Biznology

JANUARY 4, 2017

All sales leads are not equal. I know this is something that most sales and marketing leaders understand and it’s why they put lead qualification and validation into most of their sales, marketing, and lead generation programs. Of those 350,000, about half—178,000—were actual sales leads.

Validation 180

Validation Linkedin Sales Qualified Leads Social Marketing 180

Biznology

JULY 12, 2017

How sales, marketing professionals, and social media lead generation companies are focused on only 3% of the target market. They’re focused on how many people are being added to the pipeline even if they aren’t validated and qualified. However, those sales leads they were delivering sucked!

Sales Management 145

Sales Management Linkedin Top of Funnel Lead Scoring 145

Biznology

JULY 11, 2019

Many businesses struggle with lead generation, qualifying leads and converting them to sales. About 73% of a business’s potential leads aren’t sales-ready. This high number indicates that too many leads are pushed through the sales funnel before they’re ready to convert and make a purchase.

Top of Funnel 130

Top of Funnel Sales Qualified Leads Digital Marketing Funnels Advertising Funnels 130

Biznology

DECEMBER 31, 2014

Early examples of this exciting new trend in prospecting were Jigsaw, a business-card swapping tool that allowed sales people to trade contacts, and ZoomInfo, which scrapes corporate websites for information about business people and merges the information into a vast pool of data for analysis and lead generation campaigns.

Marketing Automation Services 80

Marketing Automation Services Lead Ranking Tools B to B 80

Biznology

MARCH 31, 2016

Or are you in a lead-generation business and want them to provide contact information? Each is equally valid and provides a key building block for creating a test and learn culture. If you’re using lead generation tactics, what’s a lead worth? (If Exactly what it sounds like.

Top of Funnel 80

Top of Funnel Practices Digital Marketing Funnels Lead Scoring 80

Biznology

JULY 31, 2015

For example, several years ago I was involved in a lead generation and qualification program for a client where it took 22 months for the lead to finally say the timing was right. In most cases, these leads never come back to marketing. Do re-market to old lead lists.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Biznology

NOVEMBER 6, 2014

In Don Schultz’s book Integrated Marketing he makes the valid point, and I quote, “all the touches accumulate to a behavior.” If I am ready to buy, I don’t need or want the lead generation white paper. In other words, do they know me now? A positive experience when visiting the trade show booth.

Brand Identity 80

Brand Identity Branding Trade Show PR 80