Lead scoring is an effective method to help identity hot leads. You begin by identifying attributes that are characteristic of decision-makers at your best existing customers, and the actions they took on their buyer’s journey. You then determine a numerical value for each factor, weighting them according to productivity. Next,... View Article
In a recent webinar titled “The Blueprint for Turning Prospects into Customers” Carlos Hidalgo, CEO of Annuitas Group and Craig Rosenberg, author of the blog, Funnelholic discussed lead management and how it relates to demand generation. Carlos began by defining “lead management” as the answer to the question, “I generated... View Article
Lead qualification may not seem like a sexy topic, but it’s the key to lead conversion, sales and marketing alignment, and ultimately revenue. In numerous accounts I managed as a demand generation consultant, the solution to a lot of problems was to solve for lead qualification. Let’s lay out the... View Article
So you just decided to buy marketing automation software to crank up sales leads, track the ROI of your campaigns, and prove just what exactly marketing has been doing to drive the bottom line. Wise choice. Whether you’re an SMB, a regional division of a large enterprise or a multi-national... View Article
