The Point

MAY 19, 2020

Immediate, quick-fire response to new leads (ex: 2-3 emails over 7 days) to complement BDR follow-up and increase sales engagement, potentially leveraging AI technology like Conversica to optimize lead qualification via automated, two-way conversations.

Lead Nurturing 299

Lead Nurturing Class Budget Programs Lead Scoring 299

The Point

FEBRUARY 14, 2018

This functionality not only generates additional insights for marketers as to just how much of their content prospects are actually reading, but also enables more sophisticated lead qualification methods, for example: granting higher lead scores when an individual prospect reads more than say, 80 percent of a white paper.

Paper 193

Paper Demand Generation Agencies Lead Scoring Lead Ranking 193

The Point

JANUARY 17, 2019

Some years ago, our firm conducted a lead management audit for a technology client who was struggling to convert raw, inbound inquiries into sales qualified leads. During the audit, it became quickly apparent that one of the major issues was at the very front end of the lead qualification process.

Sales Qualified Leads 168

Sales Qualified Leads Tips Lead Nurturing Multi-Channel 168

The Point

SEPTEMBER 4, 2012

First, if your sales force is unable to follow up with all the leads you’re generating for them, the solution is NOT (I would argue) to generate fewer leads. Secondly, shorter forms don’t necessarily generate lower-quality leads. Put in place a systematic process of lead qualification to filter, profile, and qualify leads.

Landing Pages 100

Landing Pages Conversion Rate Lead Qualification Peer-to-peer 100

The Point

MAY 31, 2011

First, think of giving people the option to request contact as a lead qualification device. Using marketing automation, you can override lead scoring and immediately assign those leads to sales, set a task for the assigned rep within your CRM system, and even send email alerts to the rep and to the rep’s manager.

Contacts 100

Contacts Lead Qualification Lead Scoring Lead Ranking 100

The Point

NOVEMBER 22, 2016

This isn’t the first time that we’ve come across a company that insists on letting SDRs “have a crack” at leads before, in effect, turning them over to marketing in the form of a nurture program. But, in my view, to do so implies that nurturing has no role to play in the lead qualification process.

Lead Nurturing 100

Lead Nurturing Top of Funnel Sales Qualified Leads Lead Scoring 100

The Point

DECEMBER 23, 2011

For most B2B marketers, information offers like white papers, case studies, and analyst reports strike an effective balance between response rate and lead qualification.

Enterprise Management 100

Enterprise Management Lead Qualification Case Studies Case Study 100