The Forward Observer
Sales and Marketing Insights
for Growth-Focused Manufacturers
 

A blog where growth-oriented manufacturers find expert advice on marketing and sales.
Our goal is to help you generate better leads and close sales faster.

What Type of B2B Leads Do You Have: IQLs, MQLs, or SQLs?

You've got leads, but are you focusing on the most promising ones? Use this simple approach to more profitably prioritize your B2B sales efforts.

5 Ways to Improve the Quality of Your B2B Leads

Are you generating lots of leads but few sales? You might have weak leads. Here are 5 ways to quickly strengthen your B2B lead quality and sales.

First World Problems: What To Do With Too Many B2B Leads

Are you getting lots of leads but not enough sales? Lead scoring can help you practice smart B2B sales triage, while boosting conversions and revenues.

How B2B Marketers Can Use Lead Scoring to Better Arm Sales

B2B marketers who use lead scoring can improve the quality of leads passed to sales, and help increase close rates and revenues. Many marketers are still evaluated based on the number of leads provided to sales. Most of the time, the leads are handed off to sales with the expectation that all the leads will be called. However, after a few lead follow up calls, sales often determines that many of the leads are "junk" (i.e. not ideal prospects who were ready to buy).

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