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Leads: Scanning it to Qualified Leads

Getting marketing leads is not that difficult if you are good at SEO, but getting quality leads is a challenging job for every B2B company. Well, it’s known, it’s marketing that has the tools and data to deliver.  Marketing must be on the hook to get good quality leads to sales. So, what’s the problem that an obstacle the sale leads? Here are some of the problems that usually occur:

As per the Ref the scanning was done and it has given some of the important statistics and perception:

Problems

We look in on Rick the Rep with Apex Inc. scanning a new set of leads he just got from marketing.  Reviewing them on his laptop, Rick excludes companies from the list if:

  • His previous sales efforts have come up dry.
  • The competition is already in the door.
  • The title is below VP level. Rick has most of his success selling to VP’s and above.
  • The company isn’t in one of the industries where Apex sells most of their products/services.

Troubleshoot

Rick, there is a way to fix this – take these three actions right now:

  • Stop “weeding out” leads.  Give responsibility for defining “good” sales leads back to marketing.  They have the tools and data.  They get paid to do this.
  • Start to understand how marketing defines a “good” lead.  Get better prepared with more information about your leads before you make contact.
  • Tell marketing that you’ll accept all the leads they send you.  Take a leap of faith they know what a good lead looks like.

Hence you can say that marketing is everything.  Along with, the website they visit, webinars they attend, e-books and blogs they read all these applicable to click a great leads.

“Good” Lead!

Before accepting all leads from your marketing team, you need to analyze what are good and what are bad. Some of the following that you need to ask yourself:

  • How leads are first identified (through purchased lists, inquiries through your web-site, etc.)?
  • Have your leads “opted-in”?  Leads that “opt-in” have given information about themselves (e-mail, phone number) to receive something in return (daily blog posts, admission to a webinar, etc.).

Before concluding I would like to say that, whatever you get is great but if you are damn serious about ROI then you have to look after it. Quality is everything in converting great leads. You can’t avoid it.

Resources:

http://info.makingthenumber.com

www.esalesdata.com

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