If you’re a sales person then you’re likely one of the highest paid people in your company – no shame to that. However, if you’re in management then you know sales people are one of the highest costs in your company. Unfortunately, high costs are magnified especially when sales doesn’t produce results. One way to increase return on investment (ROI) in your sales people is to pass only the best leads to sales.
We queried fifteen top sales people across five different industries and asked them one question, “If marketing could pass only the best leads to sales, what would you like to see?” We compiled the top six replies and mapped them to Lead Liaison’s technology. to help you better understand how we can improve your sales and marketing processes by passing only the best leads to sales.
|What Makes the Best Leads||How Technology Delivers|
|Highly qualified contacts||Lead scoring technology to numerically assign custom scores to leads as they engage with your company. Each event carries a score, or weight, defined by your company. The higher the score the more qualified the lead will be.|
|Recently expressed interest||By using lead tracking to track the very first time a lead interfaces with your website even before they submit a web form or click a link in an email. Using a date/time stamp on the lead we’re able to determine how recent their engagement was.|
|Expresses behavior characteristic of someone ready to buy||Buy signal technology that automatically looks for the most common buy signal patterns and alerts sales via text or email messages.|
|If the individual has the right role||Buy syncing titles with CRMs to map a lead’s online behavior with their profile and qualify them further using lead scoring.|
|Highly active leads who touch many marketing assets||Total activities, a measurement of inbound and outbound activity.|
|Someone ready to buy in the short term||Lead nurturing to add leads not ready to buy into a nurturing process that builds relationships with the lead until they’re ready to buy.|
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