Category Archives: Lead Scoring

Increase Sales Productivity: Article

Increase Sales Productivity

Looking to increase sales productivity this year? According to a CSO Insights Sales Compensation and Performance Management study, only 54.6 percent of sales professionals produce enough revenue to meet quota. That is shocking news. I’m sure your company doesn’t have that problem, but other readers may. They need to increase sales productivity. One key area […]

How to Identify Quality Sales Leads

Identify Quality Sales Leads

Every experienced marketer knows that not all leads are worth following up on. Some potential customers are just “window shopping” and others simply aren’t a good match for our product. But do we know which ones are which? In this article, learn how to separate the wheat from the chaff to identify quality sales leads. […]

Lead Scoring: Finding Your Next Pair of Pants

Lead Scoring

How do you find your next pair of pants? Do you go to a store that you have never been before, look at unfamiliar brands, and try on 12 different sizes? Well, if you do what I just described, let me give you a hint: you are doing it wrong. When most rational human beings […]

3D Lead Scoring: the Future of Lead Scoring

3D Lead Scoring

How do you feel about 3D movies? Whether they be at home or in theater, it seems like the jury is still out regarding this viewing experience. Personally, I’m still a fan of the traditional 2D viewing experience. I enjoy watching movies without thinking that I may actually be struck by a semi coming out […]

The Real Benefit of Lead Scoring

Lead Scoring

Picture it: An anonymous website visitor spends two minutes on a website. Later, an identified website visitor spends five minutes on that same website and downloads an infographic. Would you communicate with both contacts the same way? Hopefully, the identified visitor will receive a more personalized follow up because more is known about their profile […]

Lead scoring has evolved, have you?

The way marketers use lead scoring to find ideal fit prospects has evolved over the years. For most marketers, lead scoring is based on the prospect’s profile attributes and how they match the organization’s ideal profile definition. The profile score provides insights into what an ideal lead looks like, so marketers can create campaigns for that audience. Profile score […]

TweetChat: Embracing Customer Differences

No two customers are alike and neither is their path to purchase. Long gone are the days of the funnel where each and every prospects enters the buying process at the same stage and advances to the next in sequence until they make a purchase. The “path to purchase” is no longer a linear transition […]

TweetChat: Lead scoring best practices

This week’s TweetChat will examine lead scoring best practices. According to Jay Famico, a research director at SiriusDecisions, “Lead scoring is a methodology used to rank prospects against a scale that represents the perceived value each lead represents to the organization. The resulting score is used to determine which leads a receiving function (e.g. sales, partners, teleprospecting) […]

Measurable Facebook Engagement

Currently, there are over 1.5 billion active users worldwide engaging with friends, coworkers, family members, organizations and brands via Facebook. They’re spending about 20 minutes browsing through their news feed, responding to messages and comments, liking pictures, videos and statuses, and sharing their own content each time they log in. It’s no surprise that marketers […]

5 Ways to Set Up Dynamic Content Using Marketing Automation

Audience relevance is the most important element of content success, followed by engaging and compelling storytelling that triggers a specific response. In a recent survey, over 30% of B2B marketers claim that their biggest concern with content marketing is that it’s not reaching the most appropriate audience. Dynamic content coupled with marketing automation allows you […]