30 Oct 2015 Teenagers Penge and Prior are England’s top juniors for 2015 Teenage internationals Marco Penge and Lizzie Prior are England Golf’s top junior golfers of 2015.They have sealed impressive seasons, in which they both made an impact in men’s and women’s golf as well as junior events, by winning their respective boys’ and girls’ Order of Merit.Penge won the Scottish amateur strokeplay title, while Prior tied second in the English women’s amateur and also set a women’s record on the New course at Sunningdale, en route to winning the Critchley Salver.Penge, from Golf at Goodwood in Sussex, was delighted to win the order of merit after playing a limited junior schedule. “I only played three boys’ events this year and I won two of them and reached the semi-finals in the other, which got me over the line to win the Order of Merit,” he said.“Winning this means a lot to me because a lot of great players, who have done a lot as professionals, have won this trophy.”The 17-year-old’s highlights of 2015 included his wins in the Peter McEvoy Trophy and the Henry Cooper Junior Masters, alongside his Scottish success. He was also in the winning GB&I boys’ team which defeated the Continent of Europe in the Jacques Leglise Trophy.Looking ahead to 2016 he hopes to progress to break into the top 20 in the world amateur golf rankings, to play in the US amateur, to win another title, to make the Junior Ryder Cup team – and to always be in contention.Lizzie Prior’s win in the girls’ order of merit means she signs off in style from junior golf. The 18-year-old from Burhill in Surrey said: “Getting this title was a great achievement for me. It was something I wanted to win as this was my last year in girls’ golf and I wanted to go out on a high.”“I have had one of my best years and I felt as if I prepared myself well for every tournament, ensuring I was in the best shape for every competition.She won the girls’ title at the Fairhaven Trophy and was runner-up three times, in the English girls’ championship and the Sir Henry Cooper Junior Masters, as well as tying for second place in the English women’s amateur.As well as setting a course record of eight-under 67 on the New course at Sunningdale, she also set a six-under record at Lindfield in Sussex, where she played her college golf before starting university in Las Vegas.“Getting to Las Vegas for University has been one of the best experiences so far and I’m excited for it to continue,” she added.Now Prior is aiming to get in the world top 50, to win the freshman of the year title and the English amateur. “I want to continue to keep progressing and getting better both physically and mentally,” she said. “I also intend to start pushing myself harder to go pro in the next two years.”Leading final placingsBoys’ Order of Merit1 Marco Penge (Golf at Goodwood) 984752 Bradley Moore (Kedleston Park) 896233 Billy Spooner (Boston) 423304 Nathan Fell (Lindrick) 382535 Jordan Sundborg (Shanklin & Sandown) 310556 Will Enefer (Wrekin) 306457 Jamie Li (Bath) 304608 John Gough (Stoke Park) 280099 Thomas Jordan (Langley Park) 2639610 Toby Briggs (Dunston Hall) 24888Girls’ Order of Merit1 Lizzie Prior (Burhill) 932252 Sophie Lamb (Clitheroe) 580653 Emma Allen (Meon Valley) 5091664 Hollie Muse (West Lancs) 509045 Alice Hewson (Berkhamstead) 368166 Eloise Healey (West Lancs) 347067 Emily Toy (Carlyon Bay) 305418 Cloe Frankish (Chart Hills) 287339 Sammy Fuller (Roehampton) 2442610 Penelope Brown (Worthing) Sussex 21632Image © Leaderboard Photography
American League first baseman Miguel Cabrera, of the Detroit Tigers, tags out National League’s Andrew McCutchen, of the Pittsburgh Pirates, at first base during the fifth inning of the MLB All-Star baseball game, Tuesday, July 15, 2014, in Minneapolis. (AP Photo/Paul Sancya)Sure, it was great for a couple days. The cheers for Derek Jeter. The power of Giancarlo Stanton. The excellence of Mike Trout in the American League’s 5-3 victory.Baseball’s All-Star party in the Twin Cities was a long series of smiles for players and fans. But the break is over now, and the real fun begins Friday night.Heading into the second half of the season, there are all sorts of compelling stories from coast to coast. It could be one fun summer in California, where Oakland begins the weekend with the best record in the majors, and the Giants, Angels and Dodgers are in prime playoff position. The trade deadline is in two weeks, and the recovery of several key injured players could dramatically affect a couple of divisions.The A’s bearded collection of shaggy misfits and stars is looking for the franchise’s first World Series title in 25 years. Sensing an opportunity, general manager Billy Beane got an early jump on the deadline when he acquired pitchers Jeff Samardzija and Jason Hammel in a deal with the Chicago Cubs on July 4.The blockbuster trade created an awkward scene at the All-Star game, where Samardzija was introduced with the NL reserves and then joined his new teammates in the AL dugout.