SMB Marketing Automation Blog » Lead Scoring

Marketing Executive Cracks and Begs For Forgiveness from Sales Team

Michael Ward — Thu, 10 Nov 2011 22:08:56 +0000

Thanks to Andrew Hunt, founder of the Inbound Sales Network for contributing this guest post. You can read more from Andrew on Twitter: @InboundSales. What would happen if you made the average marketing executive follow up on the “leads” that they pass to sales? And then what would happen if you told them [...]

Why Your Lead Scoring Stinks and What We’re Doing About It

Michael Ward — Wed, 16 Feb 2011 05:22:02 +0000

We’ve come up with a game changing innovation and are proud to announce Net-Results’ new Lead Score Overlays. Lead scoring, though of incredible utility in determining the interests and qualifications of leads, is under-utilized due to poor implementations by vendors. Our old lead scoring model was no exception. Lead Score Overlays change that forever. A Lead [...]

Great Content With or Without Original Ideas

Michael Ward — Fri, 05 Nov 2010 21:52:05 +0000

In my last post I described how you can run effective lead nurturing campaigns with a limited amount of original content. While this advice runs contrary to the messaging of many marketing automation vendors, I assure you that it’s being put to use successfully by many companies today. By summarizing and linking to 3rd party [...]

Integrating Automated Lead Nurturing with Old School Sales Techniques

admin — Tue, 22 Sep 2009 23:39:24 +0000

I met with a client this morning who currently uses Net-Results to track website visitors and identify companies coming to her site. When she sees one who could be a good prospect, she picks up the phone and attempts to call the person who came to her site. She doesn’t always get to the right [...]