Best practices for lead generation, marketing automation and revenue generation topics.

Lead Liaison

Why BANT is Important for Lead Nurturing

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Do you know why BANT is important for lead nurturing? In order to have success at lead nurturing, companies sometimes include a BANT score within their lead scoring system. Those companies that do not include a BANT score are missing a critical component to having a successful lead nurturing system. Throughout the history of sales, leads have been lost for various reasons: they get ignored, discarded or lost. Or they miss the mark because the audience doesn’t fulfill four key components of a quality lead:

Why BANT is Important for Lead Nurturing

  • Budget – It’s important that a lead has the capacity to pay for your offering. This doesn’t necessarily mean they should be able to pay immediately; however, there has to be a reasonable expectation that the cost of your offering can be included a lead’s budget within an adequate timeframe.
  • Authority – Who is the intended audience for marketing messages and sales contacts? If it doesn’t include decision-makers or subordinates, then money is likely being wasted. Touchpoints should be directed at the most effective buying authority possible. Although primary decision-makers are often the best targets, subordinates who can obtain authority directly from decision-makers can be effective lead nurturing targets as well. At times, buying influencers can be an appropriate audience, but you can expect a longer sales cycle for the prospective buyer.
  • Need – Leads must acknowledge that there is a need for what you offer before they will buy. There are two types of need: current and anticipated. While lead nurturing, it’s important to determine the timing of a prospect’s need for your offering; therefore, “uncovering” the need for your solution is critical. Keep in mind, a need is not always recognized by your prospects, so your lead nurturing system should include ways to prompt need recognition.  For example, within industries such as emerging technologies leads often have to be convinced there is a need to improve current operations and be educated about a solution before a decision-maker will consider a purchase.
  • Timing – If a lead is not ready to buy, sales attempts will probably not be successful; therefore, it’s important to connect your sales department with a lead at the most appropriate time (usually after Budget, Authority, and Need have been addressed). Contacts throughout the lead nurturing process should be scheduled in order to advance the lead through each stage of the sales cycle. For example a direct response offer is often not appropriate for a lead entering your nurturing pipeline.

So the impact of addressing BANT during the lead nurturing process cannot be overestimated. Using lead scoring is one way to qualify leads against your criteria such as BANT. If you would like to learn about more ideas to bolster your lead nurturing or lead qualification process, contact Lead Liaison for a free consultation.

Lead Liaison

Lead Generators

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Lead GeneratorsAre you looking for ways to generate leads? I bet you were probably hunting for a telemarketing agency. In fact, when you search for lead generators in Google you’ll mainly get links for telemarketers in the results. If you landed here, that’s great news! It’s time you took a fresh look at how you’re managing your leads and consider using technology to bolster your strategy.

Dialing for dollars sometimes works; however, often times it’s inefficient and yields a low ROI relative to using software stacks that can bridge gaps in your sales and marketing and lead management processes.  If you’re like most organizations they have mixed feelings about hiring third parties to generate leads. These are usually on/off programs for most companies. Technology though, is here to stay.  You might hate it, but you can’t ignore it. If businesses ignore it then they’ll fall behind their competitors.

Lead Liaison uses innovative software technology that ignites your lead management process. We get you more leads into the top of the funnel, accelerate leads through the funnel and make sure leads don’t leak out of the funnel by helping you recycle them.

Most lead generators these days are technology-driven. For example, take a look at Lead Liaison’s revenue generation software™. Instead of using telemarketers, our lead generators come from our Software as a Service (SaaS). We provide proven technology to help businesses with six cornerstones of any lead management lifecycle: sales prospecting, lead tracking, lead capture, lead conversion, lead distribution and lead nurturing.

Sales prospecting helps sales people find companies and people – getting more prospects into the funnel. Lead tracking helps companies track who’s visiting their site and what their interest is. Anonymous visitors (new source of leads) and known visitors (name and/or email identified) are tracked along with their online behavior to build rich prospect profiles for sales. Lead capture and lead conversion tools help build landing pages, web forms, engaging email campaigns and more to get prospects to fill out forms and interact with your company’s brand. Lead distribution intelligently distributes leads based on sales team/individual performance or any number of lead criteria (company size, location, etc.). Finally, lead nurturing automates the ability to stay in touch with prospects over time by sending relevant and timely email communications from sales.

