Sales Vice President: I need more qualified leads for my people - go email someone!

Marketing Vice President: I did send an email campaign, your sales people did not follow up!

Have you ever been in this meeting? I know, I know, probably daily. Email marketing, Search Marketing, Mobile Marketing, Webinars, Whitepapers, etc, etc. All these tools are great solutions for lead generation - but they don’t answer the question: who is responsible for nuturing a lead, following up, and moving a lead closer to a buying decision. Is it Marketing, is it Sales?

Our team works with over 150 B2B organizations helping them use Technology Enabled Marketing to communicate to existing as well as potential customers. Mansell Group did a complete evaluation of the “Marketing Automation, Lead Management, Lead Nurturing space” and decided to partner with and integrate our email marketing platform with www.leadlife.com. We are committed to helping you use technology to become better marketers and more importantly generate and nuture better leads.

Increasingly, organizations are discovering that what might have worked in the past no longer can suffice. This is especially true for marketing, as dynamics, such as the Internet, have greatly changed prospects’ buying behaviors. Think about it: These days, your prospects are out researching what they need, what is happening in the market and who offers what before they are ready to buy. Most often, they are conducting research long before they initially engage with your company. And many prospects are coming through online mechanisms to find out what you sell.

On that note, lead management systems help marketers accomplish a series of goals. They help them to identify leads, to track, score and nurture them. The system then finally passes the fully developed leads over to sales while giving visibility to marketing metrics all along the way. Lead management systems were created for exactly these steps and to support prospects’ behaviors in today’s marketplace. In contrast, CRM systems were mostly created to support sales processes. Although these systems are very good at what they do for salespeople, they lack in specific functions and workflow designed for the marketers in today’s lead nurturing world.

As always, please consider Mansell Group your partner, resource, and go-to. We are here to help. Please take a look at our B2B Lead Management Solutions.