Lead Management, Marketing and CRM round-up – 3 things you need to know this week #7
Posted on 22. Feb, 2012 by Duncan Macdonald in Inbound Marketing, Lead Management, Lead Management Blog, News
Here are the articles we found most interesting and useful from the blogs and social networks for the past week. Top 3 Ways to Make Your Content More Discoverable An excellent summary about the benefits of discovery over search. With all the interest and buzz in niche sites like Pinterest this seems even more relevant http://awe.sm/5fL6w] [...]
Do sales people care about lead follow-up?
Posted on 21. Feb, 2012 by Duncan Macdonald in Lead follow-up, Lead Management Blog
Rarely will you hear anyone tell you lead follow-up is a waste of time, but why then is it so hard to get sales to follow-up leads? Sales people only want to follow-up opportunities but an unavoidable part of creating good opportunities is working, following-up and qualifying leads. Lead nurturing will assist in progressing raw leads [...]
Managing Sales Teams – maximizing on your leads
Posted on 15. Feb, 2012 by Duncan Macdonald in Lead Management Blog, Sales Force Automation, Sales team management
If you distribute leads then you will want to make sure you not only have the tools but also the process to effectively manage sales teams, reps and sales agents. Successful sales team management requires getting good quality leads to the right sales person whilst providing an environment to make it as easy for them [...]
Lead Management, Marketing and CRM round-up – 3 things you need to know this week #6
Posted on 15. Feb, 2012 by Duncan Macdonald in Lead Management Blog, News
Here are the articles we found most interesting and useful from the blogs and social networks for the past week. Inbound.org: A Hacker News for marketing content Described as a “Hacker News for marketers” Inbound.org is basically a ranking list of good articles voted for by users. It is mainly focused as the title [...]
4 Tips for Successful Lead Nurturing
Posted on 13. Feb, 2012 by Duncan Macdonald in Lead Generation, Lead Management, Lead Management Blog
A good and effective lead management process includes lead generation, lead follow-up and closure. Lead follow-up is an often confused area as many leads will not be ready to buy there and then. Yet scheduling call backs on a lead is not going to get the prospect to the buying stage. With research showing 40% [...]
Tools to manage lead follow-up and conversion within sales teams
Posted on 10. Feb, 2012 by Duncan Macdonald in Lead Management Blog
With the B12Leads, you’ll see exactly how your sales teams are performing, your overall pipeline progress or even delve into specific leads to make sure they are being actioned. Understand who is performing best or probably just as important who is letting you down. Here is a 2 minute overview of the tools we provide. [...]
Lead scoring can be misleading – it focuses on the norm, not the specific.
Posted on 10. Feb, 2012 by Duncan Macdonald in Lead Management, Lead Management Blog
In the perfect world you would fill your sales pipeline with loads of high quality leads that all get accepted by sales. Keep dreaming, in reality it is some what different. Marketing automation vendors have created a lot of buzz around lead management, and specifically the role lead scoring plays in filtering out leads that [...]
Lead Management, Marketing and CRM round-up – 3 things you need to know this week #5
Posted on 07. Feb, 2012 by Duncan Macdonald in Lead Generation, Lead Management, News
Here are the highlights from the blogs and social networks for the past week. How Demand Generation and Lead Management Work with Marketing Automation Good presentation / videos on how to get demand and lead generation working together. http://marketingautomationtimes.com/2011/12/20/how-demand-generation-and-lead-management-work-with-marketing-automation/ LeadGen ROI: Calculating Marketing Contribution to Sales Revenue In the spirit of the results-oriented approach [...]
Is Salesforce good value?
Posted on 02. Feb, 2012 by Duncan Macdonald in CRM, Lead Management Blog
To start let me get this out the way, as SaaS vendors we have a lot to be thankful to Salesforce for. Almost single handed they made hosted business software acceptable. There software is undoubtedly good but does that make it good value for everyone? For many the answer would probably be a “yes” after all [...]
Lead Management, Marketing and CRM round-up – 3 things you need to know this week #4
Posted on 30. Jan, 2012 by Duncan Macdonald in CRM, Inbound Marketing, Lead Management Blog
Here are the highlights from the blogs and social networks for the past week. Inbound marketing certainly seems to be continuing as the hot topic especially when it come to Lead generation tactics. How to design Call-To-Action Buttons – 6 Factors Everyone Should Know The glue in any Lead generating campaign. How well you [...]
Good CRM software is 100% about the right process
Posted on 27. Jan, 2012 by Duncan Macdonald in CRM, Lead Management Blog
As a CRM advocate for the past 12 years, I’d recommend almost any CRM software over not having one at all. Success can be had with all flavours of CRM software. The key is clearly understanding the requirements and in some cases challenging them. Good CRM is 100% about the right process. Too often [...]
What to look for in CRM software if your business is Sales driven
Posted on 25. Jan, 2012 by Duncan Macdonald in CRM, Lead Management, Lead Management Blog
When you spend a significant portion of your time dealing with customers, one of the best ways to keep track of your interactions is CRM software. There are a lot of good examples out there, from those aimed at the small business to the new hot sector – social CRM. When selecting the best [...]