“I’m really excited to just put all this to rest now and the sideshow that’s happened right in the middle of all this,” Samardzija said. “It was a great opportunity to get to know these guys more. I flew out here with them. I’m excited.”There will be no such problem for any other players on the move this month.Boston pitcher Jake Peavy, Philadelphia second baseman Chase Utley, San Diego closer Huston Street and New York Mets right-hander Bartolo Colon are thought to be on the market as contenders shop for that missing piece that could pay off into October.“I guess there’s a possibility for anything, but at this point I love playing in Philadelphia,” said Utley, who could veto any deal.Jeter was warmly greeted everywhere he went this week, and the Yankee captain contributed two hits to the AL All-Star win. Any chance of his final season ending in the playoffs likely depends on the return of rookie ace Masahiro Tanaka, who is out with a partially torn ligament in his right elbow. He is going through a six-week rehab program but season-ending surgery is an option. Michael Pineda also could return from a back injury to New York’s battered rotation.The Bronx is one of many spots where health is an issue for the stretch run.The recovery of Reds sluggers Joey Votto (strained muscle above left knee) and Brandon Phillips (left thumb) and indispensable Cardinals catcher Yadier Molina (right thumb) could affect the bunched NL Central. The Pirates could get starting pitcher Gerrit Cole (tight lat muscle) in the first few weeks after the break.“We know what we’re capable of doing, and we’re going to play like we’ve been there before, like we’ve done it before,” said slugger Andrew McCutchen, hoping to lead Pittsburgh back to the playoffs for the second straight year. “That’s what we’ve got to look forward to.”The strained right quadriceps of Toronto’s Edwin Encarnacion and ailing back of Detroit’s Victor Martinez also bears watching. Atlanta, which is battling Washington for the top spot in the NL East, could get a lift from the return of Evan Gattis after the catcher was sidelined by a bulging disk in his back.Beyond the standings, the races for the individual honors will come into focus.Trout could add the AL MVP award to his one from the All-Star game, especially if the Angels can run down the A’s in the competitive AL West. Shortstop Troy Tulowitzki is among the favorites for the NL award, but he could be hurt by the Rockies’ poor play.The NL Cy Young Award features an interesting duel between Clayton Kershaw of the Dodgers and Adam Wainwright of the Cardinals.Trying for a repeat, Kershaw had a 41-inning scoreless streak that ended last week and carried a 1.78 ERA into the break. But Wainwright is 12-4 with a 1.83 ERA in 138 innings, compared to 96 1-3 for Kershaw, who missed all of April with a back problem.White Sox first baseman Jose Abreu, the overwhelming favorite for AL Rookie of the Year with Tanaka on the shelf, could become baseball’s first rookie home run king since Mark McGwire with the Athletics in 1987.“He’s continuing to make adjustments with what other teams are trying to do to him,” White Sox manager Robin Ventura said last month, “and when he hits it on the barrel it goes a long way.”___AP Sports Writers Dave Campbell and Ronald Blum in Minneapolis contributed to this report.___Jay Cohen can be reached at http://www.twitter.com/jcohenap
The showdown didn’t live up to its original billing.Dam Inn Mates scored early and often en route to crushing Nelson Hour Glass 34-6 in West Kootenay Men’s Flag Football League action Sunday at the Mount Sentinel Field.The game was billed as a showdown between the league’s two undefeated teams.Mates quarterback Kelly Voykin had an easy time picking apart the Hour Glass defence, connecting with four touchdown passes to Ryan Boisvert, Kyle Niminiken, Jesse Lucas and John Parker. Voykin also rushed for a major score while connecting fror two single-point conversions. The only blemish on Voykin’s was an interception.On the defensive side of the ball Nate Fedorchuk had three interceptions while Jesse lucas registered on sack for a safety.In the other game, the Brewers blasted the Castlegar Vikings in a battle of the two cellar dwellers.Action resumes Sunday at Mount Sentinel with Brewers meeting Hour Glass at 11 a.m. and Vikings playing undefeated Dam Inn Mates at 1 p.m.The Mates/Vikings contest is a rematch of last year’s league final won by Dam Inn.
