Make your B2B Marketing Count

What to do with a B2B Marketing lead: Best practices for turning leads into sales opportunities

Hugh Macfarlane, Founder & CEO of MathMarketing, writes...

We’ve talked before about the importance of handling a B2B marketing lead quickly and well in the sales follow-up process. What happens to a B2B marketing-generated lead in the process of being handed over to the sales department is crucial to the successful conversion of that lead. The wrong processes chew up time, fail to generate revenue, and send the two camps retreating to their respective corners.  So what are best practices to help you determine the best process for your company?

According to Craig Rosenberg, Leader of Focus Expert Network, B2B marketing teams can create the greatest campaigns in the world, but without a clear process for passing leads to sales, your ROI will suffer, or worse your company could even fail! A dire outlook, but one worth acknowledging, as an ineffective process that does not deliver the right results can wear a B2B marketing team down. Craig will present the best practices for converting leads from marketing into something ‘consumable’ for Sales at DemandCon. This will involve highlighting the bad with the good, so B2B marketers have a clear notion of what definitely doesn’t work – perhaps a healthy jab in the ribs for some!

The overall aim is to give audience members, “tangible action items to help you make a difference in your demand generation programs.” A goal consistent with that of our Funnel Plan Training Workshop, which Chuck Besondy and I will present on day 3 of DemandCon.

In our B2B Marketing Training Workshop, we will lead you through the process of building an end-to-end sales and marketing plan that helps you select tactics for every stage in the buyer’s journey, and to task each tactic with a clear and measurable role.

Haven’t yet registered for the B2B Marketing Training Workshop? You can do so (and get a 15% discount!) by scrolling to the bottom of our DemandCon event information page.


 

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Are you ready to get your Funnel flowing faster but don’t know how to make it happen?

This month, the MathMarketing blog will focus on DemandCon, the world’s first conference dedicated to managing the complete sales Funnel, from top to bottom. The blog will give you an insider’s guide to speaker presentations as well as access to special discount offers to the conference itself.

DemandCon provides world-class training from B2B experts who will teach you to successfully apply proven solutions to the challenges you face every day. To advance this knowledge, MathMarketing will host a Black Belt Funnel Plan Training Workshop at the end of the conference. In it, you will build a coherent plan incorporating advanced techniques and best practices for increasing revenue volume and velocity which will help you:

  • Manage your funnel more effectively;
  • Increase your marketing profitability; and
  • Improve your sales conversion rates.

The workshop is designed for marketing and sales professionals involved with lead and revenue generation who can use our special promotion code to receive a 15% discount on their registration.

Bonus offer:
If you are a marketer and you register for both DemandCon and the Black Belt Funnel Plan Workshop, you will receive one free workshop pass to invite a senior colleague from your sales team. Simply email Stephanie Jeanmougin at sjm@risingmedia.com after you have registered for both DemandCon and our workshop to receive your free workshop discount code to register your sales colleague.

Don’t wait, register for DemandCon now and learn how to turn your good business into a great one.

 


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