Lead Generation

Simply put we help drive more of the “right” people to your website.

The involvement of sales professionals in the solution validation process involves three main aspects. These are the same whether inside sales or field sales professionals are being involved.

Lead scoring – understanding which prospective buyers warrant being contacted by a sales professional. Lead scoring involves scoring two distinct aspects of the prospect; whether he or she is qualified to be a buyer, and whether he or she is interested in being a buyer. The former looks at explicit information such as title, industry, and revenues to understand whether that individual is able to make a buying decision, while the latter examines implicit information such as recent online activity and marketing response in order to determine whether the individual is currently interested in making a buying decision

Lead ranking – based on the scoring of leads, leads can be assigned ranks based on the business process sales should follow in interacting with the leads. For example, if explicit scoring leads to a 1, 2, or 3 ranking on how qualified the lead is, while implicit scoring leads to an A, B, or C ranking on how interested the lead is, a follow-up process may have 1A leads contacted within 24hrs, 1B leads contacted by a field sales professional within 72hrs, while 1C, 2A, and 2B leads are contacted by an inside sales professional and 2C and all leads ranked as a 3 are not contacted.

Lead routing – once a business process is determined, a lead routing process determines which lead should be connected with which salesperson, based on geographic territory, industry, company size, or any other factor. Often this involves management of the notification of the salesperson and monitoring of the time taken to follow up.