Linux Containers Authors: Elizabeth White, Flint Brenton, Gordon Haff, Liz McMillan, Yeshim Deniz


Delivering Qualified Leads – An Important Element for Connecting Marketing and Sales

Important Element for Connecting Marketing and Sales

Companies engaged in multichannel marketing often find it challenging to deal with the ubiquitous gap between the marketing and the final sales. Generally, the marketers are more inclined towards generating voluminous high-quality leads, while the sales personnel are more concerned about getting more qualified sales opportunities. The sales often enter a state of fissure when the marketing wing of a business fails to get someone to meet the status of qualified sales.

Fortunately, most of the avid, knowledgeable and well-established marketers believe that this gap is completely solvable. There are a great number of things that the marketers can depend upon for closing the ever-widening gap between marketing and sales. These things, if followed and done in the best possible manner, can often result in delivering more than just the contact details of the leads, the exact thing which the sales team is always looking forward to.

Clear Understanding of Sales Ready Leads

To work in perfect coalition with the sales, the marketing officials need to understand and learn more about the definition of leads given in the sales-book. This essentially means that the marketers need to figure out the special elements behind the creation of a sales-friendly environment, learn more about the scope of opportunities and develop the ability to comprehend the level of urgencies.

For reaching this level of deep understanding, the marketers need to be aware of a lot more things about the prospects rather than just the name, address and contact information. They need to follow the BANT theory, which involves questioning the prospects regarding their budget, authority, need and the timeframe, and act accordingly.


The marketing people generally follow a myth that almost everything can be solved through automation and often work by generating automation-qualified leads. However, these automated leads cannot reach the qualified sales level without a human touch.

Primarily, there are two reasons behind the reluctant nature of the companies towards using human touch. First, they have spent a great deal of money in getting automation platforms like Salesforce, Eloqua or Marketo, and aren't willing to spend more amount of money in other things like tele-prospecting. Secondly, the people are not cooperating enough to provide the necessary details.

The Decision Maker

While the automated prospect database is helpful in the context of yielding phone numbers, email addresses and direct mail addresses, they need something to be done at a personal level. The key to success for the marketing department is to get the sales team to define the specific segments that the marketing personnel should follow. This will surely help them shortlist and hone in the prospect list, and pick out the right prospects.

Being more of a referral program, the marketing campaign can only be successful when the team reaches down to the decision-maker. The marketers need to make sure that the initial communication is of the best quality and the offer is perfect to set up a benchmark in the mind of the prospects as to how valid is the company and how better products/services can be in the future.

Providing Constant and Convincing Offers

The marketers should always understand the prospects and offer something valuable to turn them into long-term customers. The offers should not only be convincing, but should also have the needed consistency over a period of time. If different offers are provided through email and retargeting campaigns untimely, the marketers would need to handle a broader prospective, thereby slowing down the pace and compromising the urgency of the campaign.

On the whole, marketing and sales are the two things that won't make things work in the favor of company if placed in spacious gaps from each other. Keeping the aforesaid things in mind while carrying out marketing campaigns, the marketers can surely reduce or eliminate these gaps and provide the sales team just what they are looking for.

More Stories By Walt Robertson

Walt Robertson regularly writes about B2B channel collaboration and how mordern day companies can leverage technology to create high performance sales channels. To learn more please download our eBook "A Definitive Guide to External Social Collaboration and Indirect Channel Marketing" completely free from - http://www.relayware.com/ebook/