Without the help of technology and a lack of emphasis on lead generator software, companies set themselves up for failure. In most cases, configuring technology like Lead Liaison’s to complement existing lead management practices takes less than an hour. My guess is you’d probably spend more than that on the phone with a telemarketer telling them what you need.

In just a few small steps your lead generator machine will be in full force. Make sure to select the right lead generators for your business – choose technology first over telemarketers.

Lead Liaison

B2B Marketing Automation: Run In the Right Direction and Win

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B2B Marketing Automation: Run In the Right Direction and WinThe implementation of B2B marketing automation is often seen as daunting in the face of perceived complexity and unpreparedness. Implementing market automation is simple and cost-effective. It assures more qualified leads and revenue growth without making you put in an overwhelming amount of effort. The following are a few must-follow tips to follow to get your marketing automation plan going in the right direction.

Build your Marketing Automation Campaign on a Strong Foundation

Think of what type of skill sets you have and what type of volume you expect your marketing automation tools to handle. Tally your resources and thoroughly audit the expected performance criteria against the system you employ. Consider targeted customers, their motivations and expectations and make sure your marketing automation system can support them. Add contacts based on these selections then refresh and recreate your campaign content regularly. Plan the minimum details you need from customers upfront.

Improved Targeting and Sophisticated Deliverability

Your marketing automation system must be sophisticated enough to create a sense of trust in the mind of targeted customers. Test your email, the most important marketing automation contact tool, to ensure that its display, presentation, and readability suit customers and their mobile or laptop devices. Ensure that your email does not land up in the spam filter of recipients, blunting its appeal and value. Also, confirm email addresses and make sure you have prospects, customers and partners permission to nurture them.

Integrated and Multi-Touch Campaigns

Align marketing automation with your CRM and multi-touch campaigns. Two-way integration of CRM and automation empowers business processes and campaigns and helps achieve better sales potential compared to stand-alone solutions. It helps keep superior relationship with vendors and customers while expanding the sales funnel without committing extra resources. Multi-touch strategy with provision of five to 10 touches over a period of time is a must to cultivate prospects from interest to sure sales conversion. Enable more touches customized as per client preference in every buying-cycle step.

Consider Timing

Make sure you send appropriate automated messages to the right person at the right time. Source the client or partner data and analyze the same to establish their preferred timing. Messages received during out of office hours or nights may be considered intrusive, leading to negative reaction. However, messages sent on birthdays, special holidays, and leisure times are received with a positive feeling and are more likely to elicit response.

Improve Lead Management

An improved lead management process is a vital part of a successful marketing automation. Use both implicit and explicit data to generate and nurture leads. Implicit information includes clicks, page visits, and email subscriptions while explicit information includes data specific to industry, geography, classification based on requirements, jobs, behavior, etc. Create different lead-stage campaigns to prevent any leak in the sales funnel. Both short-term and long-term communication measures focusing on competitive pricing, education, demos will help attract prospects.

Once your marketing automation is up and running, try to fine tune it regularly to continually achieve higher ROI. Analyze results based on market intelligence and feed the automation system accordingly.

Lead Liaison

Most Undervalued Inbound Marketing Strategies Around

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Most Undervalued Inbound Marketing Strategies AroundConsistently high ranking websites will often profess hard-core search engine optimization, gleaming content creation and white hat link building techniques will not only assist in perfecting search positioning, it will make your overall internet marketing strategies increase significantly.  There are even more sustainable inbound marketing strategies and tactics, however, that are often overlooked, unused and simply scoffed at when marketing professionals begin their mass campaigning – tactics that can increase other vital areas while obtaining worthwhile targeted leads.   Some of the most undervalued, overlooked and most use-able internet marketing tactics we’ve found to still work wonders are highlighted below.

Facebook Advertisements

Sure, you may not have interests in Zoosk, care about free cellphones or have the desire to play Pawn Stars using numerous Facebook applications.  The Facebook ad system is, by and large, one of the best platforms to get your word out to the masses on a targeted level.  Instead of slapping up your advertisement to the entire Facebook world (terrible for click-thru rates, by the way), you can target your advertisement to those who have verified they like your particular niche.  You can target specific areas, age ranges and even cities.  Having this platform for internet marketing purposes is a gift; hopefully when Facebook’s stock takes off the platform will be left alone since it makes the company literally millions a month.  This platform is perfect for B2B lead generation, too, and for obvious reasons.

