B2B Marketing Zone lead management Archives - Act-On Marketing Blog

Sales Alignment: Put Theory Into Practice

“Sales alignment” began as an interesting concept. For its critics, that’s all it remains. Skeptics may say that a lot of the theory and frameworks for alignment are either a) academic, written for students with little real life application, or b)

Got Marketing ROI?

If there’s friction between your marketing and sales teams, it might be due to the way each team is measured. Sales is numbers-driven; performance is measured by quotas you can hit and revenue you can count. Marketing, on the other

6 Best Practices for a Lead Management Strategy

New customer acquisition is the lifeblood of many businesses, but it can be costly. One of marketing automation’s big wins is the ability to create a continuous process to  manage leads at scale. The key to making it work is

Lead Me On: 7 Factors For Higher-Quality Leads

The one thing all marketers have in common is the need for more leads. “Generating more high quality leads” is the top marketing challenge for organizations of all sizes, whether B2B, B2C, or B2B2C. (Forrester 2012 Benchmark Lead Generation Report)

Four Steps for Starting the Lead Management Process

In a recent webinar titled “The Blueprint for Turning Prospects into Customers” Carlos Hidalgo, CEO of Annuitas Group and Craig Rosenberg, author of the blog, Funnelholic discussed lead management and how it relates to demand generation. Carlos began by defining

Sales & Marketing Alignment: The Sales Perspective

DemandCon’s Boston conference opens today. One of DemandCon’s key findings is that it is “statistically clear that companies who aligned their sales and marketing processes were winning the battle.” In that spirit, we’re publishing one post about sales and marketing

Lead Management: The CliffsNotes for Success

In my years running marketing and client programs for a B2B media company, we worked with literally hundreds of companies on their lead generation programs. The difference between those with lead management, and those without, was night and day. We

Coming Attractions: This Week’s Act-On Webinars

This week’s free, informative webinars include: Lead Intel: Readying the Field to Successfully Follow-Up on Marketing Leads Ensuring the sales team has the information it needs at its fingertips will enable them to see the whole picture — and make

5 Must-Know Strategies for Converting More Prospects Into Customers

Matt Heinz, President of Heinz Marketing Inc., recently presented “How to Find, Influence & Convert More Prospects Into Customers,” a webinar packed with useful info. Taking a cue from Matt’s comments on repurposing, we’re highlighting some of the strategies he

Use Segmentation to Reach the People Most Likely To…

When people buy something, whether for themselves or their companies, it’s usually to solve a problem or fulfill a desire. If you aggregate people who have the same needs/desires into a segment, then you can do a pretty targeted campaign