@ThingsExpo Stories
"There's plenty of bandwidth out there but it's never in the right place. So what Cedexis does is uses data to work out the best pathways to get data from the origin to the person who wants to get it," explained Simon Jones, Evangelist and Head of Marketing at Cedexis, in this SYS-CON.tv interview at 21st Cloud Expo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA.
Digital Transformation and Disruption, Amazon Style - What You Can Learn. Chris Kocher is a co-founder of Grey Heron, a management and strategic marketing consulting firm. He has 25+ years in both strategic and hands-on operating experience helping executives and investors build revenues and shareholder value. He has consulted with over 130 companies on innovating with new business models, product strategies and monetization. Chris has held management positions at HP and Symantec in addition to ...
Enterprises have taken advantage of IoT to achieve important revenue and cost advantages. What is less apparent is how incumbent enterprises operating at scale have, following success with IoT, built analytic, operations management and software development capabilities - ranging from autonomous vehicles to manageable robotics installations. They have embraced these capabilities as if they were Silicon Valley startups.
In their session at @ThingsExpo, Shyam Varan Nath, Principal Architect at GE, and Ibrahim Gokcen, who leads GE's advanced IoT analytics, focused on the Internet of Things / Industrial Internet and how to make it operational for business end-users. Learn about the challenges posed by machine and sensor data and how to marry it with enterprise data. They also discussed the tips and tricks to provide the Industrial Internet as an end-user consumable service using Big Data Analytics and Industrial C...
René Bostic is the Technical VP of the IBM Cloud Unit in North America. Enjoying her career with IBM during the modern millennial technological era, she is an expert in cloud computing, DevOps and emerging cloud technologies such as Blockchain. Her strengths and core competencies include a proven record of accomplishments in consensus building at all levels to assess, plan, and implement enterprise and cloud computing solutions. René is a member of the Society of Women Engineers (SWE) and a m...
When talking IoT we often focus on the devices, the sensors, the hardware itself. The new smart appliances, the new smart or self-driving cars (which are amalgamations of many ‘things'). When we are looking at the world of IoT, we should take a step back, look at the big picture. What value are these devices providing. IoT is not about the devices, its about the data consumed and generated. The devices are tools, mechanisms, conduits. This paper discusses the considerations when dealing with the...
DXWordEXPO New York 2018, colocated with CloudEXPO New York 2018 will be held November 11-13, 2018, in New York City. Digital Transformation (DX) is a major focus with the introduction of DXWorldEXPO within the program. Successful transformation requires a laser focus on being data-driven and on using all the tools available that enable transformation if they plan to survive over the long term.
To Really Work for Enterprises, MultiCloud Adoption Requires Far Better and Inclusive Cloud Monitoring and Cost Management … But How? Overwhelmingly, even as enterprises have adopted cloud computing and are expanding to multi-cloud computing, IT leaders remain concerned about how to monitor, manage and control costs across hybrid and multi-cloud deployments. It’s clear that traditional IT monitoring and management approaches, designed after all for on-premises data centers, are falling short in ...
With privacy often voiced as the primary concern when using cloud based services, SyncriBox was designed to ensure that the software remains completely under the customer's control. Having both the source and destination files remain under the user?s control, there are no privacy or security issues. Since files are synchronized using Syncrify Server, no third party ever sees these files.
Cloud-enabled transformation has evolved from cost saving measure to business innovation strategy -- one that combines the cloud with cognitive capabilities to drive market disruption. Learn how you can achieve the insight and agility you need to gain a competitive advantage. Industry-acclaimed CTO and cloud expert, Shankar Kalyana presents. Only the most exceptional IBMers are appointed with the rare distinction of IBM Fellow, the highest technical honor in the company. Shankar has also receive...
In his session at 21st Cloud Expo, Carl J. Levine, Senior Technical Evangelist for NS1, will objectively discuss how DNS is used to solve Digital Transformation challenges in large SaaS applications, CDNs, AdTech platforms, and other demanding use cases. Carl J. Levine is the Senior Technical Evangelist for NS1. A veteran of the Internet Infrastructure space, he has over a decade of experience with startups, networking protocols and Internet infrastructure, combined with the unique ability to it...
"Cloud Academy is an enterprise training platform for the cloud, specifically public clouds. We offer guided learning experiences on AWS, Azure, Google Cloud and all the surrounding methodologies and technologies that you need to know and your teams need to know in order to leverage the full benefits of the cloud," explained Alex Brower, VP of Marketing at Cloud Academy, in this SYS-CON.tv interview at 21st Cloud Expo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clar...
Andrew Keys is Co-Founder of ConsenSys Enterprise. He comes to ConsenSys Enterprise with capital markets, technology and entrepreneurial experience. Previously, he worked for UBS investment bank in equities analysis. Later, he was responsible for the creation and distribution of life settlement products to hedge funds and investment banks. After, he co-founded a revenue cycle management company where he learned about Bitcoin and eventually Ethereal. Andrew's role at ConsenSys Enterprise is a mul...
Internet-of-Things discussions can end up either going down the consumer gadget rabbit hole or focused on the sort of data logging that industrial manufacturers have been doing forever. However, in fact, companies today are already using IoT data both to optimize their operational technology and to improve the experience of customer interactions in novel ways. In his session at @ThingsExpo, Gordon Haff, Red Hat Technology Evangelist, shared examples from a wide range of industries – including en...
"Space Monkey by Vivent Smart Home is a product that is a distributed cloud-based edge storage network. Vivent Smart Home, our parent company, is a smart home provider that places a lot of hard drives across homes in North America," explained JT Olds, Director of Engineering, and Brandon Crowfeather, Product Manager, at Vivint Smart Home, in this SYS-CON.tv interview at @ThingsExpo, held Oct 31 – Nov 2, 2017, at the Santa Clara Convention Center in Santa Clara, CA.
Rodrigo Coutinho is part of OutSystems' founders' team and currently the Head of Product Design. He provides a cross-functional role where he supports Product Management in defining the positioning and direction of the Agile Platform, while at the same time promoting model-based development and new techniques to deliver applications in the cloud.
DevOpsSummit New York 2018, colocated with CloudEXPO | DXWorldEXPO New York 2018 will be held November 11-13, 2018, in New York City. Digital Transformation (DX) is a major focus with the introduction of DXWorldEXPO within the program. Successful transformation requires a laser focus on being data-driven and on using all the tools available that enable transformation if they plan to survive over the long term. A total of 88% of Fortune 500 companies from a generation ago are now out of bus...
delaPlex is a global technology and software development solutions and consulting provider, deeply committed to helping companies drive growth, revenue and marketplace value. Since 2008, delaPlex's objective has been to be a trusted advisor to its clients. By redefining the outsourcing industry's business model, the innovative delaPlex Agile Business Framework brings an unmatched alliance of industry experts, across industries and functional skillsets, to clients anywhere around the world.
Business professionals no longer wonder if they'll migrate to the cloud; it's now a matter of when. The cloud environment has proved to be a major force in transitioning to an agile business model that enables quick decisions and fast implementation that solidify customer relationships. And when the cloud is combined with the power of cognitive computing, it drives innovation and transformation that achieves astounding competitive advantage.
Headquartered in Plainsboro, NJ, Synametrics Technologies has provided IT professionals and computer systems developers since 1997. Based on the success of their initial product offerings (WinSQL and DeltaCopy), the company continues to create and hone innovative products that help its customers get more from their computer applications, databases and infrastructure. To date, over one million users around the world have chosen Synametrics solutions to help power their accelerated business or per...