Since geo-targeting advertisements means plenty of repetitious ads will be shown, rotating advertisements to refresh your ‘pitch’ or angle will prevent user disinterest while harvesting the traffic you seek.  Selecting mobile B2B users as well as regular computer users will get people on the go.

Emailing Isn’t Dead

Many fear their domain-based emails will soon be moot to the overall marketing scene considering millions of social media users have @Facebook or other social media email addresses to save time while fighting spam.  Fear not, my friends: there will always be millions of old-school internet practices while include emailing friends since attachments haven’t been perfected in other social platforms.  Also, when speaking of email addresses, consider these thoughts:

  1. New TLD’s will soon be added, making .com, .net and .org the most prized possession around.
  2. Hosting companies will always offer, and improve, emailing standards and techniques to accompany domain purchases.
  3. Emails are as valuable as phone numbers; once you have aged contacts who never change their email addresses, you have addresses with value.  Not that you would sell them, right?
  4. Email lists are easier to cross-implement into social media campaigns as you’ll already have contacts to invite, friend or network with.
  5. Email marketing efforts are being recreated, perfected and still show positive numbers even to this day. Although a future filled with virtual everything is imminent, emailing will still jump on board  even if the platform changes to audio emails.  Spend your email marketing dollars wisely, build long-term lists and keep everyone on your list engaged in activities your website promulgates while your list continues to grow.

Video InStream Marketing

After loading your chosen video, you may see an annoying advertisement for something irrelevant to the new Nickelback video.  That annoying advertisement, however, is video marketing gold for those who use InStream services.  Considering over 60 hours of video are uploaded every minute to YouTube, and millions of more videos are added to other sites, in-video marketing definitely takes the cake as back-burner goldmines for savvy internet marketing professionals.   Advertising using keywords via YouTube is effective, although the CPC rates are higher; using InStream video marketing ads, you could experience roughly 66% lower CPC rates while still reaching the masses.

Since you’ll only pay for legitimate views to your video, and often times the ads can be set to popup several times throughout the snippet, you’ll potentially have higher website visitor-ship resulting from these in-video ads. And, much like any other paid advertising platform, your ads will only appear to targeted areas, people and ages you specify.

LinkedIn Ads And Mailings

Serious internet marketing professionals appreciate the value of LinkedIn’s professional network since they can display feature-rich advertisements to those who would most likely view them.  Since professional networks such as this are slightly higher for advertising costs, you will definitely have much better luck marketing your services throughout the million-plus different networks.

Internet marketing pros that have LinkedIn accounts can network with individuals who, in turn, give you permission to trade insights, email your offerings and also gather close contacts with their permission.  You can extract their contact information and send them periodic newsletters that fall within their interest category or simply keep in touch and grow a close business relationship with them.

Conclusion

Stepping outside the norm to give other platforms such as emailing, InStream marketing, Facebook Ads and LinkedIn the chance to work for you will prove equally beneficial to that of your SEO, content marketing, video campaigns and even landing page pushes.  Never count out what isn’t popular because that particular internet marketing strategy is making someone money, and that someone could be you.

Lead Liaison

B2B Lead Closure Through Linear Drip Campaigns

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B2B Lead Closure Through Linear Drip CampaignsBusinesses who’ve mastered the artistic approach of growing their B2B sales bases know that conventional outbound marketing campaigns are perhaps growing cold, stagnant and simply worn down.  Many leads which are collected from conventional drip campaigns aren’t actively buying since the individual lead either was collected amiss, or wasn’t thoroughly nurtured as it should’ve been. The new innovation which could increase B2B lead closings comes in the form of linear drip campaigns, the inventive approach of taking your regular drip campaigns and spreading automated emails, sequentially created prior to commencement, so that leads are being continually engaged.

The Linear Principle

Since many B2B lead lists will automatically be segmented in varied categories, marketing professionals can simultaneously run regular drip campaigns and linear drips which regularly email inspirational stories related to products being offered.  Along with regularly sent articles or stories, coupons and other cost-benefit analyses can be sent to potential business leads to cultivate more sales closures rather than experiencing lead stagnancy.   Letting potential business customers eek through the door cracks into someone else’s database is rather heartbreaking and takes away that potential lead closing.