The score was closer this time, 3-2, and powered the Bombers into the semi finals.During the first round of the playoffs it was Pemberton’s time to fall, 4-1, thanks to a hat-trick by Naomi Perkins.In the final, there was no stopping the Bomber attack as LVR thumped Kootenay rivals Mount Baker Wild 4-0 to clinch the championship at the eight-team Immaculata High School Girl’s Soccer Tournament Saturday in Kelowna.Perkins and Taylor Zimmer, each with the pair sparked the Bombers past the Wild in the all-Kootenay finale.Also scoring for the Bombers in the tournament that saw teams from the Kootenay, Okanagan and Lower Mainland, were Emma wheeldon, Laurel Halleran and Emily Taylor.Perkins led all Bomber scorers with a tournament high eight goals in four games. First team to take the sting of the L.V. Rogers Bombers was NorKam from Kamloops.Score was 3-zip for LVR.Next it was Okanagan Mission of Kelowna.
Here are a few of the discussion’s key highlights and eye-opening takeaways.Rodrigo PrietoImage via Paramount PicturesPrieto recently had two major films released around the same time — the sci-fi romance Passengers (on which he utilized the ALEXA 65 of The Revenant fame) and Silence, which was shot mostly on film. During the roundtable, Prieto explained his decision to shoot Passengers digitally and discussed the importance of the feeling you get from an image.We felt the image, the oxygen, should be clean. And for me, the grain gives you a texture that gives you also a vibration that didn’t feel accurate for Passengers. So when I performed several tests and showed Morten Tyldum, we agreed that Passengers should be this format. Whereas on Silence, it was about hiding, it was a very different thing.We needed clarity on Passengers, clarity of the air. In Silence it’s priests in Japan. Most of the time they’re hiding. There’s a lot of darkness, candlelight — I used some digital for that. I used ALEXA anamorphic lenses for the low-light capabilities. So I was able to shoot most of it on film. There was a lot of exteriors and I felt that using the film for certain scenes where the texture needed to be a bit rougher was necessary. For the night scenes with candles, I used digital.Bradford YoungImage via Paramount PicturesBradford Young’s ever-expanding resume has positioned him as a contender for the title of The Next Great Cinematographer. His impressive work on Arrival is proof of his wide-ranging talents and photographic expertise. In the roundtable, Young focused on the philosophy of cinematography and the importance of trust and communication with the director.My requirement is, after we go through the war, that I can break bread with you at my table, with my kids and my wife. So, for me, I try to give the benefit of the doubt with the literature, because sometimes the literature isn’t sewn up as tight.So I’m hoping the director is going to bring a lot of his or her own temperament, accent, [and] perspective to the thing we’re about to wrap our minds around. The community-building thing comes out of the desire to collaborate. At the end of the day, I want to be your friend. With Dennis, I was a big fan. I feel like I knew his writing on the wall.Linus SandgrenImage via LionsgateSandgren’s stellar work on last year’s love letter to classic Hollywood musicals — La La Land — makes him a frontrunner for the cinematography Oscar at this year’s Academy Awards. Shooting on film and successfully achieving a golden-age-of-cinema look came with a few worries and fears. In the roundtable, he sheds some light on the necessity of planning before you shoot:Whatever you do on set is so important, and there’s so little you should do in the DI, in my opinion, because the more you do there, the more you screw up the image and how it was captured. The DI is an amazing tool, allowing you to fix things you’ve screwed up, but I think the general look of the film is always