B2B Lead Generation | How to Prioritize Leads | Part 1 of 3

As the President of the B2B lead generation consultancy, Find New Customers,

I’m continually searching for great FREE content to help our clients and fans to improve revenue results. Why?

More quality sales opportunities leads to more sales which leads to higher revenue and market share.

So when Software Advice contacted me about this white board presentation video on lead scoring, I jumped at the chance.

Marketing automation like Eloqua, Marketo and Silverpop have empowered companies to drive many more sales opportunities in an automated manner. However, with the deluge of potential opportunities comes the increased need to separate the wheat from the chaff. Companies need to set up lead scoring to automate the process of qualifying sales opportunities.

Mac McConnell, partner and founder of BlueBird Strategies, (I was the host of a Focus.com roundtable on B2B demand generation featuring Mac recently.) happened to be in Austin, Texas, recently, so my friends at Software Advice asked him to come in and do a brief whiteboard session on lead scoring – what it is, why it’s important, and how to put it to use. They broke down the content into a series of three videos.

In this first installment, Mac discusses how lead scoring allows marketers to extend the sales funnel, avoiding the traditional lead buckets, as well as something Mac calls the “Buddha Funnel.”

We thank Mac for his insights and the nice folks at Software Advice for sharing with our readers.

What do you think? We love your comments and re-Tweets. Part 2 runs next Wednesday.