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Articles tagged with: lead scoring

Qualifying Leads: why lead scoring is inadequate
Monday, 20 Jan, 2014
Qualifying Leads: why lead scoring is inadequate

Here are some numbers I’ve recently read: through marketing automation we are closing between 2-8% of leads (as per Jeff Lenskold), 70% of leads buy something (as per Steve Gershik) but not necessarily during the time we are scoring and nurturing them, and 90% of leads ‘fall out the bottom‘.
Here is what these fascinating numbers tell me: 1. we are […]

Deliver the Right Content at the Right Stage of the Buy-Path
Monday, 20 Jan, 2014
Deliver the Right Content at the Right Stage of the Buy-Path

Recently, I asked 15 marketing automation leaders to define Lead Scoring for me. Every one gave me a different answer!

Lead Scoring Misses the Point
Sunday, 19 Jan, 2014
Lead Scoring Misses the Point

Let’s say you are in the sweet spot of lead scoring for potential vendors. Let’s use the conventional sorting categories: you work in a mid-sized corporation of over $50,000 revenue, and you are one of the senior players in the decision to purchase a new widget.
During the course of your considerations, you find an interesting webinar […]

Contact sheets: are they gathering the right data?
Friday, 6 May, 2011
Contact sheets: are they gathering the right data?

Are your contact sheets giving you the sort of data that helps you discover – and close – the right leads? Are you depending on the data from your contact sheet/lead scoring to find your prospects?
I recently asked 15 colleagues to define what a good contact sheet should reveal. I got 15 different answers. So […]

Great Leads, No Business: the problem with marketing automation
Thursday, 21 Jan, 2010
Great Leads, No Business: the problem with marketing automation

Marketing automation people are techies who just love the idea of extracting data withwizzy technology. But they are not sales people. As a result, there are some ‘features and functions‘  missing. Like, how to close sales.
The glaring issue is the concentration on the top of the funnel vs. the bottom of the funnel. The sales industry has […]