created with the lenses or film stock you’ve chosen.Charlotte Bruus ChristensenImage via DreamworksIn the course of the conversation, Christensen made an excellent case for shooting the play-adaptation Fences on film. Gritty texture was a must and director Denzel Washington’s trust in Christensen was key. Regarding her recent work on The Girl on the Train, Christensen praised the textures that come with shooting on film.We were planning on being so close on our lead actress who’s observing other people’s lives from the train. It was so much about a POV story, it’s a girl right there, who is observing people and thinking her thoughts that aren’t what really happened in reality, so there’s a lot of things we had to express with images. We had to be so close to her.Caleb DeschanelImage via 20th Century FoxRules Don’t Apply, Warren Beatty’s long-in-the-works Howard Hughes film, has a classic feel, rich with deep shadows and almost noir-like images. During the roundtable, Deschanel reflected on shooting digitally:Photographing faces, you have to be careful about how sharp an image is. The thing that I always liked about film is that each frame is different. So the fact that one frame goes to another, and the grain is in a slightly different place, actually is much more forgiving for the human face, and it actually gives you a certain quality that I find fascinating.John TollImage via Sony Pictures EntertainmentJohn Toll (DP for Billy Lynn’s Long Halftime Walk) offered some interesting insight into director Ang Lee’s controversial decision to shoot the film in 3D at an unheard of 120 frames per second.He has always been interested in the idea of high frame rate, and so he really wanted to explore the idea. But it was primarily to — [it was] an enhancement to the story, a way to become a little more intimate with the story, especially the characters and actors, and he really saw the value in the process for that. It was primarily a new way to tell a story, a new way to involve the audience, and [Lee] intentionally chose Billy Lynn as the project because he did not want to imply that it was technology to create spectacle, but rather creating more intimacy.Closing ThoughtsHere’s some closing inspiration from Bradford Young, who called out the necessity of truth and self within your art with this final thought on capturing images.I think we keep getting caught in the conversation between ARRI and Sony, and all they’re doing is just providing us with the stuff, saying, “y’all do whatever you want to do with it.” I think the conversation is — how do we anchor it? How do we anchor it in something that gives us feeling? How do you bring feeling to it? Which I think is the most important thing.Which movie from last year do you think looked best? Do you disagree with some of these cinematographers? Let us know what you think! Follow along as the cinematographers behind some of the year’s most-acclaimed films share behind-the-scenes stories and offer real-deal industry insight.The Hollywood Reporter’s annual Oscar Roundtables are a fantastic watch for anyone with even a mild interest in the film industry. The concept is simple: Gather a handful of contemporary filmmaking’s best and brightest, stick them in a room together, and film the conversation. The result is always fascinating, insightful, surprising, and inspiring. Plus, you can finally put a name to a face to a shot!This year’s Oscar Cinematography Roundtable features some of the most-acclaimed DPs in the business — John Toll (Billy Lynn’s Long Halftime Walk), Bradford Young (Arrival), Rodrigo Prieto (Silence, Passengers), Charlotte Bruus Christensen (Fences, The Girl on the Train), Linus Sandgren (La La Land), and Caleb Deschanel (Rules Don’t Apply).This video, over an hour in length, is well worth your time. It’s not just a simple conversation — it’s a culmination of years of experience, passion, and technique.
