Inbound Marketing Blog

Lead Management

Lead Management Sales

[Free Template] Identify Your Best Sales Leads & Ops With This Prospect Fit Matrix

By: Tom DiScipio on May 10th, 2018

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“Is this prospect actually a good fit for us?” It’s a simple but challenging question that becomes a repetitive, internal dialogue as sales reps evaluate whether or not the prospect they’re speaking with is the right sales opportunity to pursue.

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Lead Management

May or Bust: Your Essential Guide to GDPR Prep for HubSpot Marketers

By: Jason Rose on March 28th, 2018

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On May 25, an overhaul of EU Consumer Data protections dubbed the GDPR (General Data Protection Regulation) is going into effect. Adopted by the European Parliament and Council in April of 2016 after four years of debate, the new protections expand existing data privacy laws and significantly increase fines for malfeasance. While GDPR undoubtedly holds ramifications, the response from marketers and businesses is mixed.

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Sales Lead Management

The 3 Core Elements of Starting a Business Development Program

By: Kyle Bento on May 26th, 2017

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However valuable, setting up a successful business development program at your organization is no small undertaking. There are so many moving parts and it’s simply not realistic to try and tackle this all at once.  Trust me, I learned the hard way.

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Traditional Lead Scoring vs Predictive Lead Scoring

By: Tom DiScipio on June 7th, 2016

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Inbound marketing is great at generating leads, but converting those leads into customers requires an entirely different set of skills. The first step in converting leads is identifying which ones to reach out to and when to do so -- that's where lead scoring comes in.

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Lead Scoring Lead Management

How to Master HubSpot Lead Scoring

By: Stacy Willis on January 1st, 2016

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What’s the best part about inbound marketing? I think most people alike would agree that it’s the high number of leads that it attracts. But once you have all of those leads, what do you do? Inbound leads are a different animal than your typical outbound leads, so it can be more of a challenge to figure out which ones are marking or sales qualified leads, if they're throwing out signals as to where they are in their buyer's journey yet. Enter stage left: lead scoring, and the huge benefits it brings to your sales team. 

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How Do I Know If My Inbound Leads Are Sales-Qualified?

By: Bob Ruffolo on August 5th, 2015

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After identifying a segment of leads that meets your criteria for fit (industry, job title, company size, etc.) you’ll need to measure and understand how ready they are to engage in a sales conversation. You’ll begin this sales qualification process by analyzing a lead’s level of engagement and interaction with your website and marketing content. Some common indicators of sales-readiness include the following activities:

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Lead Management Marketing Automation

5 Steps to Simplify Your Marketing Automation & Optimize Lead Management

By: Bob Ruffolo on July 13th, 2015

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Many of the people we talk to think that marketing automation is difficult, but it’s surprisingly not. It takes a little bit of logical thinking, but in reality, it’s only as complicated as you make it. Like many marketers, at IMPACT, we have been occasionally guilty of trying to make it too complicated for ourselves in the past. This article, however, talks about how we’ve successfully simplified our marketing automation to better segment our sales qualified leads and marketing qualified leads.

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Lead Scoring Sales Lead Management

MQL vs. SQL: What's the Difference?

By: Stacy Willis on January 21st, 2015

Blog Feature

Before we start unpacking the difference between MQL vs. SQL, we need to first go back to the beginning. A lead is a person who has indicated interest in your company's product or service in some way. (And everybody wants leads.) But how does a lead show their interest?

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