Lead Scoring Takes Your Marketing To The Next Level
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.
Marketing Blog founder and top-selling author Michael Fleischner has been featured on The TODAY Show, ABC World News, and Bloomerg Radio. 
8 comments :
Totally agree about the value of leads scoring. I used this technique extensively at my last job, and I found it useful in two ways. One, as you mentioned, it allows you to better assess the success of a marketing campaign by virtue of its aggregate leads "score". Two, it also allows you to place a monetary value to you of each individual score, so that you can decide how much "marginal investment" is worthwhile for any marketing channel.
marketing-expert.blogspot.com
This is an interesting post. I am only starting out in this game and this is yet another thing to research. It seems that lead scoring would really be only beneficial for companies/campaigns with high volume of interactions though.
totally agree, 2 aspect to gain more return of investment either lower the PPC cost or increase the leads conversion rate!
Why not also mention Google Analytics?
Their goal tracking feature can give you lead value and lead scoring. You select a dollar amount each goal is worth. The program then tracks conversion rates from search and website referral sources. It then can automatically track the value each unique visit to your website from each source is worth based on conversion rates and goal values.
Plus... It's Free!
Learning is an never ending process, especially when it comes to lead generation. "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.." Exactly! it's never to late (or to soon to start getting experience and learn. You'll only get better :)
Meerkating says what I think. Lead scoring and demand scoring pays for companies. It wouldn't be worth spending money on it when you can't deduct it of tax. But, it would be very interesting to research, definitely. So, going all the way to get leads is worth the effort with the right tool. Companies should invest in it, is what I think. I like the professional approach of the blog marketing-expert.blogspot.com
I only have a content website I struggle with to get demand and traffic, as its main keyword is out of fashion due to the real estate crash.
I don't even sell real estate or rent out any.
You see, I am trying to get leads, demand or call it traffic to make making pennies compared to real $.
I wrote a page on "learn marking with a Guru" to attract advertising. I am having some success with it, although, the page is a little joke.
Have a look if you want a little giggle at
http://www.tenerife-holiday-home-insider.com/learn-marketing.html
Gabriele
I am not a native English speaker, by the way.
Why do you recommend Manticore for Demand Gen and Lead Scoring? What do you feel makes them a better solution than some of the other options? I'm in the late stages of selecting a Marketing Automation vendor.
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