We mostly fear the wrong dangers. And we also fear the wrong failures.Let it never be said that I told you it was okay to fail to make your number. But if you sell long enough, it’s bound to happen to even the best salesperson. It’s okay to fail to make your number.You might fail to negotiate the deal that you wanted and that your company needed. You might fail to capture your fair share of the value that you created. It’s okay to fail in a negotiation.If what you sell is complex, risky, and difficult to execute, you may fail your client. You may fail to provide them the value that you sold them and they paid for. It’s okay to fail a client.It’s especially okay to fail as an entrepreneur, even if you are dumb enough to believe that your burn rate is the one metric you should be watching (instead of paying clients). Failure is part of the entrepreneur’s journey.It’s okay to fail to pay your bills on time. It’s okay to fail to make it to your daily workout. And it’s okay to fail to follow your diet.It’s not a good idea to fail at one of these things all the time. But in the big scheme of things, these aren’t the failures you are going to regret in the future.The real failures you should fear are bigger than all of these, even if they don’t frighten you enough now.You don’t want to fail the people who count on you, the people you love. Your don’t want to fail in your role as a father, mother, daughter, son, brother, or sister. You don’t want to fail the people who depend on you.You don’t want to fail that part of yourself that is your purpose. You don’t want to fail to live a life of meaning and contribution. You don’t want to fail to make a difference, whatever that difference may be. You are here for a reason.You don’t want to fail to create whatever it is you are here to create, be it a business, a charity, or your art. You don’t want tho fail to live your life as your true authentic self.You don’t want to fail to live fully and love deeply. Your were born with a certain set of gifts. You don’t want to fail to use those gifts.It’s easy to get caught up in the day-to-day challenges and struggles and worry about failing. But you need to succeed in the areas that really matter. If you are going to fear failure, then focus on fearing the failures that you will later regret.What failure do you fear now?Even though it may be painful, is this failure something that you are going to regret at some time later in your life?What failure should you fear now? What do you need to change to avoid that failure? Essential Reading! Get my 2nd book: The Lost Art of Closing “In The Lost Art of Closing, Anthony proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.” Buy Now
‘ the responses yielded these results. Whose advice do you seek for guidance when evaluating software and service technology solutions for your business? Customer Evangelism, Digital or Physical, Trumps Edelman’s Trust Barometer What are you doing to empower your customers to be your evangelists? Many people still think that the heaviest users of social media skew young. Myth. In fact, according to a recent analysis completed by Pingdom, the average social media user is 35-44 years old. It turns out that this demographic of decision makers is online looking for information about products and services giving B2B tech marketers a compelling reason to pursue online word of mouth as a key component of their go to market strategy. New Study of SMB Technology Buyers One of the most interesting results was the relatively small digital divide exhibited by respondents under 35 years old vs those over. One might expect that the over 35 set doesn’t use social media for business, if they use it at all. But in fact, more than 40% of respondents between ages 35-50 use social media for research on technology business purchases while 30% plus of the over 50 age group take advantage of social as a key information source. Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack
In this instance you may see that positioning some of your cameras based on durability will appeal to parents who want something long lasting for their kids.You may even consider adding negative keywords to the “None of these words” columns to reduce the noise in your search. 2. Google Alerts Using Google Alerts , you can similarly monitor conversations in the blogosphere around your product types or target market. Try multiple variations at first and then refine your alerts once you start seeing and can analyze the results. Most importantly, view the comments under each blog article to see what multiple people are saying for even more insight. Originally published Nov 8, 2010 8:00:00 AM, updated February 01 2017 Wouldn’t you love more up to date and continuous insight as to what makes people buy your products? How can you make your product much more appealing and make them proceed through checkout from your product page? Fortunately for you, this insight from consumers is available all over the place your selling your products – the web.So, how can eCommerce business discover how to do better marketing and positioning of their products? One way is by closely monitoring the conversations happening in social media. With millions of people tweeting, posting, and updating their thoughts or actions a lot can be discovered just by listening. Considering the number of conversations and free access to this information, it would be irresponsible not to monitor conversations in the socialmediasphere.Here are 3 ways eCommerce businesses can listen through social media to better position and market their products. 1. Twitter Advanced Search Within Twitter’s advanced search you can sift through conversations based on keywords. By creatively coming up with different keyword combinations you can narrow your search to conversations related to shopping online and your target market or product. For example if your eCommerce website sells cameras you might try “online shopping camera”.
