Map Your Lead Qualification Process into Your CRM
|
|
- Amber Mason
- 8 years ago
- Views:
Transcription
1 When was the last time you audited your? What are your #1 and #2 Sales professionals asking to qualify their prospects quickly and accurately? : IS YOUR LEAD QUALIFICATION PROCESS MAPPED? If you aren t reviewing your structure at least twice a year, it is likely outdated for your current needs not to mention future ones. Almost every one of the 100 plus Software and SaaS companies that we have worked with over the past 20 years had some sort of sales automation tool which they used to manage their sales operation. Increasingly, many of our clients use Salesforce.com. Most of these companies used their to track sales activities and to manage their sales funnel. Some use their more intensively and at the cutting edge, while many continue to just scratch the surface of what they can do with their s. Most s out of the box are designed to be flexible, powerful and extensible which means you won t get much out of them unless you customize them extensively and adapt them to your needs. One critical omission, we found with many of our clients, is that they hadn t mapped their lead qualification process into the. Most often, it was because they didn t have a well thought-out lead qualification process to begin with. Other times, while they had improved on their lead qualification process, their s have never been updated to reflect these updated qualification processes. At a minimum, an effective Lead Qualification Process should include the following: The key questions that are used to qualify prospects The disposition of each lead, as the qualification process progresses The number of times a lead is touched before it is abandoned or sent back to a nurture program Next step details that outline what needs to happen to fully qualify the lead to make it sales ready A quality control process that enables sales management to review the quality of each lead to ensure that they are quality leads LEAD QUALIFICATION PROCESS You ve done your Four Funnel Math* and know how many impressions (the number of times you touch your target prospects utilizing a pre-determined marketing-mix, which can include campaigns, social media programs, webinars, content placement, tradeshows, etc.) you need to generate the right number of Marketing Qualified Leads (MQL s) for your Teleprospecting team. Once you know the number of MQL s required to support your Teleprospecting team, you are ready to create the process that your Teleprospecting team will utilize to generate Sales Qualified Leads (SQL s) that will build the required pipeline to support your revenue objectives. WHAT ARE QUALIFICATION QUESTIONS? The lead qualification process starts with the questions that the Teleprospector will need to ask to uncover need and interest in your solution. The right questions will uncover: Need: Does the prospect have a need for your product or solution? Authority: Is this particular prospect the person who can make a purchase decision? Page 1 of 5
2 Decision Maker: What is the name and title of the person who can make the purchase decision? Budget: Does this prospect have money to make a purchase or CAN they secure the funds to make a purchase? Timeframe: When is the prospect planning to solve their problem and purchase a solution or product like yours? Decision Process: How will the decision be made? Will there be an evaluation committee or will some other process be used to make a decision? Understanding of Solution: Does the prospect understand the problem/issue your solution or product resolves? Next Step: If the prospect is interested in your solution, what is the next step to move the lead from an MQL to an SQL? If your Teleprospector gets the answers to all or the majority of these questions, you have a solid, highly qualified SQL for your Sales Team. If you agree with that statement, the next question is: Wouldn t it be good to capture this data in a format that will allow you to run reports and track the answers? We believe the answer is Yes! However, most of the clients that we have worked with didn t capture this information in their. These clients didn t have fields in the that captured the qualifying questions or the answers. They forced their Teleprospectors to put the answers to these questions in the Notes field in their. Not everyone is good at taking notes. Not all notes are created equally and not all notes fields allow enough characters to adequately capture the information that we listed above. Notes are difficult to read and it is nearly impossible to report on data in the notes field. If you are forcing your Teleprospecting team to put this important information into the notes field you are missing out on gathering extremely valuable intelligence that your prospects are telling you. You are missing important intelligence that could help Marketing build better demand generation programs and to improve marketing strategy or messaging. It is an execution mistake that will keep your Teleprospectors from generating highly qualified SQL s. Our advice is collect quantifiable data (as captured by checkboxes and drop downs, for example) when you can and augment with notes fields. Otherwise, you are likely to be wasting money with a Teleprospecting operation that cannot provide you the actionable intelligence you need to improve sales. Leads have their own Lifecycle. If you don t know where a lead is at any given point in time, you don t know if your qualification process is working or not. LEAD DISPOSITION The Lead Disposition is the label you assign to leads as they go through the qualification process. The dispositions help Sales Management to quickly identify the progress of each lead, if a Teleprospector is having trouble qualifying leads and to zero in on leads that are ready to go to Sales. Here are a few of our favorite Lead Dispositions: Untouched: This disposition tells the Teleprospector that this is an MQL that has never been contacted. This disposition helps Managers to see if the team has enough new MQL s to contact. It can also help a Manager determine if MQL s are being called in a timely manner. Pursuing: When an MQL is in the pursuing disposition, it means that the Page 2 of 5
