"B2B buying behavior has changed fundamentally. Up to 67% of the buyer journey now takes place online. In order for marketing and sales to work together successfully, the qualification of leads into Sales Accepted Leads (SAL) has become an essential task of marketing programs in addition to pure lead generation". Julian Archer, Research Director at SiriusDecisions, opened his keynote speech at the Lead Management Summit of the trade journal "marconomy" in Munich on April 4, 2014 with this statement.



This is the second time that the Lead Management Summit has focused on topics relating to the sales funnel - always with the aim of increasing sales. The two-day summit focuses on the topics of "lead qualification" and the targeted "integration of marketing and sales". Only practical examples from representatives of well-known companies were presented. The entire lead generation process up to the handover of qualified leads to sales, including legal aspects, was presented. Intensive workshops on the topics of lead management, inbound marketing, marketing automation and CRM kicked off this unique congress in Germany on the first day.



The entire program as well as all speakers and presentations can be found at

http://www.leadmanagementsummit.com



The specialist medium "marconomy" is aimed at specialists and managers in marketing, communication and sales. Originating from the media-TREFF, "marconomy" informs the B2B community as a multimedia knowledge and communication partner in print and digital as well as through events and services. The specialist editorial team evaluates and processes current trends, studies, best practice and strategic marketing and communication topics. Proven experts from business and science provide an in-depth insight into complex specialist topics - both in the editorial advisory board, at events, the academy and through author contributions. Vogel Business Media is one of the leading German specialist information providers with 100+ trade journals, 100+ web portals, 100+ business events as well as numerous mobile offerings and international activities. Its headquarters are in Würzburg. The company celebrated its 120th birthday in 2011.