HUG 2010 Marketing’s job is not just to deliver leads but to help warm up those leads by educating and providing qualifying calls to action to them over time. These communications may overlap with a sales rep’s follow up, so our sales reps want to know all the emails going to their leads, including automated lead nurturing emails and email newsletter promotions, and if those leads respond to (click through on) any of those emails. Originally published Dec 9, 2010 10:40:00 AM, updated October 20 2016 . See how HubSpot can help you better generate and track your traffic, leads and customers. It can be hard to get in touch with someone, even when they have opted in to request more information from you company. Knowing when you are at the top of their mind – say, when they’re visiting your site again and checking out more information – is critical for reaching those leads. At HubSpot, we notify our reps when their leads are back on the website. At HubSpot, we’re lucky that the marketing team has a great relationship with the sales team. Part of the reason for that is that we give them leads with all sorts of lead intelligence to help them connect with and close more deals. 1. Pages Viewed What are you doing to delight your sales team? 4. Campaign Details 3. Social Media Details Letting your sales team review these details Email and phone are effective means for following up with leads, but in today’s multi-communication-channel world, enable your team to connect with their leads in more informal and personal ways such as social media. Finding a lead’s Twitter information can help your rep answer their questions through that channel. Finding a lead’s LinkedIn profile can help your rep see common connections to perhaps get a personal introduction. 5. Email Marketing Communications 6. Notification When Leads Revisit Your Site Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack What warms up that phone call more than knowing what your lead browsed on your site. Maybe they were investigating a particular product line or read a blog post addressing a particular challenge. Try HubSpot Free for 30 Days Hug actually shown: Jonah, VP Customers, hugging a customer at It’s not often that your sales team will know (or remember) all the details of the marketing team’s active campaigns. At HubSpot, we tie our conversion forms to Salesforce campaigns with details on the campaign and tips to follow up. Maybe when it’s all said and done, your sales team will be so happy they’ll be running around giving hugs to the marketing team! 6 Key Pieces of Lead Intelligence to Make Your Sales Team Jump for Joy helps them make a much more targeted and educated phone call. Also knowing how many pages that lead viewed in total signals to the sales rep how hot this lead is. Topics: 2. All Conversion Forms Completed Lead Nurturing Get a 30-Day Free Trial of HubSpot Marketing Software. Deduping your lead submissions such that your sales team is not bombarded with duplicate leads AND each lead contains all conversion activity is a huge win. This way the sales rep can see what the lead was most interested in and of course the contact information for following up with that lead.
Originally published Dec 18, 2012 2:00:00 PM, updated October 20 2016 Topics: Marketing and Sales Alignment As marketers, we know how important it is to have strong alignment with our sales teams. After all, if you’re going to effectively close customers and generate more business for your company, you’re going to need to make sure your marketing team is not only providing your sales team with quality leads, but that you’re also providing them with the information they need to have the best shot at converting those leads into customers. But creating that alignment? It’s not always so easy.We talk a lot about closed-loop marketing — being able to tie every single lead, customer, and dollar back to the initiative that created it. But another important part of closing the loop is getting your sales team to report back to you about the quality of leads you’ve generated — and what became of them — so you are better equipped to generate high-quality leads going forward.Starting to pick up on the pattern here? The key to maintaining a happy sales team is communication. Two-way communication, at that. So if you’re just generating leads and throwing them at your sales team to see what sticks, I guarantee you’re not generating as many high-quality leads, or as much revenue, as you could be.Okay, so I need to communicate with my sales team to improve both our teams’ effectiveness. But what am I supposed to talk about with them? What kind of information should I be giving them, and what should I be getting from them in return?So glad you asked! Here are 10 ways your two teams should be communicating to keep both your sales and marketing teams aligned, effective, and happy.5 Key Pieces of Information Marketing Should Communicate to Sales1) What Your Marketing Goals Are In order to set them up for success, it’s critical that you inform your sales team of your marketing team’s goals for that month. Your sales team needs to know what kind of lead volume and quality to expect, so they can prepare accordingly. For