3 MQL has been called, however, no contact has been made with this prospect Contacted: Once a call has occurred and contact has been made with the prospect, MQL s can be moved to the disposition contacted. Key Conversation: Not all connects are created equal. If important information or Key information was gathered during a connected call, this should be listed in the disposition. Managers should report on this important disposition, during their meeting with Sales. Key conversations are the conversations that move the sales process forward. If Teleprospectors aren t having a number of Key conversations, each week, there may be something wrong. This disposition enables the Manager to identify problems with the MQL s, target list or Teleprospecting skills. Potential SQL: A potential SQL is a lead that has definite interest and need. The Teleprospector may need to gather more information to turn this lead into an SQL; however, this is a hot target. Over time, Potential SQL s build, creating the Teleprospecting pipeline. Managers keep track of these leads because these leads are likely to become SQ Ls fairly soon. SQL: SQL s are ready for the Sales organization. They have the information required to make a highly qualified lead. They are the leads that will go into the Sales funnel. Bad Data: You can try your best to get leads with the most accurate information. Sometimes, prospects leave their positions and move to another company. Sometimes prospects give false information on registration pages. Sometimes the data is incorrect and you may not know why. It doesn t matter. If the data is bad, the Teleprospector won t be able to reach the prospect. Take the lead out of the leads area of the and have someone work on the lead to get better data. Unable to Reach: If the Teleprospector has reached the limit on the touch rules and has had no response from the prospect then the lead disposition becomes unable to reach. Your administrator should take these leads out of the leads area and put the lead into a nurture program. These dispositions will help your Teleprospectors to effectively manage their call activity and enable the Manager to track lead progress and identify issues quickly. These dispositions will enable Marketing to get a pulse on the success of their campaigns and the quality of the MQL s that they are creating for the Teleprospecting team. TOUCH RULES Work diligently, but respect your prospects right to not be hounded. Part of the lead qualification process is determining the number of times a lead will be touched before it is abandoned or put into a lead-nurture program. You don t want your prospects to feel as if they are being stalked by your Teleprospecting team. Keep the rules simple, which will enable compliance. Here are my touch rules: First call: Touch #1. Leave a voic and send an . Wait 2-3 days before you make another call attempt. Second Call: Touch #2. Move on. Wait 2-3 days before your next call. Third Call: Touch #3. Send an . Wait a week before you make another call. Fourth Call: Touch #4. Leave a voic . Wait a week before you make another call. Page 3 of 5
4 Fifth Call: Touch #5. Move on. Touch #6. Send an stating that if the prospect has a need that they should call theteleprospector back, at their convenience. After Touch #6: Change the disposition to Unable to Reach and put prospect into a nurture program. Your business may require different touch rules. What we have found, working with over 100 Software companies, is that if a prospect doesn t return calls or reply by after 6 touches, they usually aren t interested. They may have interest, in the future and may respond during some point in the nurture process. Knowing what the Next Step is crucial to moving the sales process forward. Your Teleprospecting Manager should approve each SQL before transitioning these to your sales reps. NEXT STEP DETAILS In our experience, a Teleprospector will touch a prospect 3 to 4 times before they get all of the information they will need to turn an MQL into an SQL. After each good connection with a prospect, information is acquired and the Next Step details should be updated. The Next Step field details the requirements to move the sales process forward. For example, a next step might be to provide the prospect a private web demo. The Next Step is not just a call back. It is an action that moves the sales process forward. QA SQL S Once a lead is qualified, fully, the disposition becomes SQL. Before the SQL is passed to Sales, the Manager should review and approve the SQL, to ensure that the SQL meets the minimum qualification criteria. s, such as Salesforce.com, provide workflows that can trigger an action, such as when a Potential SQL moves to an SQL. We have set up workflows for our clients that trigger an to the Manager, who takes the action of reviewing the lead before it is converted to an opportunity for Sales. Once Sales has reviewed and contacted the lead, Sales should Approve or Reject the lead, before it is converted to an opportunity. The QA process enables the Manager to keep close tabs on quality and provides the team instant feedback, as Sales reviews and processes leads. If more than, say 10% of the SQL s are rejected by Sales, there may be a problem. This process ensures quality leads and instant feedback for the Teleprospecting team. CONCLUSION: MAP YOUR LEAD QUALIFICATION PROCESS When you map your leads process into the Sales, you will gather important intelligence that Marketing can use to improve their message, targets, and demand generation programs. Sales can use the data to begin the sales process with prospects. It is critical that this data not wind up in the dead zone of notes. The lead process must include a QA process that enables managers to review the quality of each lead. Once Managers review leads, a process for Sales approval is the next step in the QA review. Take time to ensure that you develop a lead qualification process. Once you have developed this process, implement the process using your. After each call, your Teleprospectors will have a place to capture valuable intelligence. The QA process will ensure lead quality and funnel growth. Page 4 of 5
