Not Just Scoring – Flexibility in Lead Qualification

Posted by: Lisa Cramer | Posted on: July 21st, 2011 | 0 Comments

We work with our customers to develop a scoring schema to effectively determine which leads are engaging and which are ready to move to sales. We work to put together the base rules to make sure that those “sales ready” leads move at the appropriate time to the sales team so that they have a [...]

3 Ways Marketing Impacts the Bottom Line

Posted by: Lisa Cramer | Posted on: March 22nd, 2011 | 0 Comments

We are often asked by marketers how they can get the budget they need to drive leads they need to meet company objectives.  CEOs often ask us how to get more from their marketing group.  There’s an adjustment needed in marketing that is starting to take hold and it comes from the change in the [...]

Right Person, Right Time – Increasing First Call Success Rates

Posted by: Lisa Cramer | Posted on: February 22nd, 2011 | 1 Comments

Imagine a perfect world where every outbound phone call ended in a closed sale for your company. Although an unlikely scenario, marketing automation software can increase those odds. According to a recent study by Aberdeen Research, companies that use marketing automation had 107% better lead conversion rates. The sales process can be extremely time consuming [...]

Stepping Stones to Successful Lead Management

Posted by: Lisa Cramer | Posted on: September 24th, 2010 | 0 Comments

Many marketers know they need, and desperately want, lead management systems and processes, but are worried about their ability to implement them. Marketers are all resource-constrained, so the question is, “How can they start down the path of improved lead management without overhauling their entire operations in a lengthy three to six-month implementation?” The good news [...]

Lead Scoring: A Preparation Checklist

Posted by: Lisa Cramer | Posted on: September 1st, 2010 | 0 Comments

Just like we discussed a checklist for nurturing there is an equally important checklist needed for lead scoring. So many prospects seem to wonder – “how hard can it be to give scores to leads?” They quickly decide that every action should be scored and then are surprised when they can’t discern and/or prioritize their leads. [...]