01Feb/11

Lead Scoring: The Epitome of Art and Science

February 1, 2011Defining Leads, Lead ScoringApproach, Lead Generation Process, Qualifying leads, SaaSElisa Ciarametaro

Lead scoring involves assigning weighted criteria to a lead; company size, city, contact title, emails opened, for example. Give each attribute a value. Check the score on a lead definition scale.

18Jan/11

Track Lead Source Data: Why Knowing Your Sources is SO Important

January 18, 2011CRM, Lead Sources, Methods, MetricsCRM, Inbound Response, practice, Sales leadsElisa Ciarametaro

Lead source data tells how a visitor or buyer heard about your company. Knowing a prospect has seen a specific webinar or whitepaper guides your efforts wisely.

04Jan/11

Not All Customer Information is Created Equal

January 4, 2011Company Profiles, Customer Relationship, Knowing your buyer, Outbound ProspectingCustomer Engagement, Customer Experience, Market Intelligence, Outbound SalesElisa Ciarametaro

Gather good customer intelligence before calling prospects. You can greatly improve your buyer experience by using relevant information about customers to help them.

30Dec/10

Lead Generation Topics to Watch in 2011

December 30, 2010Lead Generation, Outbound Prospecting2011, Lead Generation, outbound prospectingElisa Ciarametaro

Lead Generation Management topics to watch for 2011 – Why Appointments Cancel; Outbound Prospecting Tips; Building vs. Buying Your Prospect list

20Dec/10

Customer Service: Insights for Marketing and Sales

December 20, 2010Customer ExperienceAlignment, Customer Engagement, Customer ServiceElisa Ciarametaro

Customer service calls are often untapped wells of insight. If you have a responsive customer at your disposal, why not ask how your company can better serve them?

07Dec/10

Key to Lead Generation Success: Collaborate

December 7, 2010Lead GenerationApproach, TechniquesElisa Ciarametaro

Build relationships with your Lead Generation team — it is a valuable resource to your department and you are to them. Collaboration fosters improvement company wide.

23Nov/10

5 Lead Generation Training Tips That Need a $0 Budget

November 23, 2010Lead GenerationTechniques, Tips, TrainingElisa Ciarametaro

I am a firm believer in ongoing training for Lead Generation representatives. But it’s been a tough road for many to get training budgets approved when most companies are trying to survive,Read More…

09Nov/10

Get the Message Right: 10 Essentials to Make Messaging Matter

November 9, 2010Knowing your buyer, Lead Generation, MessagingEffective Lead Generaton, TipsElisa Ciarametaro

Ever get that call or email correspondence that hits you dead center on target? One that addresses exactly what you were hoping to hear at the just the right moment, on justRead More…

26Oct/10

When Was the Last Time You Were Told the Seller Is King?

October 26, 2010Customer Experience, Lead GenerationCustomer Focus, Customer Service, Effective Business CommunicationElisa Ciarametaro

Buyer focus is king, with more awareness of just how important the buyer is. Traces of seller-focus may show in poor customer service, but it’s tolerated less.

12Oct/10

Lead Generation with Partnerships: Are Your Partners Doing You Justice?

October 12, 2010Partners, Qualifying leadsPartnership, Qualifying leads, Sales leads, TrainingElisa Ciarametaro

Do you share your best lead generation practices with your partners? In-depth training may generate a better flow of more qualified leads from business partnerships.