5 ABOUT SOMAMETRICS SOMAmetrics enables clients to revitalize their Sales and Marketing organizations, so that they meet and exceed their revenue objectives each and every quarter. We named our company SOMAmetrics, because SOMA stands for Sales Optimization and Marketing Accountability. Our single purpose for being is to help your company realize its full potential by significantly accelerating your Revenue Realization Cycle and increasing your sales pipeline which will help you to achieve your revenue targets. New Salesforce.com implementations; upgrades; data migrations; and integrations OUR SALESFORCE.COM PRACTICE Over the past ten years, we have worked on a variety of Salesforce.com implementation projects including: new implementation; significant upgrades and optimization projects; data cleansing and migrations; and integrations with other cloud based tools. We have assembled a team of experts ranging from marketing and sales consultants, to business analysts and programmers to assist with Salesforce.com or other implementation project. Contact us today to find out more of how we can help you meet and exceed your revenue objectives quarter after quarter. Headquarters Fremont, CA reach@somametrics.com Website: Phone: For Sales: Call Gwen Justis, Vice President of Sales gwen@somametrics.com Page 5 of 5
Designing a Lead Lifecycle in Salesforce
Designing a Lead Lifecycle in Salesforce A Best Practices White Paper for Response Management Better data. Better marketing. Table of Contents Introduction 4 The Words We Use 4 What is a Lead? 4 Evolving
More informationLead Scoring: The Smarketer s Guide
Lead Scoring: The Smarketer s Guide I m sure your salespeople would agree that not all leads are created equal, and marketers should too. By working together, your two teams can coordinate for better profits,
More informationFOUR STEPS TO EFFECTIVE INBOUND RESPONSE MANAGEMENT
FOUR STEPS TO EFFECTIVE INBOUND RESPONSE MANAGEMENT 02. TABLE OF CONTENTS STEP 1. TIME TO CALL PAGE 4 STEP 2. EFFECTIVE LEAD QUALIFICATION PAGE 6 STEP 3. CATEGORIZING / DISPOSITIONING LEADS PAGE 8 STEP
More informationGuide to Killer Lead Management for Account-Based Selling
Guide to Killer Lead Management for Account-Based Selling Guide to Killer Lead Management For Account-Based Selling Everyone Loses When Your Best Opportunities Don t Reach the Right Sales Reps You ve been
More informationINTRODUCTION TO INTEGRATED MARKETING SALES AND MARKETING ALIGNMENT
INTRODUCTION TO INTEGRATED MARKETING SALES AND MARKETING ALIGNMENT A company s sales and marketing teams often have a complex, sometimes contentious, relationship. On one hand, both sides realize that
More information10 Killer Salesforce Reports
10 Killer Salesforce Reports for Measuring Marketing Performance A Best Practices White Paper for Response Management from Full Circle Insights Full Circle Insights FullCircleInsights.com 650.641.2766
More informationINCREASING REVENUE THROUGH AUTOMATED DEMAND GENERATION
INCREASING REVENUE THROUGH AUTOMATED DEMAND GENERATION Five Best Practices Top Business-to-Business Marketers have Implemented to Increase Revenues and Sales Success. February 2007 Increasing Revenue Through
More informationTOP 10. Features Small and Medium Businesses
Introduction Once thought of as only relevant for enterprises, CRM technology is increasingly being used by small and medium businesses across industries. Even the smallest organizations recognize the
More informationSales Process Map. A step-by-step guide to reach prospects, qualify leads, and close deals
Sales Process Map A step-by-step guide to reach prospects, qualify leads, and close deals z Website Visitors Sales Plan and Execute Marketing Campaigns Organic web traffic AdWords referrals Email responses
More informationDo you know with certainty if you will achieve your next sales goal? Introduction to Followuppower.net
Do you know with certainty if you will achieve your next sales goal? Staying in business and thriving is all about keeping existing clients and attracting new clients. Companies that follow a disciplined,
More informationSales and Marketing Alignment
INTRODUCTION TO INTEGRATED MARKETING Sales and Marketing Alignment A company s sales and marketing teams often have a complex, sometimes contentious, relationship. On one hand, both sides realize that
More informationRESEARCH NOTE THE VALUE OF DATA QUALITY WITH SALESFORCE DATA.COM
RESEARCH NOTE THE VALUE OF DATA QUALITY WITH SALESFORCE DATA.COM THE BOTTOM LINE Data quality continues to be one of the greatest challenges for successful CRM efforts. In looking at customers that had
More informationA Modeling Approach to Lead Generation
A Modeling Approach to Lead Generation It s no surprise that marketers have to deal with more data, coming from more places, than ever before. But few marketers really utilize that data to optimize their
More information225 Bush St, Ste. 1150 West, San Francisco, CA 94111 866.497.5505 www.bizo.com Follow us on Twitter: @bizo
5 225 Bush St, Ste. 1150 West, San Francisco, CA 94111 866.497.5505 www.bizo.com Follow us on Twitter: @bizo 5 B2B Lead Nurturing Mistakes & How to Fix Them In the business-to-business (B2B) marketing
More informationClick-to-Close Converting Inbound Leads to Sales
Click-to-Close Converting Inbound Leads to Sales Why have sales reps in the senior living industry typically de-prioritized website and online directory leads? No. 1, they don t like to waste time. It
More informationDesigning a Lead Lifecycle in Salesforce
Designing a Lead Lifecycle in Salesforce A Best Practices White Paper for Response Management from Full Circle CRM Full Circle CRM FullCircleCRM.com 650.641.2766 877.834.4001 Copyright 2015, Full Circle
More informationHow To Manage A Focused Outreach Lead Generation Initiative
Focused Outreach Lead Generation to Produce High Quality Leads and Raise Your ROI By Elisa Ciarametaro of Exceed Sales www.exceedsales.com Elisa Ciarametaro and Exceed Sales, Inc. Table of Contents What
More informationIntroduction to Integrated Marketing: Lead Scoring
Introduction to Integrated Marketing: Lead Scoring Are You Making The Most Of Your Sales Leads? Lead scoring is a key missing link in many B2B marketing strategies. According to a recent Gartner study,
More informationROI of Marketing Automation a comprehensive look at how marketing automation delivers exceptional return on investment for users
ROI of Marketing Automation a comprehensive look at how marketing automation delivers exceptional return on investment for users one CHAPTER ONE The FYI on ROI Of the newest breed of marketing tools, marketing
More informationLEAD NURTURING. Master s Series Lead Nurturing Basics. Marketing Qualified. Engaged. Sales Accepted. Sales Qualified. Anonymous. Closed. Lead.
