Posts Tagged ‘Generation Qualified Leads’

A Model for Aligning Sales and Marketing Processes

December 8th, 2010 No Comments

Sales and Marketing alignment is a complex issue involving culture, processes, politics and egos. All of this may seem daunting to an eager sales or marketing manager who simply wants to drive improved revenue results in their company by getting Sales and Marketing to collaborate more effectively.

Regardless of the complexity and obstacles, there is one relatively simple (but not entirely easy) step that companies should take immediately. This is to identify the stages of the buyer’s journey and align their sales and marketing processes to it.


Read More »
Posted in B2B marketing, B2B Sales, Sales – Marketing Alignment | Tags: , , , , , ,

Is Sales a Mere Bystander in Marketing Automation?

November 30th, 2010 3 Comments

Is Marketing Automation solely within a marketer’s purview? Does Sales have nothing to contribute?

Today, the decision on which Marketing Automation, sales enablement or lead generation tool & platform will get used in an organization is largely a marketer’s call, but for successful implementation it requires wider participation. Especially, the Sales Department needs to weigh-in with crucial input. Let’s examine which are these inputs and collaboration opportunities.


Read More »
Posted in B2B marketing, Marketing Automation, Sales Enablement | Tags: , , , , , , , , ,

"Is your lead Conversion Rate Unsatisfactory? Maybe it’s your Product or Service"

November 18th, 2010 No Comments

If you’re seeing more of your hard-earned leads failing to progress efficiently through the funnel and if the final conversion rate is dropping, too, it’s possible your product or service isn’t meeting the buyers’ needs. Keep in mind that the failure rate for new products is about 80%, and the product development process most companies follow is not ideal for identifying the real needs of the buyer. Whether your conversion rates are falling or not, it makes sense to reevaluate how your company develops market requirements for its products and services.


Read More »
Posted in B2B marketing, Lead Conversion, Lead Generation, Lead Lifecycle Management | Tags: , , , , ,

Inside Sales Team – Unsung Heroes?

October 11th, 2010 1 Comment

Inside Sales teams are often just associated with ‘cold calling’ and doing the dirty work for the Sales team – passing ‘Sales Ready Leads’ on set criteria to the Sales Team to close them. Often their job is supposed to be getting ‘meetings’.

While the Sales team takes all the credit for bringing in deals…are the Inside Sales teams the unsung heroes?


Read More »
Posted in Inside Sales, Marketing Automation, Sales Enablement, Sales – Marketing Alignment | Tags: , , , , , , , , , , , ,

Ending the Sales & Marketing Blame Game

October 6th, 2010 No Comments

Every company which has marketing and sales departments has at some point, witnessed the famous – sales and marketing fight and blame game – more commonly known as the sales and marketing mis-alignment. In a B2B set up these differences are more glaring as compared to a B2C company.In most B2B companies, the primary objective of marketing is to generate quality business Leads and of sales to convert these into closed deals. Both these departments are also measured based on the number of Leads generated and the number of sales closed, respectively.

In reality the role of marketing in a B2B company is relationship building and that of sales to use this relationship and help the prospect make a rational buying decision based on business value offered by the company’s solutions.

Irrespective of how companies want to position their marketing and sales objectives the truth is marketing and sales are two sides of the same coin.


Read More »
Posted in B2B marketing, Lead Qualification, Sales – Marketing Alignment | Tags: , , , , , , , , , , , ,

What’s in the Title

September 17th, 2010 No Comments

The roles and responsibilities shared within organizations are constantly changing. Hence as marketers and as sellers of products and services it becomes imperative to be on the know of these changes, connecting to the right person with a pitch or query can make or break your future relationship with that organization.


Read More »
Posted in B2B marketing, Lead Generation, Lead Qualification | Tags: , , , , , ,

Blog to Generate Leads

July 16th, 2010 4 Comments

Corporate blogs are an excellent resource for Lead generation. The advantages of Corporate blogging are far too many to be ignored by any b2b company which is trying to build visibility for its brand and its offerings or trying to attract prospects.

Talk of any online brand building exercise and Corporate blogs will emerge as the cheapest, most effective and easily manageable solution. Blogs help with Public Relations and SEO; Blogs are great when it comes to building thought leadership or as medium to inform your prospects about your offerings. Corporate Blogs if used by Company Heads can also become the voice of the company in many cases, with the blog content getting quoted in other forms of media.

Now isn’t that worth the effort of sharing your views on your industry, factors affecting it, technological advancements influencing it and your experiences functioning in this niche space?


Read More »
Posted in B2B Marketing Online, Lead Generation | Tags: , , , ,

Striking a balance between Quality vs. Quantity in Lead Generation

March 8th, 2010 1 Comment

While company to company focus will vary between quality and quantity, the key to maximizing your lead generation pipeline actually lies in striking a healthy balance between both.


Read More »
Posted in Lead Generation | Tags: , , , ,
Newer Entries »
Subscribe to RSS Feed