example, if you’re anticipating that you won’t be able to generate as many leads next month as you did in the previous month, your sales reps will probably want to work those fewer leads more deeply. On the other hand, if they know you’re planning to increase the number of leads you generate by 20% next month, they have the flexibility to be more selective about the leads they work so they can spend their time on those they believe will be the best fits.Sit down with your sales managers and set up an SLA, a service-level agreement, by which you’ll set clear goals for both teams. Think of it this way: You’re saying, “We, the marketing team, agree to generate this quantity (and/or quality) of leads for you,” and the sales team is saying, “We agree to generate this much revenue for the business from those leads.” These two metrics are co-dependent by nature, so it’s important to establish your marketing and sales goals together.2) What content you’re using to generate leads.You might think your lead generation strategies are really only important for the members of your marketing team to understand. Hey, we’re sending you leads. Why do you care where they’re coming from? Well actually, it’s extremely necessary that your sales reps know where your leads are coming from if they’re going to close them effectively.Think about it from a sales perspective. Someone came to your website and downloaded a piece of your content; maybe it was an ebook. You’ve never spoken to this person before, and you’re about to try to convince them that your product or service would be beneficial to them. You’ll want as much information about your lead as you can get, right? And more specifically, you know that this person expressed some interest in your content. So wouldn’t it be useful to know what that person was interested in learning more about? By giving a sales rep information about which content a given lead has downloaded, you’re providing them with a way to start the conversation with information and questions that are relevant to that lead. Using tools like a centralized marketing database and a CRM system, this transfer of information to your salespeople can be incredibly simple.3) What other information you have about these leads.On that note, any useful information you have about your leads should be passed over to your sales team — not just what piece of content they downloaded or read. The easiest way to gather this information is through your lead-capture forms. In other words, before your visitors download your content, ask them to provide you with a few pieces of info about themselves. What size is the company? Is it B2B or B2C? What is their role at the company? At HubSpot, we also include a field on our forms that asks our visitors to identify their biggest marketing challenge. This gives the sales rep another solid foundation for building a conversation around the lead’s needs and interests. It also provides a good starting point for identifying the lead’s goals, plans, and timeline, all crucial factors to understand in order to execute a well-targeted sales approach.Beyond demographic information, if your marketing software collects other key pieces of intelligence about your leads’ activity — such as how many (and which) web pages they’ve visited, whether (and how often) they’ve interacted with you in social media, how frequently they’ve come to your site and downloaded your content, etc. — this can also be extremely helpful bits of information to pass on to your sales team.4) Which team is responsible for handling leads at each stage. Lead nurturing is an essential part of the buying cycle, because it allows marketers to maintain communication with leads in two scenarios: when the lead has not spoken to a sales rep and is not yet ready to do so, and when the lead has spoken to a sales rep but is not yet ready to buy. In both cases, it’s important to nurture these quality leads instead of just throwing them out simply because they’re not ready to buy right this very second. In fact, according to Market2Lead, nurtured leads have a 23% shorter sales cycle.But because these leads may be at different points in the buying cycle when you’re nurturing them — and because Sales has worked some but not others — you need to make it very clear to your sales team what criteria determine which leads you are nurturing, so they know exactly which leads are receiving your marketing emails and which they should follow up with themselves. Setting up an agreement that clarifies which team is responsible for a given lead at each stage of their lifecycle will help you ensure that none of your leads are slipping through the cracks and not hearing from either of you.5) How you’re nurturing your leads. Along those same lines, it’s important for your sales team to know more than just that you’re nurturing these leads. You should also make sure they have some concept of the strategy behind your nurturing as well. Are you just sending them educational content? Are you following up in a more personalized way that asks the leads to respond to you with any questions they have? Are you sending them further information about your product(s)/service(s) or company?While it’s