Master s Series Nurturing Basics Engaged Marketing Qualified Sales Accepted Anonymous Sales Qualified s Closed Nurturing Campaigns L E A D N U R T U R I N G The Net-Results Master s Series started as an
More informationUGA Inbound Week 9 THE POWER OF SMARKETING
UGA Inbound Week 9 THE POWER OF SMARKETING WEEK 9 1. Take Quiz on Chapters 1-14 2. Review Email Quiz 3. What is Smarketing? 4. Class Assignment 5. Plan for Certification QUIZ TIME REVIEW Sending the Right
More informationMarketer s Guide to Prioritizing Leads. Focus your time, money and effort on bringing new business by identifying and engaging the most likely buyers
Marketer s Guide to Prioritizing Leads Focus your time, money and effort on bringing new business by identifying and engaging the most likely buyers The deal in the haystack To be honest, the leads are
More informationSuccessfully Implementing a CRM
Guide to Successfully Implementing a CRM www.salesnexus.com Table of Contents Introduction 3 How To Sell It To Your Sales People 4 Deciding Upon Fields to Create 5 CRM Field Customization Worksheet 6 Reports
More informationThe Intelliverse Way - Finding, Closing, and Nurturing Sales Leads
The Intelliverse Way - Finding, Closing, and Nurturing Sales Leads Lead generation is about so much more than making a sale. In order to have the most devoted and profitable leads, you need to follow a
More informationHow to Design Email Lead Nurturing Programs that Drive Sales. Brian Carroll, InTouch Thursday, January 21, 2010
How to Design Email Lead Nurturing Programs that Drive Sales Brian Carroll, InTouch Thursday, January 21, 2010 The Case for Lead Nurturing 80% of marketing leads wind up Lost Ignored Discarded Long-term
More informationGETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES
GETTING MORE RAIN FROM YOUR RAINMAKERS WHY INVESTING IN YOUR HIGEST PERFORMING SALES STARS IS THE SMARTER CHOICE FOR GROWING REVENUES EXECUTIVE SUMMARY We ve all been there -- your sales team is down one
More informationDestination: Sales and marketing alignment.
Destination: Sales and marketing alignment. DemandGen International helps Concur, a leading B2B provider of integrated travel and expense management solutions, target prospects. SITUATION The primary obstacle
More informationConvert Leads Faster by Integrating Webinar, Marketing and Sales Platforms
American Marketing Association and ReadyTalk Convert Leads Faster by Integrating Webinar, Marketing and Sales Platforms Audio & Web Conferencing Integrating webinar software with sales and marketing automation
More informationSalesStaff White Paper Collection. All Leads Are Not Created Equal: Why Lead Quality Matters
SalesStaff White Paper Collection All Leads Are Not Created Equal: Why Lead Quality Matters 1 Lead generation is not simply a game of producing as many leads as possible. That s because not all leads are
More informationDISCOVER the REAL MVP of YOUR SALES FUNNEL
Ask questions, comment, or Live Tweet using the hashtag: #MVPWebinar For a chance at a $50 Amazon gift card DISCOVER the REAL MVP of YOUR SALES FUNNEL HINT: IT S NOT YOUR PROSPECT PRESENTED BY RIC RIDDLE,
More informationMARKETING AUTOMATION & YOUR CRM THE DYNAMIC DUO. Everything you need to know to create the ultimate sales and marketing tool.
