Ah, the never-ending question: What makes a good lead? Well, I hate to say it, but it depends upon your specific situation—what you sell, to whom you sell, how you sell, and at what price. But there are also a few universal characteristics that will help you determine when a lead is truly a  
Continue reading "What Are the Characteristics of a Good Lead?"Posts Tagged ‘Lead Generation’
Tuesday, June 18, 2013
Tuesday, May 7, 2013
Focus on Both Brand Building and Revenue Generation (Not Just One)
There’s been a lot of chatter lately about the changing role of the marketing agency. I find that topic especially interesting because I work side by side with agencies to help them expand their service offering through marketing automation.
Marketing agencies are being held more and more accou…
Continue reading "Focus on Both Brand Building and Revenue Generation (Not Just One)"Wednesday, March 27, 2013
Fighting the Lead Generation Battle with Big Data
Many organizations struggle with sales and marketing alignment. In companies both large and small, Sales and Marketing are commonly at odds.
In a recent survey of more than 1,200 executives, research firm CSO Insights uncovered that lead generation is one of the top challenges dividing sales and …
Continue reading "Fighting the Lead Generation Battle with Big Data"Tuesday, July 17, 2012
Four Tips for Creating an Effective Lead Scoring Program
A guest post by Ashley Furness of Software Advice.
Most companies dream of being flooded with leads. And why wouldn’t they? More leads provide more chances to close deals. But high-lead volume also has its drawbacks: Your best prospects might be falling through the cracks because your salespeopl…
Continue reading "Four Tips for Creating an Effective Lead Scoring Program"Friday, July 6, 2012
Quick Tips for Developing Effective Lead Qualification Criteria
A guest post by Ruth P. Stevens.
The best way to develop qualification questions is to set the criteria in concert with your sales team. Sit down with a couple of sales managers or a few top sales reps. Don’t take everything they say as gospel—or they’ll insist that you deliver only leads t…
Continue reading "Quick Tips for Developing Effective Lead Qualification Criteria"Tuesday, June 5, 2012
The Hockey Stick Approach: Are Your Leads Shooting and Scoring?
A guest post by Jenny Vance of LeadJen.
Companies that judge the success of their lead generation program based on fast results are missing out on significant revenue that can be generated by taking a “hockey stick” approach to sales.
Marketers tend to judge the success of an outbound lea…
Continue reading "The Hockey Stick Approach: Are Your Leads Shooting and Scoring?"Monday, June 4, 2012
To Grow Revenue, Create a Revenue Department [Infographic]
Your marketing and sales departments are no longer aligned with the way buyers make purchase decisions.Consider the following facts.
In 2011, one in four new purchases started with an Internet search.
42% of US households report they skip commercials when watching shows on their DVRs.
It is …
Thursday, April 19, 2012
Build a Strong Referral Network to Boost Your Business
A guest post by Pamela Springer of Manta.
A new Manta study shows more than half of small-business owners get their biggest boost in business from customer referrals, not from Facebook, LinkedIn, or even personal relationships.
In a survey of more than 1,000 small-business owners, 78% of them …
Continue reading "Build a Strong Referral Network to Boost Your Business"
