More and more B2B marketers are turning to lead scoring as a way of optimizing lead management. Many of us will remember when we used to process raw Excel lists, handing over hundreds of names with job titles and companies to our sales department, only to find that leads weren’t being followed up on. It wasn’t possible to know which leads were the most interested in your company, and wasn’t easy to see which matched your target buyer. In a recent episode of the weekly #B2Bchat on Twitter, we dug into questions surrounding lead scoring. MORE >>

Tweet Last Tuesday, I had the opportunity to share the most exciting aspect of working at MECLABS – Research Partnerships that allow us to test and optimize lead generation processes. It’s thrilling for me to observe lead generation strategy transform into revenue for our Research Partners. You’ll learn how we: Improved the quality of sales-ready leads by attaining better information about prospects and where they are in the buying process. Determined how and when we speak to prospects to quickly advance them through the sales funnel. MORE >>

Marketing automation is becoming a vital tool in today’s B2B space, as more marketers need to gain a better understanding of their customers’ buying cycles and increase their ROI from every campaign. If you focus on the technology over the planning, you won’t have the backbone necessary to support your marketing automation efforts and convert more leads into sales. Get sales and marketing to agree on what a qualified lead looks like. How often does your sales department complain about the quality of the leads you send them? Identify the right leads for sales. MORE >>

If a prospect visited a typical B2B website , I would bet that company would have no way of knowing if they would ever become a customer, or even who they were. You Can’t Qualify Leads Unless Prospects Engage With You. So when a prospects comes to your website they need to be given the opportunity to engage. Prospects are coming to your website to understand how you can help them solve a problem of fulfil a desire and that requires some education or information. Forms Allow You To Qualify Leads As Prospects Engage. Are you using them ? MORE >>

Tweet In the 2012 B2B Marketing Benchmark Report , 1,745 marketing organizations revealed that trade shows took up the biggest chunk of their marketing budget – over 21%. Smart marketers apply some type of lead scoring to leads generated from website, SEO, and email initiatives. recommend ranking trade show leads using the point-system outlined below – the higher the ranking, the hotter the lead. If the trade show closely aligns with one of your solution offerings, then the quality of these kinds of leads will be better. Trade-show registration lists. MORE >>