Phil Lauterjung

Posts Tagged ‘lead scoring’

This is one of those topics that could easily have twice as many posts, but I think that eight is enough.  Hey, that might make a good name for a TV show – oooohhh now I’m dating myself.

One topic in this series that has only received passing mention is email marketing.  That should clearly be a component of any good lead generation program and I have written about in the past – Tips for Effective Email Marketing Campaigns, Email Marketing: Getting & Keeping Subscribers, and Increase Sales with Marketing in Transactional Emails.  Feel free to take a look at those articles.  Read more... (430 words, 4 images, estimated 1:43 mins reading time)

If you’ve been following along in this series (if not, why not?), you have hopefully started what you need to in order to get more leads.

Now you’ve got to decide which are the HOT leads?  Remember, we mentioned before that only 20-25% of your leads will be “sales-ready”.  How do you figure that out?

Start with lead scoring.  A process that should be done before you start getting leads, but if you haven’t yet done that don’t worry.  No time like right now to get it done.  You’ll want to take that exercise you went through earlier in developing a typical buyer profile and use that to develop a lead scoring process.  Read more... (608 words, 2 images, estimated 2:26 mins reading time)