Benefits Of Linear Drip Campaigns

Aside from the obvious sales connotations, many long-term benefits reside within successful drip campaigns, perhaps many of them going unnoticed.  When considering marketing agendas for your new or existing businesses, examine some exponentially lionized benefits of using linear drips:

  1. You’ll have the opportunity to make your prospects sales-prepped
  2. Potential outflows in sales funnels are minimal
  3. Increased chances your leads will order products via internet
  4. Motivational for end user when your initial goals are receiving product evaluations
  5. Reduction in time spend educating potential leads on your product or service
  6. Gain targeted business customers through word of mouth or forwarded emails

Since authentic linear drip campaigns trump your conventional ‘one and done’ email blasts, the potential for developing B2B ties and sales grows when your concentration is on slower campaigning since shots in the dark tend to reap little benefits or plausible leads.

Specific Cases Of Effective Drip Campaigns

B2B leads are much more sensitive to erratic marketing tactics since the potential spend is much higher than most customers.  When you’ve already established marketing practices and have obtained business customers, drip campaigns become ‘customer nurturing’ since now retention becomes your primary objective with current business buyers.  Here are several instances when drip marketing campaigns are appropriate for current business clients provided the message is concise:

  1. Renewal of Services – When you’ve encountered clients who are due for renewal, explaining the benefits of remaining your loyal customer and introducing new innovations which better their current service should come in drips; perhaps roll out your new changes prior to sending the renewal emails for more effective closing ratios.
  2. Upcoming training – When your company will offer seminars relevant to products they’ve purchased, sending several drip campaigns including different parts of your seminar and reminder to be present will help the busy business owner to remember to sign up.

Conclusion

Quality linear drip campaigns bring B2B lead generation to greater heights while bettering the marketing efficacy of emails sent.  While not every basic marketing plan will include dripping content or offers into emails within owned databases, campaigns of this magnitude should always be considered as an alternative to aging or completely eradicating leads which you’ve held onto for several years without effectively closing sales to.

Lead Liaison

The Wrong Way to Nurture Leads

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Wrong Way to Nurture LeadsLead nurturing is only effective if it is done with a leads best interests in mind. A company cannot persuade a potential lead if they do not understand the prospect’s interests and their specific needs. They also cannot secure leads if they fall through the crack or leak out of the sales funnel.  A lost lead means a lost sale and no business can afford to give away revenue. Companies cannot take the chance of turning off a lead due to poor lead nurturing. That is why it is necessary to examine the wrong way to nurture a lead.

The most obvious wrong way to nurture a lead is to ignore them all together.

If a potential customer crosses your company’s path and there is no automated response generated to entice them, then it is a missed opportunity. A company cannot effectively nurture a lead if they do  nothing to promote their expertise. A stagnant website, no matter how intriguing or creative, is not an effective sales tool by itself without interactive processes like automated responses driving it. Leads need to have a compelling reason to pay attention to what is being offered.

Another common mistake made is not sending relevant content.

If information a company sends out is not interesting or appealing to the reader, then it will be completely ineffective. Content has to educate and inform a lead in a way that will increase credibility. Too often companies end up offending a lead because the information they send is viewed as useless or an insult to their intelligence.

Over-nurturing is also an ineffective approach to nurturing.

Content also needs to be sent in a timely manner without overwhelming a prospect.  If content is sent too often then it can quickly become a nuisance. Sellers could end up smothering buyers instead of inspiring them to make a purchase. As a rule of thumb, content should never be sent more than twice per week unless someone has specifically requested additional information.

Quality leads are a company’s greatest asset if they have the means to use them to generate future revenue. If a lead is ignored, insulted or overwhelmed by a company’s nurturing efforts then it will weaken relationships. By understanding the wrong way to nurture leads, a business can create a strategic plan to avoid mistakes that could possibly turn away a lead for good.

Lead Liaison

Why Lead Nurturing is Essential to Sales

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Why Lead Nurturing is Essential to SalesNot all leads are created equal. Some are one-off sales who buy as a result of direct response marketing. Others research available options and select their choice. And there are some that require a little hand-holding in order to get them to buy. Lead nurturing provides a way to cultivate those buyers into sales-ready prospects. It’s important to understand why lead nurturing is essential to sales.

According to marketing studies, only 3% to 5% of all inquiries are sales-ready. That means 95% to 97% are not sales-ready. Moreover, 50% of qualified leads aren’t ready to purchase at the time they are first engaged through marketing content. The duration of a buyer’s decision-making process can take days, weeks, months and sometimes years and many products engender multiple marketing engagements and sales attempts before a commitment to purchase is made. This means your marketing efforts must engage leads multiple times to move a prospective buyer through the buying cycle. Experts estimate B2B buyers need approximately 7 to 9 touches before they’re ready to buy.

