B2B Lead Generation Articles on lead qualification

• Improving pipeline quality: what constitutes an “Aâ€� lead?
  Inside Sales Tips Blog | Sep 09, 2010 | Permalink
  One of my inside sales training course ' target='_self'>inside sales training course clients had a real dilemma a couple of weeks ago. Since her Lead Qualification reps were being compensated on appointments being sent to the field, she was finding that there were a significant number of unqualified appointments being made, and the Field salespeople were beginning to complain.  One of the problems was that there wasn’t a lead grading system in place, so a lead was characterized as either being an appointment or a non-appointment. This is not an isolated incident, and I see this quite frequently. Naturally, if no lead grading system is in place, Business Development reps will create as many appointments as they can, because that’s how they’re measured and compensated.  To fix this, a lea...
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• Lead scoring thoughts to share
  B2B Lead Generation Blog / Brian Carroll | Sep 09, 2010 | Permalink
  Recently, I've been having more conversations with marketers about lead scoring and how they can use it as a part of the overall lead qualification and nurturing process. The question "what is lead scoring?" also came up during the "Broad...
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• “We have a different sales structure here, the sales people just sell!â€�
  Build A Sales Machine | Mar 02, 2010 | Permalink
  Over the past few months, I've spent quite a bit of time in Los Angeles at Leads360 (CEO's blog) helping them get their frontline sales teams set up (inbound lead qualification and outbound prospecting) and redoing their sales process (part of which is openly published on their site). Onna Young is one of their newer salespeople, and had a funny, and telling, way of observing one of the benefits of separating out the frontline steps of the sales process from the actual selling. Here's a dramatic re-enactment of a typical conversation she has with other sales friends! “We have a different sales structure, here. It’s wild and subversive. [Aaron - you can sense a little sarcasm here :) ] Call us wacky, but the sales people just sell. "Yeah, it is different - they don’t spend time...
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• The Problems with "Lumping"; Separate the Four Core Sales Functions
  Build A Sales Machine | Mar 01, 2010 | Permalink
  This post builds off a prior one, “We have a different sales structure here, the sales people just sell!� Building a highly productive, modern sales organization requires increasing specialization - and frankly, it's a big reason salesforce.com has such an amazing sales organization. Though they take it to the extremes - you wouldn't believe the number of different kinds of sales groups, inside and out, that salesforce.com has :) One of the biggest sources of lost productivity is the practice of lumping a mix of different responsibilities (such as raw web lead qualification, cold prospecting, closing, account management...) into one general "sales" role. Issues contributed to by lumping Lack of focus: Salespeople juggle too many responsibilities, reducing their ability to get things...
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• B2B Lead Qualifcation- Your Lead Generation Campaign Effectiveness Monitoring...
  ReadyContacts | Jun 10, 2009 | Permalink
  We’ve discussed the advantages of setting up a dedicated lead qualification process to help connect with and qualify inbound leads and leads generated from various marketing programs like events, conferences, whitepaper downloads etc. and a recent sequence of events here at the ReadyContacts brought to light another advantage of having a strong lead qualification process [...]
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