Tag Archives: Approach

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.

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.

31Aug/10

Lead Generation Remix: Think of the Customer as Prospect

August 31, 2010Customer Relationship, Defining Leads, Lead GenerationApproach, Customer Focus, Lead qualification questions, Sales leadsElisa Ciarametaro

Do you tell your customers about new products and services that may help them? Look at this often untapped source of leads and sales revenue.

24Feb/10

Outbound vs. Inbound: Why Reach Out if B2B Buyers Are Coming To You?

February 24, 2010B2B Leads, Focused OutreachApproach, Focused Outreach, Inbound Response, Outbound Sales, Sales PipelineElisa Ciarametaro

Many companies get inbound inquires from buyers interested in their products or services. So why reach out if possible buyers are already coming to you? Good question. The best way to answerRead More…