Click the image to download How to Find New Customers, our remarkably popular white paper. (Sponsored by Marketo)
How to Find New Customers
Fewer well qualified sales leads delivers more revenue than many more less qualified leads. That’s right. A small pipeline gives more revenue than a big one.
That’s the inescapable conclusion from a recent study by SiriusDecisions. But what does that mean for you?
It means that the better you qualify leads, the better chance you have to exceed your financial targets.
But how do you separate good leads from bad ones? That’s where lead scoring comes in and our good friends at Marketo have just released The Definitive Guide to Lead Nurturing. (Just click the image below to download your copy.)
Marketo’s workbooks are famed for their simplicity and elegance and this an another great one.
Marketers face numerous questions when working with lead scoring. This workbook shares answers to many of those questions, including how to:
- Develop a lead scoring model including implicit and explicit lead scoring
- Save time by avoiding common pitfalls with lead scoring
- Adjust scores for leads that go cold or are recycled by sales
- Display scores in a way that is useful to sales
- Calculate the return on your lead scoring investment
- Optimize scoring models that are already in place
- Decide which leads should be nurtured by marketing and which should go to sales
- Score what’s happening in social media
To get those answers, here’s what’s included in this workbook.
- Shares over 200 behavior scores to consider, and over 50 demographic scores to consider
- Shares 8 case studies from companies that are creating success with lead scoring
- Based on best practices from thought leaders like SiriusDecisions and Forrester
- More than 50 pages of content
- Worksheet pages to get marketers started
- Focused on sales and marketing alignment and how lead scoring drives revenue growth
“This guide is critical to demystifying the art of scoring activities that prospects do along the trail to becoming a lead - packed with worksheets and behaviors to consider this is a must for any marketer looking to set up a really efficient lead management system”
- Paul Dunay, Global Managing Director of Services and Social Marketing for Avaya
What do you think? We love comments and people who share. And keep in mind that Marketo also sponsored our highly acclaimed white paper, How to Find New Customers, which is a “must-read” during the holiday season.
What do you think? We love comments and people who share.
Jeff Ogden is President of Find New Customers “Lead Generation Made Simple” Check out the online show every Friday at 11am ET, “Laugh and Learn with the Fearless Competitor.” Find New Customers is one of few lead generation companies in New York.
Find New Customers helps companies like yours (with 50 to 5,000 employees and complex products) implement lead generation programs to improve the way you find and acquire high quality sales leads using best practices in online lead generation. Quality leads matter. In fact, a recent study found that sales teams with fewer, high quality sales leads closed more than sales teams with more leads of dubious quality.
If you wish to do sales lead generation online, contact the B2B lead generation experts at Find New Customers using the form below.
