lead management

I have been mentoring leaders for decades, from the very young high potentials to far more seasoned individuals. Regardless of age or experience, there are always certain questions that are top of mind in my approach, like whether they are trainable or have the courage to be a leader and not only a manager. Being a manager is relatively easy; being a leader is hard. It means that you cannot please everybody. It means you have to balance between different interests. It means you have to stand up against the forces that could make your organization mediocre.

The Definitive Guide to Sales Lead Qualification and Sales Development

One of the best pieces of organizational wisdom I’ve ever received is to pay the most attention to “batons” that cross functions. Wherever two or more departments share ownership and responsibility, conditions are ripest for problems.

Guest Post by: Phil Fernandez

I had the pleasure of hearing the keynote Andre Pino, principal analyst for Forrester Research, delivered at our recent Marketo User Summit, coining himself a “Recovering CMO” and giving insight into the changing dynamic for companies trying to achieve top-line growth. Having been in the trenches for a number of years, Pino acknowledges that, until now, marketers didn’t have the tools to monetize their efforts.

Guest Post by:  Maria Pergolino

Marketers spend a lot of time (and money) delivering leads to sales teams. Of course, one big mistake – or even a series of little ones – can be the end of a potential sale.

Last week, I introduced the idea of marketing forecasting and introduced six steps for marketing forecasting done right. This week, I will explore more detailed elements of the six step marketing forecasting methodology, beginning by discussing why it is so important to develop a rigorous model of the various stages of your company’s revenue cycle.

Would your leads get a good bill of health? Marketers need to give their leads a regular check-up to ensure continued sales success. Review this short list to see if your leads would pass a quick health review or if they would be sent to critical care. 

In a down economy, what changes to lead generation can B2B sales and marketing professionals do to increase sales? Our next interview in the B2B Marketing thought leader interview series (a series covering the entire revenue cycle, from the earliest stages of demand generation and lead management to the pursuit of revenue and customer loyalty) seeks to find these answers with 35+ year sales veteran Marvin Miletsky, co-author of Perspectives on Increasing Sales (along with James Callander).

by: Jon Miller

by: Jon Miller

by: Jon Miller