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Lead Generation Insight
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Lead Generation Articles
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B2B Lead Generation Articles on qualified leads
- Improving pipeline quality: what constitutes an “A� 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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- Mac McIntosh Announces our New Division for Implementing Lead Generation: Acq...
Sales Lead Insights | Jun 20, 2010 | Permalink
Mac McIntosh Inc has provided consulting and speaking/training related to helping companies like yours generate more qualified leads and drive more sales using the latest B2B marketing strategies, tactics, media and technology since 1990. However, many of our clients have also been having us help implement their marketing-driven lead generation programs for them. So we decided to create a new division focused on those implementation services and named it AcquireB2B. If you'd like to learn more, please use my Contact Form, call me directly at 1-800-944-5553 or +1-401-294-7730, or check out the marketing consulting or speaking and training pages on my website.
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- Jumpstart Your Lead Nurturing Campaigns
Sales X Marketing | Nov 02, 2009 | Permalink
The tools are available, and the companies who are using them are reaping the benefits of more qualified leads in their pipeline. But many of the folks I talk with every day, are not sure how to get started or...
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- Scrub Your Leads For Job Security
Accelerating IT Sales | Jun 10, 2009 | Permalink
Email list hygiene - and the specific practice of scrubbing out bad email addresses - should be of the utmost concern for any of you out there who actively distribute marketing materials via email messages or enewsletters. When sending your marketing materials to huge lists that have not been scrubbed for junk, you run the risk of destroying your company's reputation and losing business along the way. And while it would be easy to sit here and cite statistics about email bounce rates, blacklisting and silent deletes done by ISPs, I think the issue of list hygiene can best be explained by putting yourself in your clients' shoes. If you are a third-party email marketer, your clients have placed their trust (and their money) in your business model - they provide you with content, you m...
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- Improving pipeline quality: what constitutes an “A� lead?
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Lead Generation Topics
 in your business model - they provide you with content, you market their content with a variety of email messaging tools, and you send them a list of names (or leads) who have responded to their content. This method of generating leads is used by all kinds of companies (both consumer and B2B-based), and helps all of the involved parties in achieving their business goals. The client is presented with a list of high-quality, (hopefully) sales-ready leads, and the lead generation company is well-compensated for their efforts.</p>
<p>While mutually beneficial however, this relationship relies on the lead generation company's maintenance of their email lists. When working with a reputable lead generation organization, you should feel confident that the leads they deliver not only meet your specific requirements (such as being from certain geographical locations, or from companies of particular sizes), but that they also come with correct contact information. It's easy to generate 1000 leads, what's more difficult is generating 1000 qualified leads!</p>
<p>At the <a href='http://www.webbuyersguide.com/'>Web Buyer's Guide</a>, we have developed a lead management system that allows us to scrub out junk leads on the back-end, and therefore remove junk from our lead databases. Before this system was in place, we would unintentionally sell those tricky-to-spot, but poisonous leads with titles like "None of Your Business," and names like, "Mickey Mouse." Since gaining the capability to scrub lists of new subscribers before they even become potential leads however, our rate of delivering junk leads has plummeted. </p>
<p>When we do occasionally deliver a random junk lead, I always feel bad, and worry about how our clients might respond. And while we never charge for junk leads, I also fear that some clients won't bother reporting their findings (and receiving a refund), and will instead simply choose to stop doing business with our company. After all, if a client purchases 100 leads and 5 are junk, they've potentially been gypped out of a couple hundred dollars worth of leads!</p>
<p>From years of experience in delivering leads, I've learned that it's easier to scrub lists when you're not under immediate pressure to deliver your product. By building some sort of system into your business practices that allows you to clean your lists before you're faced with the pressure of generating leads, you are more likely to remove junk that's both obvious (Mickey Mouse) and less obvious (Bart Simpson). Personally, I would much rather ditch the leads on the back-end than lose business by delivering junk. </p><img src='http://feeds2.feedburner.com/~r/AcceleratingItSales/~4/0ZQXyNOoZNs' height='1' width='1'/>)