This is why lead nurturing is essential to a productive sales department.

Surveys show 80% of leads passed from marketing to sales gets lost, discarded or ignored. If half of that 80% were nurtured to the point of accepting a sales engagement, how many leads could be retained instead of slipping to a competitor? For example, if a marketing campaign generated 100 leads then 40 qualified prospects could be engaged to a point where they are more likely to make a purchase decision in your favor. And with a marketing automation system, it becomes easy to maintain engagement and prioritize leads as they are nurtured.

Lead nurturing doesn’t mean beating prospects over the head with promotions; it requires a thoughtful communication strategy that provides prospects with a non-intrusive way to explore your offer. Email messaging can be effective (if used appropriately). Free white papers or newsletter subscriptions are also productive lead nurturing techniques. If used effectively, the process should persuade prospects to make their own decision through their internal buying processes.

If a qualified lead is lost, a business must often work harder to regain that lead with future marketing activities. If they have already expressed interest in your offer, it makes sense to maintain a connection until they are ready to buy.

Get in touch with us to learn more about how Lead Liaison can re-invigorate your lead management and lead nurturing processes. We welcome the opportunity to further explain why lead nurturing is essential to sales.

Lead Liaison

How your Company is Missing Valuable Sales Opportunities

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How Your Company is Missing Valuable Sales OpportunitiesIn today’s uncertain economy, every company has to recognize and actively pursue every possible lead that crosses their path.  Every prospect that comes in contact with a company has the potential to be converted into a sale. The problem is many companies miss the connection or they don’t realize that the lead is part of their target market. In those cases, marketing automation and lead qualifying are essential for revenue generation.

These are the four most common reasons for missing valuable sales opportunities.

1. Not recognizing quality leads

If a company is not evaluating a potential lead’s online activity, then there is no way for them to know whether or not they would be interested in purchasing their product or services. It‘s impossible for one human being to monitor everyone’s activity. Marketing automation is necessary in modern business practices as it provides real-time B2B visitor lead tracking in addition to lead qualification. Every company needs a proven method for qualifying leads via lead scoring in order to establish which ones may benefit from a lead nurturing process or get passed directly to sales.

2. Not taking the time to understand your leads

Once you have qualified a lead the next step is to properly segment your database by analysing demographics and  interests.  First group them into categories and then rank them by their potential for conversion. A company can develop a specific approach for each segment.  By not taking the time to break leads into predetermined groups, it will be impossible to connect with each one directly and therefore many will end up slipping through the cracks. Tip: use dynamic database segmentation techniques such as Lead Liaisons Dynamic Target Lists to segment contacts using a “set-it and forget-it” methodology.

3. Not nurturing leads effectively

A lead will be persuaded by compelling and informative literature. If the information a company sends is irrelevant or uninteresting it simply won’t be read. A potential customer can also be turned off if they are being bombarded with articles, newsletters or obvious attempts at self-marketing.  There needs to be a reasonable flow that is not obtrusive or offensive in order to gain their trust and respect.  In the early stages of lead nurturing, focus on educating the prospect. Think like the buyer, not the seller.

4. Not monitoring the lead nurturing process

It is essential for a business to analyze and evaluate which campaigns elicited an immediate response and which ones did not. There is no point in repeating a plan that does not have a solid conversion rate.  The only effective way to plan future campaigns is by understanding which techniques created the greatest number of responses and how they can be adjusted to generate more revenue.

Missed sales opportunities are the greatest frustration facing companies today and it doesn’t need to be that way.  Through well planned marketing automation and lead nurturing, a company can increase their chances of turning leads into revenue.  The key to success comes from understanding why valuable opportunities are being overlooked and then learning how to prevent it from happening in the future.

Lead Liaison

Converting Leads through Smart Nurturing

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Smart Lead NurturingA lead has marginal value until it can be successfully converted into a sale. Businesses spend a considerable amount of time and money securing quality leads and cannot afford ineffective nurturing. Use some of these guidelines to convert leads using smart lead nurturing. If the information that is sent out is not relevant and informative to a lead’s specific interests  then the content will be of no value to them. That is why the first step is to qualify leads and segment them based on their browsing history.