MARKETING AUTOMATION & YOUR CRM THE DYNAMIC DUO Everything you need to know to create the ultimate sales and marketing tool. Table of Contents Introduction...3 Chapter 1: What Is Marketing Automation?...4
More informationThe Marketing Automation Value Guide. Transforming Your Business with Pardot, B2B Marketing Automation by Salesforce
The Marketing Automation Value Guide Transforming Your Business with Pardot, B2B Marketing Automation by Salesforce Building a Business Case for Marketing Automation A quarter of all B2B Fortune 500 companies
More informationTurn your Request a Quote page into a Lead Generating Machine
Turn your Request a Quote page into a Lead Generating Machine Instantly boost the lead generating results of your existing marketing campaigns Real-Time Leads Powered By 35 E All Saints St., #110 Frederick,
More informationHow to Select a Lifecycle Marketing Automation Solution
How to Select a Lifecycle Marketing Automation Solution rightoninteractive.com It s a brutal world out there for marketers. After years of having budgets slashed, it doesn t look like it s getting better.
More informationHOW TO DEFINE A LEAD
WHAT IS A LEAD? To build out your lead generation strategy, you need to start with the basics. Every organization will have their own definition of a good lead. If you don t know yours, lead generation
More informationA KUNO CREATIVE EBOOK. How to Get Started with MARKETING AUTOMATION
A KUNO CREATIVE EBOOK How to Get Started with MARKETING AUTOMATION So you have a database of a few thousand contacts. Every month you send those contacts a nice email newsletter with little bits of information
More informationMarketing 101 for MSPs: Marketing Automation
WHITE PAPER OCTOBER 2014 Marketing 101 for MSPs: Marketing Automation Strategies for Boosting Leads and Sales 2 WHITE PAPER: MARKETING 101 FOR MSPS: MARKETING AUTOMATION ca.com Table of Contents Introduction:
More informationThe Beginner s Guide to CRM
The Beginner s Guide to CRM Customer relationship management can sound intimidating to small- and mid-sized businesses. After all, if your company only has a handful of customers, why do you need a dedicated
More informationHow to Choose the Best CRM Software For Your Business
The CRM Buyer s Guide for Humans In today s technology-dependent world, nearly every company needs software to gain a competitive advantage and achieve success. Specifically, the need to efficiently and
More information7 Deadly Sins of the DIY Cloud
7 Deadly Sins of the DIY Cloud Uncovering the Hidden Impact of Custom App Development in the Cloud The Do-It-Yourself Cloud Revolution Cloud computing has brought a revolution to application development.
More informationWhy Marketing Automation is a Must-Have For Every B2B
Why Marketing Automation is a Must-Have For Every B2B VP of Sales Robert M. Walmsley President and CEO, Tailwind Strategies In the age of Internet marketing there is no salesmarketing alignment issue more
More informationSALES AND MARKETING ALIGNMENT
ENTERPRISE MARKETING PLAYBOOK SERIES REVENUE SUCCESS: SALES AND MARKETING ALIGNMENT Introduction In order for enterprise companies to be successful in today s economy, sales and marketing teams must be
More informationDon t Leak Leads. Insert Copy Here. How To Identify Leaks & Get More Customers. Insert Copy Here
Don t Leak Leads Insert Copy Here Insert Copy Here How To Identify Leaks & Get More Customers 1 Our Mantra: Don t Leak Leads In the perfect world, getting every prospect to become a customer would be a
More informationMEASURING THE SUCCESS
THE COMPLETE GUIDE TO MEASURING THE SUCCESS OF DIRECT MAIL MARKETING Everything you need for success in the modern marketing organization 1 Contents Introduction 3 Measure the effectiveness Part I 5 Driving
More informationA White Paper on LEAD MANAGEMENT
A White Paper on LEAD MANAGEMENT MetaConcepts Pvt Ltd 507, D B Road, R S Puram,Coimbatore - 641 002 Phone : 91 422 553109, Fax : 91 422 550072 Email :, Website: www.focus2sell.com Manage Measure and mine
More informationEnhancing Business Development with Marketing Automation A BUSINESS GROWTH GUIDE BY GORILLA 76
Enhancing Business Development with Marketing Automation A BUSINESS GROWTH GUIDE BY GORILLA 76 The future of marketing has arrived. Rather than big media budgets and guessing games, it s rooted in smart
More informationB2B Lead Nurturing. The How and Why...
B2B Lead Nurturing The How and Why... The Author Kenneth Connolly Kenneth has enjoyed a marketing career both agency and client side. With over seven years experience writing B2B and B2C copy, Kenneth
More information25 Questions Top Performing Sales Teams Can Answer - Can You?
25 Questions Top Performing Sales Teams Can Answer - Can You? How high growth businesses use Sales Force Automation to drive success The best performing sales teams can answer the sales management questions
More informationHOW TO IMPROVE SALES PRODUCTIVITY in 5 steps 1 HOW TO IMPROVE SALES PRODUCTIVITY IN 5 STEPS
HOW TO IMPROVE SALES PRODUCTIVITY in 5 steps 1 HOW TO IMPROVE SALES PRODUCTIVITY IN 5 STEPS HOW TO IMPROVE SALES PRODUCTIVITY in 5 steps TABLE OF CONTENTS INTRODUCTION: The New Customer Buying Journey...
