lead scoring

Manufacturers: Don’t Start a Lead Generation Campaign without Sales

Every manufacturing or industrial company that I talk to wants more leads. However, there is a serious disconnect between sales and marketing when it comes to defining a qualified lead. This is not a new problem. Google sales and marketing disconnect and you will find thousands of articles written on this topic. I am here …

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Inbound Marketing Must Set the Table for Industrial Sales

In my conversations with industrial companies about inbound marketing, I find my audience agreeing with me up to a certain point and then there is a big disconnect. I see heads nodding in face-to-face meetings or hear plenty of “Uh-huhs” on the phone when I talk about the benefits of inbound marketing. They agree it …

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10 Helpful B2B Lead Scoring Resources

I wrote this post because Chris, a regular reader of this blog, emailed me recently with a question on B2B lead scoring. First of all, thanks Chris for taking the time to read my posts and emailing me. His question – “Could you briefly describe the tools/process you use to ‘score’ sales leads?” Great question! …

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Rules of B2B Lead Scoring – Who’s Hot, Who’s Not

Lead scoring has become very important in today’s B2B marketing. Especially now since industrial and technical buyers are relying more and more on online resources for their decision making process. Marketing’s role in interacting with prospects has expanded and goes further into the buy cycle than before. This has resulted in fewer direct interactions with …

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Don’t Count on Marketing Automation to Solve All Your Lead Generation Problems

Some B2B marketers tend to think of Marketing Automation as the silver bullet that will solve their lead generation crisis. Of course, Marketing Automation alone cannot live up to those hyped up expectations and has to take the brunt of the blame. That is unfortunate because Marketing Automation software is a very useful tool and …

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Automating Lead Generation and Management

Why is it important to automate lead or demand generation efforts in B2B marketing? Because proving ROI is critical. Marketers everywhere are under tremendous pressure to prove marketing ROI. You have to do more with less and have little to no room for errors. An automated lead generation and management system that is sophisticated, yet easy …

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