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Monday, May 04, 2009

In today's difficult economic times, generating more leads for your business is essential for survival. I've consulted with a large number of businesses who struggle to do more with less and nothing could be more essential when it comes to website traffic and leads.

The good news is that online marketing has become incredibly sophisticated, allowing small to large businesses to identify true opportunities that can generate sustainable revenue. Tools such as demand generation and lead scoring help companies focus on prospects with the greatest chance of conversion.

Using lead scoring tools and identifying segments for growth enables marketers to execute, automate, track, and analyze online lead generation campaigns. This boosts revenues through increased sales efficiency and shortened sales cycles. Vitally important given the current climate we're facing and something that is rarely implemented by even the top marketing professionals.

In my opinion, if you're not engaged in lead management, scoring, or prioritization, you still have a significant opportunity to grow your business - even now. Start researching the different ways you can improve the effectiveness of your marketing and learn more effective ways to find those prospects with the highest probability of conversion.

One of the quickest means of success is by focusing on both lead generation and lead scoring. In combination, finding the "right" leads, evaluating them in real time, and putting follow up processes into play can be your formula for success. The fact is that the more you learn about your lead flow and the type of prospects that convert, the more effective your marketing spend can be.

After learning more about these marketing concepts, start reaching out and finding vendors who can both educate you about making improvements in your marketing systems as well as provide affordable tools that can take your business to the next level.

I personally recommend Manticore Technology for demand generation and lead scoring tools. Alternatively, you can work with your existing vendors to learn more about these marketing disciplines.


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