More informationLEAD GENERATION METRICS
METRICS PLANNING In the age of the self-educated buyer, marketing is in a unique position to reinvent itself as a core part of a company s revenue engine. As the function that owns the relationship with
More informationOncontact CRM 7 The CRM software that does it all.
The CRM software that does it all. Oncontact CRM 7 The CRM software that does it all. Oncontact CRM 7 is the answer. CRM 7 gives your company the competitive edge it needs with a flexible and effective
More informationGetting Started With Marketing Measurement
Introduction To Integrated Marketing: Getting Started With Marketing Measurement The B2B marketing world has changed a lot over the past decade. One especially important new trend is the growing emphasis
More information5 Reasons Your Business Needs Network Monitoring
5 Reasons Your Business Needs Network Monitoring Intivix.com (415) 543 1033 5 REASONS YOUR BUSINESS NEEDS NETWORK MONITORING Your business depends on the health of your network for office productivity.
More informationSTEPPING INTO A NEW AGE OF MARKETING WITH CRM. A best practice guide to integrating marketing and CRM
STEPPING INTO A NEW AGE OF MARKETING WITH CRM A best practice guide to integrating marketing and CRM Stepping into a new age of marketing with CRM A best practice guide to integrating marketing and CRM
More informationBest Practices for a Lead Management Strategy
Best Practices for a Lead Management Strategy Table of Contents Introduction Chapter 1: Define Your Lead Management Process Chapter 2: Include All Demand-Generation Stakeholders Chapter 3: Create Buyer
More informationWhy consider Marketing Automation?
What is inbox25? Why consider Marketing Automation? Marketing Automation software takes email marketing to the next level by automating the process of lead generation. In effect Marketing Automation accelerates
More informationA Modern Sales Roadmap. 7 best practices to drive sales success. tellwise
A Modern Sales Roadmap 7 best practices to drive sales success tellwise Introduction Whether you re an inside sales rep or the Chief Sales Officer (CSO), you know sales is a demanding field, with countless
More informationHow To Get More Out Of Leads
Lead Scoring for Success A practical guide to achieving better results with lead scoring Lead Scoring The Growing Need for Lead Scoring The Growing Need for Lead Scoring A company s website is still one
More informationATTRACT PROSPECTS ENGAGE CUSTOMERS SUCCEED IN YOUR BUSINESS
ATTRACT PROSPECTS ENGAGE CUSTOMERS SUCCEED IN YOUR BUSINESS Maximizer CRM is a completely integrated sales, marketing and customer service and support management solution that enables you to attract prospects,
More information730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc.com
Lead Scoring: Five Steps to Getting Started 730 Yale Avenue Swarthmore, PA 19081 www.raabassociatesinc.com info@raabassociatesinc.com Introduction Lead scoring applies mathematical formulas to rank potential
More informationCLICKPOINT WHITE PAPER. 6 Signs Your Inbound Lead Management Process is Broken. www.clickpointsoftware.com
CLICKPOINT WHITE PAPER 6 Signs Your Inbound Lead Management Process is Broken www.clickpointsoftware.com Introduction Today s customers want it pronto! Ever notice how sometimes solving one business problem
More informationHow To Get Value From Marketing Automation
REPORT I APRIL 2015 THE STATE OF MARKETING AUTOMATION MATURITY BACKGROUND In the spring of 2015, Spear Marketing Group, a leading full-service B2B demand generation agency, conducted a market research
More informationLead Nurturing, the Sirius Way. Jason Hekl Research Director, Demand Creation Strategies
Lead Nurturing, the Sirius Way Jason Hekl Research Director, Demand Creation Strategies Executive Summary Key issues Multi-touch lead nurturing continues to draw significant attention from marketing and
More information5 CRM PROBLEMS FACED BY SALES LEADERS AND HOW YOU CAN OVERCOME THEM
2015 5 CRM PROBLEMS FACED BY SALES LEADERS AND HOW YOU CAN OVERCOME THEM Agenda Introductions About Virtual Causeway The 5 CRM Problems faced by Sales Leaders 1. User Adoption 2. Reporting and Dashboards
More informationLEAD SCORING & LEAD NURTURING
LEAD SCORING & LEAD NURTURING JASON HEKL RESEARCH DIRECTOR SIRIUSDECISIONS ANDY CLARK VP, BUSINESS DEVELOPMENT RIGHT ON INTERACTIVE TODAY S AGENDA LEAD SCORING The Case For Scoring Leads The Three Pillars
More informationPay per Click Success 5 Easy Ways to Grow Sales and Lower Costs
Pay per Click Success 5 Easy Ways to Grow Sales and Lower Costs Go Long! The Benefits of Using Long Tail Keywords clogged sewage line, I ll see a higher conversion How many keywords are in your pay-per-click
More information5 Keys to Maximizing B2B Lead Conversion to Win More Deals
CRM Expert Advisor White Paper 5 Keys to Maximizing B2B Lead Conversion to Win More Deals Once a lead comes in the door, whose job is it to convert that lead to a sales opportunity: marketing or sales?
