B2B Lead Blog

We had a great turn out for our recent B2B Lead Generation Rountable Webinar “Effective Lead Management: Learn How to Convert Marketing Leads into Sales Pipeline.” In case you missed the live presentation, there are still two ways you can review it:

• Watch the Presentation recording (no registration)
• Read the Effective Lead Management Executive Summary

I discussed steps for overcoming one of the biggest challenges organizations face today: converting leads to sales pipeline revenue. For most organizations, these problems stem from perception and communication issues between Marketing and Sales and a lack of process. 

While I emphasize sales and marketing being on the same page is key to a well-optimized lead generation process, the solution involves more than just generating more high quality leads. Marketing and Sales need to use a robust qualification and nurturing process to optimize the leads already in the pipeline.

I taught a ‘playbook’ for effective lead management that helps optimize the lead generation process to produce major ROI gains. The ‘playbook’ included five steps:

1. refine the universal lead definition of “sales ready”
2. qualify leads based on the universal lead definition
3. nurture early leads until they were “sales ready”
4. define a clear process from Marketing to Sales
5. close the loop via Sales and Marketing “huddles”

View recorded webinar and read executive summary

Email Marketing, Human Touch, Lead Generation, Lead Management, Lead Nurturing, Lead Qualification, Webcasts/Webinars