All posts tagged Lead Management

Sales Lead Management

by JFung on December 16, 2011 in B2B Best Practices with No comments
Management

Beyond lead management that takes place at the marketing level, Best-in-Class performing companies demonstrate time and time again that sales must take on the role of managing leads through a comprehensive business model too, and this is accompanied by an effective lead management solution – or a Customer Relationship Management (CRM) tool.

When a lead becomes sales-ready, it is the job of the sales department to continue engaging with the potential buyer. After all, the conversion doesn’t stop with marketing-related activities like email campaigns and dialogues that occur using dynamic content pieces and prospect-triggered messages. Sales has to make sure that engagement continues all the way to the point in which the potential buyer becomes a secured sale.

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The Role of Supportive Lead Management Processes and the Right Technologies

by JFung on December 15, 2011 in B2B Best Practices, Lead Scoring, Marketing Automation with No comments
supportive

Lead management is a combination of the kind of lead nurturing and scoring methods that allow marketers to trigger action in potential buyers by knowing all the associated behaviors of the lead as acquired from its history and activities at each sales cycle stage.

However, what’s important to consider is that there are many best practices that go beyond just lead nurturing and scoring, and these methods can be used to drive revenue growth in significant ways. Best-in-Class performers know that in order to optimize effectiveness, the right tools must be in place in order to automate the many marketing and sales processes that are associated with lead management. The right Marketing Automation platform (MAP) does not only support lead nurturing and lead scoring, but it also gives marketing the freedom to use various supportive elements in the lead management process.

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The Value of a Good CRM

by JFung on November 16, 2011 in CRM Integrations with No comments
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As an account manager and a sales rep., your most important asset is your ability to have access to every piece of information pertaining to each contact, lead, opportunity and client. It’s true when they say that knowledge is power, and this is especially so in the sales environment – where sales reps. are the front line of business acquisition and require knowledge to manage customers while effectively nurturing and growing a viable client-base.

This is why CRM training is so important, because it makes all these good things actually happen. Neglecting to take advantage of all the functionalities that a good CRM offers, sales reps. become only as effective as their customer knowledge.

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5 Ways Your Marketing Performance might be getting in the way of your Revenue Growth

by JFung on November 2, 2011 in B2B Best Practices, Marketing Automation with No comments
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The challenge that many companies face in terms of their marketing performance is that their marketing processes aren’t always operating at the most effective and efficient levels. Conversely, companies that spend their time focusing on key performance indicators (KPIs) are able to make the kind of adjustments that tremendously boost conversion rates.

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Finding the Right KPIs in the Sales Funnel

by JFung on October 28, 2011 in B2B Best Practices, Marketing Automation with No comments
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Marketing automation has become a key factor in differentiating what marketing was capable of accomplishing once upon a time compared to what marketing is capable of today, and this is essentially the ability to track ROI more effectively and more efficiently than ever.

By zeroing-in on key areas in our marketing efforts, we are able to improve marketing performance, drive more prospects into the sales funnel, and produce higher quality leads. The challenge, however, is to determine which marketing activities we should be employing and which activities we should reduce or eliminate all together.

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