not critical that the members of your sales team understand every little detail about how you’re handling lead nurturing on the marketing side, a general grasp of what you’re doing will give them a clearer understanding of how these leads have been communicated with and how much they know about your company — before they even get on the phone with them to start the sales conversation.5 Key Pieces of Information Sales Should Communicate to Marketing1) What the overall lead quality looks like. Your sales team should be able to provide you with a clear picture of the overall quality of the leads you send them each month. This month, for example, was there a higher volume of leads who had no interest in your product? Were the reps struggling to connect with them in the first place? It’s easy enough to keep track of the volume of leads you’re generating, but you really need input from sales to understand what lead quality looks like. As a result, you’ll be better equipped to pinpoint the source of high- or low-quality leads so you can apply lessons learned to your future marketing efforts. Did you that contest you ran in social media result in a excess of low-quality leads? Was that ebook you launched a huge hit, generating a large amount of high-quality leads? 2) Which sources and content topics generate the best leads. If you’re creating a variety of different offers for lead generation, your sales reps should be working leads who have converted on each of these different offers. Do they find that leads who have shown interest in a particular topic tend to be higher in quality? Which topics perform better or worse, not just in terms of number of downloads, but also in terms of lead quality?If you’re implementing various inbound marketing strategies, you should also be generating leads from different sources, such as your website, search engines, your blog, your social media presence, your marketing emails, etc. Take a look at your lead intelligence to keep track of where each of your leads is coming from, and find out from your sales team which sources yield the best quality leads, so you can focus more of your efforts around those, and improve or spend less time on channels that don’t yield high-quality results.3) What your leads are saying about your content. Are your sales reps using the content and offers your leads have downloaded to start the conversation with them? If so, chances are they’re getting some feedback on those offers! Did the person enjoy the read? Did they learn something valuable? Maybe they told the rep that the offer wasn’t what they had expected, and they didn’t find the content to be helpful. This is useful feedback for you to know so you can improve your marketing content moving forward.4) How many leads they’re connecting with and closing. It’s also important for you to be informed about the performance of the sales team, and to know what their funnel metrics look like. Of the leads you’re sending them, how many are they able to connect with? Of the leads they connect with, how many agree to have a more in-depth sales conversation, be it a product demonstration or something else? Of the people who agree to a sales talk, how many become customers?Knowing these metrics will help you understand where your sales team faces the greatest challenges, and will enable you to lend them a hand where they need it. If they’re having issues closing from the sales pitch, maybe you can set up a more in-depth product training session for the reps or provide them with some additional product content that can help them close more sales deals. If they’re having trouble connecting, maybe you can nurture those leads with targeted emails until they’re ready to talk to someone. Having both teams aware of the others’ performance is key to successful alignment.5) How else the marketing team can help. What other areas of opportunity do the members of your sales team see for Marketing to step in and help out? Should you be nurturing a certain group of leads more aggressively? Maybe you’re missing a segment of leads that could benefit from a specific nurturing campaign, or some other type of marketing influence. Or it’s possible that your sales reps just want a better understanding of what you’re doing over in Marketing to help them target their conversations better. Just keep the communication flowing, and stay open to suggestions and new ideas. According to Genius.com, 66% of buyers indicate that “consistent and relevant communication provided by both sales and marketing organizations” is a key influence in choosing a solution provider. As marketers, it’s your job to ensure that you’re communicating with your leads properly, and nurturing them to be sales-ready. But in order for those efforts to have any significant effect on your bottom line, your communication needs to start with your sales team. So go grab your sales managers and get your smarketing in line so you can start generating more, higher quality leads … and greater revenue. Don’t forget to share this post! AddThis Sharing ButtonsShare to TwitterTwitterShare to FacebookFacebookShare to Email AppEmail AppShare to LinkedInLinkedInShare to MessengerMessengerShare to SlackSlack