ViewPoint

MAY 13, 2016

A couple of years ago I wrote a blog for Salesforce.com about lead definition. The options—which encompass very different lead definitions—were to focus on: 200,000 contacts (name and title) in the right vertical—but with no email addresses. All because the CEO did not insist on a common definition of a lead. Define what a lead is.

Allocation 174

Allocation PointClear SIC Ideal Customer Profiles 174

The Point

JUNE 18, 2013

Recently I had the opportunity to sit down with Daniel Chalef, CEO of KnowledgeTree , developers of an intriguing new solution, built for both Salesforce.com and mobile (iOS), that enables sales teams to instantly find, surface, and present the ideal content in any selling situation. The same principles apply to Content Selling.

Salesforce.com 100

Salesforce.com Work Management Marketing Management Content 100

Adobe Experience Cloud Blog

JULY 26, 2010

Fortunately, there are plenty of experienced lead generation companies out there, covering many industries and verticals. Experienced lead generation companies use a variety of methods to generate leads, including paid search, SEO, email, white papers, affiliates, and more. How do you verify a lead?

Sales Qualified Leads 48

Sales Qualified Leads Leads Lead Marketing Qualified Leads 48

markempa

MAY 22, 2017

Written criteria for lead routing (territories, vertical focus, product interest, etc.). Routed leads via automated rules in Salesforce.com. When someone downloads a single piece of content (like a white paper), are they ready for a sales rep to call? Distribute leads based on product or industry vertical know-how.

Lead Ranking 291

Lead Ranking Lead Scoring Marketing Qualified Leads Sales Qualified Leads 291

The Point

JANUARY 30, 2018

When you’re an established company, say: Salesforce.com or Microsoft, how people feel about your company on an emotional level – based on the sum total of their interactions with that company — can have a significant impact on how and why they invest in your product. Branding Doesn’t Matter. Good Content is Your Secret Weapon.

Demand Generation Agencies 168

Demand Generation Agencies Demand Generation Demand Generation 168

Markempa

MAY 13, 2019

Written criteria for lead routing (territories, vertical focus, product interest, etc.) Routed leads via automated rules in Salesforce.com. When someone downloads a single piece of content (like a white paper), are they ready for a sales rep to call? Source: [link] There’s room for improvement. Not likely.

Marketing Qualified Leads 84

Marketing Qualified Leads Lead Ranking Sales Qualified Leads High Quality Lead 84

The Point

JUNE 13, 2014

If you’re placing content with a highly targeted, niche site (one that focuses on a particular vertical or technology, for example) you can get away with fewer filters compared to an ad network with broader reach. If you offer a white paper on “Salesforce.com Success Tips” you’ll attract users of Salesforce.com.

Cost per Lead 100

Cost per Lead Salesforce.com Budget Programs Content 100