Lead Quality

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• The State of B2B Marketing DataAyaz Nanji
  Most B2B marketing database records do not include key data fields that can help with lead segmentation—such as industry type, annual revenue, and number of employees—according to a recent report ...
  B2B Marketing, Data, Lead Quality, Research Summaries, Segmentation
• Which Marketing Channel Gives You the Most Bang for Your Click? [Infographic]Verónica Jarski
  Consider the various online marketing channels you use regularly. Do you know which ones yield the highest return? This infographic highlights which channels get the most visitors, result in the ...
  B2B Marketing, B2C, Channel Marketing, Customer Acquisition, Customer Behavior, Customer Engagement, Customer Insight, Digital Marketing, Email Marketing, High-Tech Marketing, Lead Generation, Lead Quality, PPC Campaigns, Search Engine Marketing, Social Media
• SMBs' Favorite Sources for Sales LeadsAyaz Nanji
  Phone calls are the highest rated source of leads by small and midsize businesses (SMBs), according to a recent BIA/Kelsey’s Local Commerce Monitor report.
  Lead Generation, Lead Quality, Research Summaries, Sales, Sales and Advertising, SMBs, Survey Data
• 10 Things Every Sales Manager Should Know About Sales Performance [Infographic]Verónica Jarski
  How well do you know your sales team? To find out how most salespeople feel about missed quotas, the lead pipeline, and sales performance, check out the following infographic.
  Customer Experience, Customer Relationships, Lead Quality, Sales
• B2B Lead Generation: What Marketers WantAyaz Nanji
  Most pay-per-lead B2B marketers (51%) say knowing a buyer's purchasing time horizon is the most important data point they want but often don't get, according to a recent report by ...
  B2B Marketing, Email Lists, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Research Summaries, Sales, SMBs
• 15 Tools That the Most Successful Entrepreneurs Use [Infographic]Verónica Jarski
  A marketer may feel overwhelmed by the huge selection of business tools. Fortunately, the following infographic highlight experts' favorites, so marketers can whittle down their options and choose.
  Data, Digital Marketing, Lead Generation, Lead Quality, Management, Marketing Tips, Sales
• Sales and Marketing at War: The Game of Thrones [Infographic]Verónica Jarski
  Though not competing for the Iron Throne, Sales and Marketing have long warred against one another in struggles worthy of a "Game of Thrones" TV episode. Pardot has mapped out ...
  Customer Acquisition, Lead Generation, Lead Nurturing, Lead Quality, LinkedIn, Marketing Automation, Sales and Advertising, Twitter
• Grow Revenue With Big Data: Get Sales and Marketing on the Same Page [Infographic]Verónica Jarski
  To meet revenue goals, Sales and Marketing should work together. Unfortunately, they often don't. Why is that? Check out this infographic to learn about reasons for the clash and some ...
  Lead Generation, Lead Nurturing, Lead Quality, Marketing Tips, Sales
• 2012's Top Lessons for B2B MarketersJesse Noyes
  I know, I know. You're probably thinking, "Great, another end-of-the-year list!" I'm with you... But, it's easy to get contemplative when the last quarter draws to a close. And there ...
  B2B Marketing, Conferences, Content Marketing, Customer Acquisition, Digital Marketing, Digital Theory, Email, Email Marketing, Inbound Marketing, Lead Generation, Lead Quality, Lead Scoring, Marketing Automation
• How to Generate Leads via the Chamber of Commerce
  You have a very good reason to join your local chamber of commerce: "One study on consumer preferences found that 63% of consumers prefer to shop and do business with chamber members," ...
  Lead Generation, Lead Nurturing, Lead Quality, Public Speaking
• How to Score Your Leads with Six Simple Questions
  "Hundreds, if not thousands, of solutions have been developed to automate lead-scoring," writes Peter Gracey at MarketingProfs. "However, those scores don't provide salespeople much valuable information." That's why he developed ...
  Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring
• Questions You Need to Ask About Your Qualified LeadsPeter Gracey
  Countless solutions have been developed to automate lead-scoring, but those scores don't provide salespeople much valuable information. Learn a practical six-question scoring system that effectively evaluates and qualifies leads.
  Lead Quality, Lead Scoring, Sales
• Three Great Ways to Kill Leads
  When you troubleshoot your lead gen program's lack of closed deals, be sure to examine your sales reps' role in the process. "[A]ll too often, despite their critical contribution to ...
  Lead Generation, Lead Nurturing, Lead Quality, Sales
• Why Lead Scores Should Have Expiration Dates
  It became immediately apparent to Howard J. Sewell that something was terribly wrong with his client's lead scoring system. "The most glaring symptom was the absurdly high scores: hundreds of ...
  Lead Nurturing, Lead Quality, Lead Scoring
• What's Your Lead Gen Weakness?
  How would you rate your company's all-around lead gen game? "Some companies are good at generating B2B sales leads [and] others are good at qualifying and closing those leads," writes ...
  B2B Marketing, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring
• B2B Companies Ramping Up Data-Driven Marketing
  B2B marketers recognize the need for a data-driven approach to marketing and fully eight in ten (80%) say they are spending more time and resources on critical marketing metrics in ...
  B2B Marketing, Lead Generation, Lead Nurturing, Lead Quality, Marketing Analytics, Research Summaries
• Four Ways to Improve the Lead-to-Sales HandoffKathy Rizzo
  Improving the lead-to-sales handoff at your company—and setting lead follow-up guidelines—can significantly boost ROI and help close Sales. Learn four invaluable handoff techniques you should be implementing.
  B2B Marketing, Collaboration, Customer Acquisition, Lead Nurturing, Lead Quality, Lead Scoring, Marketing Challenges, Sales, Telemarketing
• How to Reduce Lead Leakage NowLisa Cramer
  Are you letting leads seep out of your sales funnel? Learn how to plug the holes in your funnel, nurture leads into qualified sales opportunities, and boost your company's bottom ...
  Collaboration, Lead Nurturing, Lead Quality, Sales
• Four 'Secrets' to Turning Raw Leads Into Real OpportunitiesDan McDade
  Raw leads are neutral entities at first, but you can turn them into real prospects. Learn how to qualify those with high-value potential and move them to closed-deal status.
  Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Measurement
• Why Sales Needs Fewer Leads From MarketingDan McDade
  Buyers are now driving the buy/sell process once controlled by field sales, causing sales teams to miss their targets. But high-volume lead generation won't help. Here's why a "less is ...
  Content, Lead Generation, Lead Quality, Referrals, Sales, Social Media