Rank and Segment Leads

Qualifying and segmenting leads means breaking each one down into categories then ranking them based on buying potential. It is crucial to assess each lead individually then figure out how they fit into predetermined segmented groups. A company cannot use the same methods to target all leads, but they also cannot create a unique campaign for every potential customer. That is why it is necessary to group them based on similar interests. Once leads have been formally segmented, a company can then create informative content tailored to each unique group profile.

Create Compelling Content

Every lead expects to receive valuable content that will teach them something worthwhile or improve their life in some meaningful way. This information can be presented in the form of whitepapers, webinars, eBooks, blog posts, reports, or any other resource that will educate the reader.  It needs to peak their interest within the first few sentences or it simply won’t be read. If the lead nurturing campaign does not grab the lead’s attention, it will be jettisoned and become absolutely ineffective.

Frequency of Nurturing Matters

Another thing to consider is the frequency of lead nurturing efforts. A smart lead nurturing plan should be sent at least once a month, but never more than once each week. A good campaign needs to maintain a powerful presence without being obtrusive or overwhelming. People receive numerous emails and articles from various sources, so they can quickly be viewed as a nuisance if they take over someone’s inbox.

Converting leads into sales requires a well-thought out, strategic plan. Qualify and group each lead first and then develop an approach catered to each target market segment. Content in every smart nurturing campaign should attempt to establish a business as being an expert in their field, so potential customers feel confident turning to the company’s services when the need arises.  The image that is presented in a lead nurturing campaign is exactly what could make or break a sale.

Lead Liaison

Pervasive B2B Lead Distribution Methods

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Pervasive B2B Lead Distribution Methods Looking for some good B2B lead distribution methods? Businesses aggressively seeking methodologies for effective lead distribution to their sales forces sometimes face invariable roadblocks which prevent those leads from finding their proper home. Although techniques commonly used by marketing teams work only part of the time when marketing to consumers, business leads are highly touted as ‘gold’ since the expected ticket prices are substantially higher.  To quantify success in lead distribution, following the methods below will springboard your B2B lead circulation efforts so the right department within your company, or the right person, receives and nurtures the lead.

Round Robin With Top Producers

We’d all love to pass leads off to proven closers in mass quantities; since this isn’t entirely possible, passing out leads to top producers in round robin fashion will keep fairness across the board, allow historically unseasoned salespersons to shine under pressure and keep excessive workloads off one person.  When your company is facing lead scarcity, perhaps start your distribution with top gun producers and work your way down as leads become available.

Stick With FIFO

Much like perishable foods, leads begin accruing shelf life when either bought live, or received just minutes ago.  In order to prevent stagnancy in lead distribution, stick with first in, first out when leads come into your database.  Organizing aging leads can become problematic if you’re not proactive in keeping each prospect assigned to a sales associate, and this can be taken care of through FIFO.

Pushing / Pulling

Businesses can benefit from well-organized office setups by having leads ‘pushed’ to the sales team as they call or fill out lead capture forms.  This automated method of handling lead distribution makes utilizing both round robin and live transfer so different sales team members receive leads intermittently.  On the opposite side of this are lead pulls which occur when larger call centers obtain sizable numbers of leads hourly and pull them from queue to call or email.  Both distribution methods rely upon accurate lead automation methods albeit online or via call center.

The Hunt Group

Some larger volume sale forces find that load balancing can be problematic when thousands of leads are being handled by only fifty calling agents.  Using the hunt group methodology, lead management teams attempt to find sales pipelines or available agents who can handle a customer, and pass the lead off to them.  Although this method of lead distribution heavily relies on human accuracy and agent capabilities in handling large scale lead loads, proper metrics and lead scoring techniques could make hunt groups an effective stratagem for distribution of mass quantities of leads.

Tele-Qualifying

Becoming increasingly popular in the lead distribution sector of larger businesses is prequalifying leads through large-scale telemarketing firms who can properly route calls to exact sales agents prepared to handle the lead.  This provides an excellent avenue to properly segment what each lead wants, where they best fit across your sales boards and who would best close the sale with the candidate.  Mortgage lead qualification specialists perfected this method of lead distribution and many other companies have adopted it as their own.

Avoiding Grab Bags And More

If you’re using trash can lead dumping, or, simply tossing hundreds of leads in the air for anyone to pick, the percentage of closed leads is probably plummeting for your company.  Choosing the most effective circulation method for your business to business lead efforts means understanding what is available to you, and the above methods have proven time and time again to properly route leads to closers equipped to handle specific customers for the sales closing.