible for lead generation are all too familiar with some common challenges—getting closed-loop feedback from the sales organization, measuring marketing effectiveness beyond just lead quantity and cost per lead, ...
  Lead Generation, Lead Quality, Lead Scoring, Measurement, ROI
• Lead Scoring: A Leading Priority for MarketersLisa Cramer
  Today, leads flow to Marketing from ever-increasing online sources—email campaigns, the company Web site, Google AdWords and Google searches, webinars, online advertising, blogs, and virtual trade shows—as well as from ...
  Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring
• Simplicity Is the Nature of Great EmailsGary Levitt, Rob Lubow
  The modern email inbox is a perpetual promotion machine of colors, styles, and sales pitches all fighting to be seen. In an attempt to break from the herd, many email marketers ...
  Email Marketing, Lead Quality, Marketing Tips, Writing
• How Marketing Can Earn a Seat at the Revenue TablePhil Fernandez
  Marketing is suffering from a crisis of credibility. So what can marketers do to be seen as part of a machine that drives revenue and profits, not just the people ...
  B2B Marketing, Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Metrics
• Five Key Steps to Measuring Your Lead-Nurturing InitiativeKathy Rizzo
  Whether you are campaigning to gain budget approval to implement your nurturing strategy or need to illustrate ROI for an existing nurturing program (or you are just trying to evaluate ...
  Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Marketing Tips
• 25 Metrics to Prove Marketing Drives SalesRoy Young
  Driving sales is what B2B marketing is all about. Although the precise roles and responsibilities of Marketing may differ from company to company, your marching orders are the same: Help ...
  B2B Marketing, Customer Retention, Lead Generation, Lead Quality, Lead Scoring, Metrics, Sales
• Lead Nurturing: Cultivating Relationships and Growing Sales Through Continued DialogKathy Rizzo
  Lead nurturing has become an integral component of an overall marketing strategy. While there is an ever-growing incentive to implement an effective lead nurturing strategy with business partners and prospects, ...
  Customer Engagement, Lead Generation, Lead Nurturing, Lead Quality, Sales, Targeting
• Casting a Wide Net for Leads? Here's How to Get Great ResultsAnna Talerico
  Here's a popular way to generate online leads: Buy a keyword ad on a search engine site. In your ad, offer free content -- such as a white paper -- ...
  Collaboration, Landing Pages, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Sales