Biznology

JULY 31, 2015

Lead qualification is one of the primary jobs for B2B marketers, and a great deal of time and money is spent on this step of the sales cycle. Now that I’ve stated the obvious, I see both good and bad lead qualification processes in the market. Which leads me to 5 Do’s and Don’ts of B2B lead qualification.

Lead Qualification 80

Lead Qualification Lead Ranking Sales Qualified Leads Lead Scoring 80

Biznology

AUGUST 19, 2015

Following my last blog on lead qualification, I received some great comments and several questions as to whether lead qualification differs for trade show leads. Yes, it does, and here is a revision of my last blog specifically addressing trade show lead generation and qualification.

Trade Show 80

Trade Show Lead Qualification Lead Ranking Sales Qualified Leads 80

ViewPoint

FEBRUARY 7, 2012

Scores of X+ went to sales, and scores of <X came to PointClear for lead qualification and lead nurturing. As a result of this finding, the client changed its lead qualification scoring method and description of what a good prospect looked like. 10% of qualified leads converted to sales opportunities.

Lead Ranking 120

Lead Ranking Lead Generation Sales Qualified Leads Lead Scoring 120

ViewPoint

DECEMBER 16, 2010

Consider SiriusDecisions’ lead categories of MQLs, SALs and SQLs. Part 2: Segment & Test Your Market. Append data points like SIC code, revenue and employee size to contact records. Segment your market database into testable sample cells. Test the cells to determine high-value and most-likely-to-buy segments.

Sales Qualified Leads 120

Sales Qualified Leads Lead Generation Practices SIC 120