Lead Quality

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• Six Ways to Prepare Better Collateral for Sales TeamsJonathan Kranz
  Ah, sales and marketing. They're like two siblings fighting in the back seat while mom, pop—or a company executive—drives the car. Jonathan doesn't know how to stop all this bickering (and ...
  Case Studies, Collaboration, Customer Engagement, Lead Generation, Lead Quality, Marketing Tips, Sales, White Papers
• Five Ways to Improve Your Lead ManagementRobert Moreau
  Marketing departments perform many tasks throughout the year: hiring good talent, keeping quality employees, choosing the right communications strategy, improving ROI, and generating higher quality leads for Sales. But with ...
  Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Marketing Tips, Sales
• The 10 Biggest Mistakes Marketers Make—Number 1: Merely Handing Off Leads to SalesRoy Young
  Collaboration, Lead Generation, Lead Quality, Marketing Tips, Sales
• The 10 Biggest Mistakes Marketers Make—Number 1: Merely Handing Off Leads to SalesRoy Young
  Do members of your company's executive team—along with your peers throughout the organization—see the connection between marketing and the cash flowing into your company's coffers? If not, they probably view ...
  Lead Quality, Marketing Challenges, Sales
• Extreme Qualifying: How to Achieve High-Performance QualificationJeff Thull
  For many sales professionals, prospecting or qualifying is the least favorite aspect of their job. Often, in the rush to dig into a new account and make a new sale, ...
  Customer Acquisition, Lead Quality, Sales
• Five Ways to Attract (and Hold!) More Qualified LeadJonathan Kranz
  B2B Marketing, Case Studies, Copywriting, Lead Generation, Lead Quality, Marketing Tips, Segmentation, Testimonials
• Five Steps to Connect Marketing to Sales, and Sales to Financial ResultsSherri Leopard
  Increasingly there's a new priority emerging for marketers, and that is sales acceleration: Finding disciplined and repeatable ways to move existing customers as well as prospects from "why?" to "buy"—more ...
  B2B Marketing, Collaboration, Customer Relationships, Lead Quality, Metrics, Print Collateral, Sales, Targeting
• Secrets of Tradeshow Lead Management: Quality Trumps QuantityRuth P. Stevens
  In tradeshow marketing, it is tempting to boast about the busy buzz at your booth and how many leads you generated. But don't succumb to temptation. You would be so ...
  Collaboration, Lead Quality, Sales, Tradeshows/Events
• Reverse-Engineer Your MarketingEran Livneh
  Reverse engineering is the process of working back to a solution from an end result. In the era of result-oriented marketing (how did we ever afford to do it differently?), ...
  Collaboration, Lead Generation, Lead Quality, Sales, Targeting
• Lead-Generation Case Study: How Multiple Touches Can Lead to Profit MultiplesPaul McKeon
  Salespeople are notoriously poor in following up on qualified leads. In fact, experts say, sales does not follow up on more than 70% of leads. Why? Field salespeople in most ...
  Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Marketing Tips, Sales
• Five Ways to Attract (and Hold!) More Qualified LeadsJonathan Kranz
  Writing for business-to-business lead generation is a balancing act: On the one hand, you want as great a response rate as possible; on the other, you don't want to clog ...
  B2B Marketing, Case Studies, Copywriting, Lead Generation, Lead Quality, Marketing Tips, Targeting
• Truce! Ending the War Between Sales and MarketingBill Babcock, Bill Koss, Bill Rozier
  Most companies have a serious problem: Sales hates marketing, and marketing despises sales. Marketing is having great success generating leads and uncovering opportunity. But sales has no respect for what ...
  Collaboration, Lead Generation, Lead Quality, Marketing Inspiration, Sales
• How to Build Your Telemarketing List OnlinePaul Epstein
  Since its inception, the Do Not Call Registry has had a profound impact on the telemarketing industry, just as it has on individual organizations relying on outbound telemarketing in their ...
  Advertising, Lead Quality, Marketing Tips, Permission Email Marketing, Targeting, Telemarketing, Websites
• 10 Ways to Improve Your Conversion RatesJay Bower
  OK, you got your prospect to raise his hand and seek out further information about your product or service. Now comes the really hard part: turning him into a buying ...
  Landing Pages, Lead Generation, Lead Quality, Lead Scoring, Marketing Tips, Segmentation, Targeting, Testing, Websites, White Papers
• If a Lead Falls in a Forest, Does Anyone Hear?M.L. Hartman
  Generating leads is easy. There, we've said it. Pick a decent list, say something meaningful, toss in an offer, and plenty of folks will respond. Plenty. If you want more, ...
  Lead Generation, Lead Nurturing, Lead Quality, Sales
• Five Ways Technology Can Boost ProfitabilityChristopher Doran
  The good news is that the technology that allows you to market via the Internet is far from reaching its full potential. Much of the early energy in online marketing ...
  CRM, Customer Behavior, High-Tech Marketing, Lead Generation, Lead Quality, Online Marketing, Websites
• Do All Good Leads Become Sales?Mal Watlington
  It's the fourth quarter of the fiscal year. Let the finger-pointing begin! In truth, the key to accurate lead-conversion ROI calculations is "self-honesty." While every company has the right to ...
  Advertising, Lead Generation, Lead Quality, Measurement, Sales, Segmentation
• Three Common Mistakes in Using Webinars for Lead ConversionTodd Davison
  Converting a Webinar registrant to a customer takes more than a powerful presentation on the day of event.
  Lead Generation, Lead Nurturing, Lead Quality, Sales, Thought Leadership, Webinars
• The Marketing Scenario: A Reality Check on Your Marketing StrategyDan Herman
  How will marketing play out in reality? How will your marketing goals materialize?
  Branding, Lead Quality, Market Research, Marketing Strategy, Positioning
• The Need to Build Relationships in Today’s MarketAl Fox
  Today’s business environment is difficult at best. As sales cycles become longer and the competition gets stiffer, businesses are looking for the proverbial “silver bullet.”
  Customer Engagement, Lead Generation, Lead Quality, Sales, Segmentation, Targeting, Value Propositions