Comments on: Advanced Lead Scoring Secrets — Moving from ‘Good’ to ‘Great’ as a B2B Marketer http://fearlesscompetitor.com/2009/08/19/advanced-lead-scoring-secrets-moving-from-good-to-great-as-a-b2b-marketer/ Mon, 26 Jul 2010 19:36:01 +0000 hourly 1 http://wordpress.com/ By: Russell Yardley http://fearlesscompetitor.com/2009/08/19/advanced-lead-scoring-secrets-moving-from-good-to-great-as-a-b2b-marketer/#comment-635 Russell Yardley Mon, 22 Mar 2010 01:01:38 +0000 http://fearlesscompetitor.com/?p=1194#comment-635 BANT data needs to help sales conduct the relationship. I developed a simple extension to BANT using ACUMEN Authority relationships Competition involved Uniqueness of our product/service Money available for purchase Ease of implementation Need establish in customer By integrating this process into marketing from brand management to lead generation right through the sales process to build last customer relationships productivity is improved. BANT data needs to help sales conduct the relationship. I developed a simple extension to BANT using

ACUMEN

Authority relationships
Competition involved
Uniqueness of our product/service
Money available for purchase
Ease of implementation
Need establish in customer

By integrating this process into marketing from brand management to lead generation right through the sales process to build last customer relationships productivity is improved.

]]> By: Proven Prospecting: Lead Scoring, Are you Doing It? http://fearlesscompetitor.com/2009/08/19/advanced-lead-scoring-secrets-moving-from-good-to-great-as-a-b2b-marketer/#comment-506 Proven Prospecting: Lead Scoring, Are you Doing It? Thu, 05 Nov 2009 05:23:19 +0000 http://fearlesscompetitor.com/?p=1194#comment-506 [...] Research has found that 53% of B2B marketers still don’t score, and 69% don’t nurture (which requires some level of scoring and is a casualty of low scoring rates). Scoring leads is one of the best ways to make accurate projections, and to make sure your sales funnel, has plenty of sales coming out at the end. It can be as simple as assigning a 1-10 score to individual prospects, or could involve complex surveys, but either way lead scoring can help your bottom line, and growth metrics. more [...] [...] Research has found that 53% of B2B marketers still don’t score, and 69% don’t nurture (which requires some level of scoring and is a casualty of low scoring rates). Scoring leads is one of the best ways to make accurate projections, and to make sure your sales funnel, has plenty of sales coming out at the end. It can be as simple as assigning a 1-10 score to individual prospects, or could involve complex surveys, but either way lead scoring can help your bottom line, and growth metrics. more [...]

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