Lead Management, Marketing and CRM round-up – 3 things you need to know this week #3
Posted on 23. Jan, 2012 by Duncan Macdonald in Lead Management Blog, Marketing, News
Well everyone is has got back into the flow for 2012 with the blogs full of interesting articles this week. Content and Inbound marketing continue to be important topics for debate so without further a do here are the highlights from the blogs and social networks for the past week. How many visitors do [...]
Starting a lead generation program – the basics
Posted on 19. Jan, 2012 by Duncan Macdonald in Lead Generation, Lead Management, Lead Management Blog
If you are thinking of starting a campaign led lead generation program, it can be daunting working out where to start. You may have been successful self prospecting for leads but when you want to scale up or provide a steady stream of leads for your sales team. There are many ways to accomplish [...]
Lead Management and CRM round-up – The 3 things you need to know this week
Posted on 16. Jan, 2012 by Duncan Macdonald in CRM, Lead Management, Lead Management Blog, News
The Lead Management and CRM round-up is back from its holiday hiatus and is raring to go for 2012. We have rejigged the format this year and thought we would highlight the most interesting and useful news from the blogs and social networks for the past week. Pre vs. Post Content Marketing – Referral [...]
Simple steps to generate leads through prospecting
Posted on 12. Jan, 2012 by Duncan Macdonald in Lead Generation, Lead Management Blog
You can get leads in 2 ways, either you are provided them from some type of marketing campaign or you can go out and get them yourself – lead prospecting. Ideally it will be a mix of both with marketing providing fresh leads while you build prospects through everyday activities like cold calling, networking [...]
4 Metrics about last years Lead Management efforts you should be considering.
Posted on 10. Jan, 2012 by Duncan Macdonald in CRM, Lead Generation, Lead Management, Lead Management Blog
When laying out your marketing plans for the year ahead and specifically weighing up your options for lead generation it is helpful if you can start from a position of knowledge. We previously touched upon the benefits of knowing what lead management efforts have worked before but we thought it would be good to [...]
Look back not forward – Increasing Leads By Knowing What Works
Posted on 05. Jan, 2012 by Duncan Macdonald in Lead Generation, Lead Management, Lead Management Blog
With it being the New Year many will be looking forward to what lies ahead, making plans and setting out their goals. This is all well and good but there is a tendency with the New Year to start with a clean slate, sweeping away the old and in with the new. If you [...]
3 underlying principles of successful marketing
Posted on 21. Dec, 2011 by Duncan Macdonald in Lead Generation, Lead Management Blog, Marketing
Ok so the year is coming to an end and we all start to think about what to focus on next year. I thought I would go back to basics and look at 3 underlying principles of marketing that often get overlooked. Get them right next year and your marketing, your lead generation becomes all [...]
Roundup #50 – Lead Management, Lead Generation & CRM tips
Posted on 19. Dec, 2011 by Duncan Macdonald in CRM, Lead Management, Lead Management Blog, News
This is our round-up of the best articles we found over the last 7 days. Please feel free to comment and recommend any we missed or you think we should have read. If you want to follow via twitter you can click here B12Leads or here myself Lead Management & CRM Is the Sales Funnel Obsolete? http://awe.sm/5bICs Do you [...]
Should your CRM integrate with your marketing?
Posted on 16. Dec, 2011 by Duncan Macdonald in CRM, Lead Management, Lead Management Blog
While I think most companies understand the benefits of using CRM software for managing customers, what they miss is that success to a large degree relies on how you integrate it with your marketing efforts. Stand alone CRM software is great at managing customers but will only get you so far. To grow your customer base you [...]
Do you really need CRM software?
Posted on 13. Dec, 2011 by Duncan Macdonald in CRM, Lead Management Blog
CRM software covers a wide range of business functions. It means different things to different people. Depending on your role, the size of company you work for, what works for one business does not necessarily mean it is suitable for everyone else. For large enterprises CRM software brings customer management across multiple departments allowing [...]
Roundup #49 – Lead Management, Lead Generation & CRM tips
Posted on 12. Dec, 2011 by Duncan Macdonald in Inbound Marketing, Lead Management, Lead Management Blog, News
This is our round-up of the best articles we found over the last 7 days. Please feel free to comment and recommend any we missed or you think we should have read. If you want to follow via twitter you can click here B12Leads or here myself Lead Management & CRM What are you doing to insure you [...]
Why managing your leads and sales team should not be complex
Posted on 06. Dec, 2011 by Duncan Macdonald in CRM, Lead Management, Lead Management Blog, Sales Force Automation
Lead management is an often overlooked part of a CRM implementation with the majority of sales people using only a small percentage of the feature of CRM software. Yet the follow-up and conversion of leads remain a critical factor in defining whether targets are met. What’s more when companies employ indirect sales channels they [...]
Roundup #48 – Lead Management, Lead Generation & CRM tips
Posted on 05. Dec, 2011 by Duncan Macdonald in Inbound Marketing, Lead Generation, Lead Management, Small Business
This is our round-up of the best articles we found over the last 7 days. Please feel free to comment and recommend any we missed or you think we should have read. If you want to follow via twitter you can click here B12Leads or here myself Lead Management & CRM 5 reasons you need Lead tracking? - awe.sm/5aamg [...]