More informationW E L C O M E Chasing the Evolution of the SiriusDecisions Demand Waterfall into 2013
W E L C O M E Chasing the Evolution of the SiriusDecisions Demand Waterfall into 2013 There is no dial in telephone number associated with this webinar. The audio for this event will be streamed through
More informationHow Top Home Improvement Pros Boost their Bottom Line:
How Top Home Improvement Pros Boost their Bottom Line: Manage and Track Your Leads to Win More Deals and Earn More Profit CONTENTS PART I: MISSING PUZZLE PIECES PART II: HOW TO NURTURE YOUR LEADS CONCLUSION
More informationMake your CRM work harder so you don t have to
September 2012 White paper Make your CRM work harder so you don t have to 1 With your CRM working harder to deliver a unified, current view of your clients and prospects, you can concentrate on retaining
More informationNew Solutions New Opportunities
New Solutions New Opportunities What is Penton Marketing Services Penton Marketing Services offers a full range of content solutions, digital services and lead nurturing and qualifying services that leverage
More informationTHE B2B SALES & MARKETING ALIGNMENT FUNNEL. 2011 RedBase Interactive. 2014 RedBase Interactive
THE B2B SALES & MARKETING ALIGNMENT FUNNEL 2011 RedBase Interactive 2014 RedBase Interactive INTRODUCTION There are many iterations of the traditional sales funnel. But what is a sales funnel in the first
More informationImplementing an Effective Demand Management Process
Best Practice Guidebook growth team membership 1 Implementing an Effective Demand Management Process guidebook summary Firm: Kronos Industry: Software Services and Applications Headquarters: Chelmsford,
More informationThe funnel and the phone:
WHITEPAPER The funnel and the phone: How to best use telemarketing to target today s business buyers In association with: The funnel and the phone New technology has radically transformed both business
More informationBegin Your Revenue Marketing Journey
Begin Your Revenue Marketing Journey FOUR STEPS TO MOVE FROM TRADITIONAL MARKETING TO REVENUE MARKETING By Debbie Qaqish Chief Revenue Marketing Officer The Pedowitz Group Begin Your Revenue Marketing
More informationJumplead Quickstart Guide
Jumplead Quickstart Guide A simple guide to building a solid process for online lead generation. We re going to outline a process for generating leads. Let s go. 1. We know our customers are online. 2.
More informationFREE E-BOOK HOW TO ENSURE A SUCCESSFUL CRM IMPLEMENTATION
FREE E-BOOK HOW TO ENSURE A SUCCESSFUL CRM IMPLEMENTATION Toll- Free: 1(800) 609-8541 Website: http://www.pipeline-management.com How To Ensure A Successful CRM Implementation ABOUT THIS E-BOOK If you
More informationHow is Lead Scoring Implemented? Implementing lead scoring policies is done in three phases:
Lead Scoring What is Lead Scoring? Simply put, lead scoring is an automated way to qualify leads. Successful companies have proven that focusing on quality vs. quantity of leads is an optimal strategy.
More informationBRINGING THE PIECES TOGETHER
SALES & MARKETING ALIGNMENT: BRINGING THE PIECES TOGETHER the power of simplicity TM Executive Summary: As business professionals, we are always looking for that next big thing. The thing that drives business,
More informationCOPYRIGHT 2012 VERTICURL WHITEPAPER: TOP MISTAKES TO AVOID WHEN BUILDING A DEMAND CENTER
COPYRIGHT 2012 VERTICURL WHITEPAPER: TOP MISTAKES TO AVOID WHEN BUILDING A DEMAND CENTER For many B2B organizations, building a demand center is a no-brainer. Learn how to ensure you re successful by avoiding
More information4 ways to grow your small business with Salesforce CRM
4 ways to grow your small business with Salesforce CRM Contents Executive Summary... 2 Make everyone more productive... 2 Customize: Make Salesforce CRM work the way you do... 2 Organize: Centralize your
More informationSales Process Map, Campaign to Customer
Sales Process Map, Campaign to Customer Two tier sales process typically found in high volume B2B sales organizations where marketing campaigns generate leads, a tier one team qualifies leads to pass on
More information10 TIPS FOR ACCELERATING YOUR PIPELINE
10 TIPS FOR ACCELERATING YOUR PIPELINE Accelerate the Funnel The average sales cycle length has increased 22% over the past five years due to more decision makers being involved in the buying process (SiriusDecisions).
