Advanced B2B Sales Lead Management Strategies: A front line report for CMO’s on what’s really working today

Direct from the front lines, hear the latest trends, and learn about successful programs, strategies and tactics from three of the top experts in B2B marketing. 

Cost: Free

Date/Time: Thursday, March 11, 2010 11:00 AM Pacific Standard Time

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If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

Why? Because it validates some of what I’ve been recommending to my clients for years.

The Forrester research study and white paper about sales lead management, commissioned by Silverpop, reports that when it comes to increasing the ROI from B2B sales lead management, there are four key performance indicators (KPIs) that pay off in more qualified leads and sales.

The numbered items below are the four KPIs from the white paper, but the comments about each are mine:
 

1. Profiling and targeting. By understanding your customers and using them as a model for the right prospects to target with your lead generation activities, and by targeting those right prospects, you will get a better ROI.
2. Lead scoring. This is the latest name for the process of determining which leads are qualified leads that meet the minimum definition of a “sales-ready lead.” Lead scoring provides us with the criteria for determining which leads need further development and which are ready for sales follow-up.
3. Content. Developing and offering information that meets the needs of your prospects, particularly as they move from awareness to inquiry to consideration and on to purchase, is essential both for getting prospects to identify themselves to you and for helping move your prospects forward in their buying process.
4. Nurture early-stage buyers. B2B research about sales leads repeatedly shows that the B2B buyers who are still in the early stages of their buying process represent three out of four of the total sales opportunities you will net from your leads. Only one in four sales opportunities comes from those prospects who are already at the later stages of their buying process.

Want a quick summary of how to take advantage of these four KPIs? Read my short post titled B2B Sales Lead Generation Is Easy: Four Rights Will Get You There.

What are your thoughts about the four KPIs that increase the ROI from B2B sales lead management?

Please add your comments by clicking on the word “Comments” in the line below the Share button.

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If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

The ballots are counted. (Imagine the drum roll.) And the winners are:

http://www.salesleadmgmtassn.com/news/2009_Top50_SalesLeadManagement.htm

To those of you who voted for me, my sincere thanks! -Mac

If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

Why? Because the Sales Lead Management Association (SLMA) is closing the polls at Midnight Pacific Time (UTC-8) on Friday, November 13th.

Both members and non-members can vote. So why don’t you click this link to cast your votes right now: www.salesleadmgmtassn.com/top50_vote.htm 

Then be sure to watch for the results on November 16, 2009. I promise to publish the list of winners right here, whether I make the cut or not.

Okay, I can’t resist: I’m proud to be included among the nominees, and I sure would appreciate your vote.

Thanks much!

- Mac

If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.

The Sales Lead Management Association (SLMA) announced today that it has opened the voting to determine the 50 most influential people in the field of sales lead management for 2009.

Both members and non-members can vote for up to five nominees each.

Use this link to vote. Or visit www.salesleadmgmtassn.com/top50_vote.htm

The results will be published on November 16, 2009.

-Mac

P.S. I’m honored to be included in the list of nominees and sure would appreciate your vote!

If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.