More informationMASTERING THE LEAD MANAGEMENT PROCESS
MASTERING THE LEAD MANAGEMENT PROCESS FOR INSIDE SALES the power of simplicity TM Mastering the Lead Management Process for Inside Sales Managing leads is one of the largest expenses and most perplexing
More informationOverview of the features that provide the highest return on your investment in Tour de Force
ROI Summary Overview of the features that provide the highest return on your investment in Tour de Force Tour de Force provides many areas of functionality that will help automate your sales organization
More informationA Quicker, Simpler Path to Lead Management ROI
A Quicker, Simpler Path to Lead Management ROI A Step by Step Guide Lisa Cramer Co-Founder & President LeadLife Solutions lcramer@leadlife.com 770.670.6702 Because marketers are time, budget and resource-constrained,
More informationATTRIBUTE REVENUE IMPROVEMENT
Marketing Automation Marketing Automation Is On The Menu for 2015 Whip out your cookbooks, marketers, because marketing automation is set to become one of the fastest growing software segments in 2015.
More informationFIVE STEPS YOU NEED TO TAKE NOW TO TURN DATA INTO SALES
THESE GAME-CHANGING TIPS CAN SCALE-UP YOUR PROSPECTING AND FILL YOUR PIPELINE WITH HIGHLY RECEPTIVE LEADS No matter how you reach your prospective customers email marketing, telemarketing or sales reps,
More informationreport in association with: The State of B2B
2012 report in association with: The State of B2B Lead Generation: 2012 Results WHAT S INSIDE Introduction & Methodology pg 03 Lead Sources & Volumes pg 11 Who s Using CRM pg 04 Lead Response Times, Volumes
More informationTHE FIRST NINETY DAYS.
THE FIRST NINETY DAYS. HOW TO GET YOUR NEW HIRES PRODUCING FAST. 30 PAGES OF EXPERT ADVICE, TIPS AND LESSONS LEARNED. 1 The First Ninety Days: How to Get Your New Sales Hires Producing Fast Copyright 2013
More informationMoreketing. With great ease you can end up wasting a lot of time and money with online marketing. Causing
! Moreketing Automated Cloud Marketing Service With great ease you can end up wasting a lot of time and money with online marketing. Causing frustrating delay and avoidable expense right at the moment
More informationHow to nurture and accelerate leads through the SiriusDecisions Demand Waterfall
How to nurture and accelerate leads through the SiriusDecisions Demand Waterfall 2 The essential guide to lead nurturing This ebook covers how to develop lead nurturing campaigns in the context of the
More informationWANT TO MAKE MORE SALES? MAKE MORE SALES CALLS. The First in a Series of White Papers on Improving Inside Sales Efficiency and Effectiveness
Human capital is our greatest asset. After more than twenty years of consulting I am still amazed that organizations spend more time trying to leverage their copy machine than they do their sales reps.
More informationHOW DO I MANAGE INCOMING LEADS? PRESENTED BY
HOW DO I MANAGE INCOMING LEADS? PRESENTED BY LET S GET STARTED! Introduction In this walkthrough, you ll learn how to use Lead Scoring and Lead Routing features in ONTRAPORT to manage incoming leads, assigning
More informationOutbound Prospecting Toolkit Everything You Need to Prospect for Leads in Your Database
Outbound Prospecting Toolkit Everything You Need to Prospect for Leads in Your Database Table of Contents Outbound Prospecting Fundamentals... 3 Three Things You Need to Know... 3 What s Inside... 3 Outbound
More informationSuccessful Drip Email Nurturing Campaigns. Jeanne S. Jennings Consultant, Email Marketing Strategy
Successful Drip Email Nurturing Campaigns Jeanne S. Jennings Consultant, Email Marketing Strategy Presentation Overview What is a Drip Campaign? Case Studies PRWeb Nortel U.S. General Services Administration
More informationLeads Best Practice: Lead Generation, Management & Performance
Leads Best Practice: Lead Generation, Management & Performance Best Practice: Leads Business Driver Best Practice Overview Best Practice: Leads Marketing Effectiveness Lead Generation and Integration Lead
More informationThe True Cost of Leads in B2B Complex Sales
The True Cost of Leads in B2B Complex Sales A Winn Technology Group White Paper Winn Technology Group winntech.net 64% of marketers indicated they pay less than $100 per lead. - Marketing Sherpa 15% of
More informationGot CRM? WHY YOU NEED MARKETING AUTOMATION, TOO. AN ACT-ON ebook
Got CRM? WHY YOU NEED MARKETING AUTOMATION, TOO AN ACT-ON ebook MARKETING AUTOMATION IS THE MARKETING COUNTERPART TO YOUR CRM SALES SYSTEM. CRM SUPPORTS SALES... Your established customer relationship
More information91% Lead Lifecycle Analytics Essential Metrics for Perpetual Revenue Growth. Deep Dive. April 2012. About the Pie Chart
Deep Dive Lead Lifecycle Analytics Essential Metrics for Perpetual Revenue Growth April 2012 About the Pie Chart The data presented in the pie chart is derived from the Q2 2012 Gleansight benchmark report
More information