The opportunity to hone in on your prospective buyer in a one-to-one approach versus a one-to-many traditional marketing campaign requires attention to Lead Scoring and tracking. Setting up your system to follow the Loopfuse buyer from initial landing site contact to engagement with your sales and value propositions requires attention to each of the predetermined steps which qualify a buyer for the sales funnel. (more…)
Archive for the ‘Lead Scoring’ Category
Loopfuse Tracking
Tuesday, November 23rd, 20104Cs of B2B Marketing: Campaign, Customer, Channel, Content
Monday, November 1st, 2010When I originally had the idea to write this post, I decided to focus on our new marketing automation platform release and how the menu system had changed. I soon realized that the real story was not product-specific, but the underlying reason for the change; To align a menu system with how business-leaders today think about online marketing and sales.
So how is it that today’s B2B Marketing professionals think? Enter the 4Cs:
Lead Scoring: Deliver Pre-Qualified Leads to Sales
Friday, October 15th, 2010I recently attended the Atlanta Salesforce User Group where Loopfuse was sponsoring and one of my founders, Roy Russo, was speaking. The topic on hand – enhancing your CRM with Loopfuse. One of his first comments was “what makes a lead qualified?” We have several customers who believe all leads that perform any activity on the site should be considered qualified and routed to the CRM and the sales team. And then there are others, present company included, who use lead scoring to determine which leads will be followed up on by sales. By using lead scoring within Loopfuse OneView, you are allowing your prospects to self-qualify themselves based on criteria you set. Loopfuse OneView will then assign each prospect a grade based on their score.
First step, talk to your sales team. Get an understanding of what they are seeing come through the pipeline. Who are the most qualified prospects? Is it webinar attendees? Or is it simply companies based in a specific industry or geography are the hot leads. They are the experts in talking to leads day in and day out and can really give you an idea of how to set up your scoring.
Webinar: CRM Integration – Exploring the flexibility of options available
Monday, September 27th, 2010Thursday, September 30th, 2010 2:00PM EST
Join us for the second installment of our new webinar series “Light the
Fuse.” This series is intended to provide you, the LoopFuse user, valuable
tips and tricks on how to use LoopFuse OneView to grow your business.
Learn about the different options available when integrating your CRM with
LoopFuse from Tom Elrod, co-founder of LoopFuse. He will walk you through
the CRM integration process, start to finish, and give you tips along the
way on how to use LoopFuse more effectively.
How will this help grow my business?
By integrating your sales and marketing tools together you have taken the
first step in closing the loop between marketing and sales. You can give
your sales team visibility into the hottest leads by providing lead
activity and scoring right in your CRM.
You will learn how to:
- Configure your CRM and the different options available
- Create the CRM interaction rules best suited for your business
- Send real-time activity inserts to your CRM
- Set up lead nurturing flows to specify what lead information is synchronized with your CRM
Click here to register for the webinar.
Get Fused!
Q&A with Laura Ramos – Part 3: Implementation & Keys to Success
Tuesday, April 13th, 2010Following up on the interview with Laura Ramos, I am releasing the third and final part of my interview:
7. Dwyer: Who should be involved in the implementation of the Lead Management Automation platform?
Ramos: Lead management automation should include marketing and sales as equal partners in the requirements gathering, selection, and implementation process. IT will be involved, too, but will play a more minor if the company chooses an on-demand solution. IT must make sure that integration with existing customer support, database, and sales automation systems goes according to plan and that the new system doesn’t introduce any security or unforeseen technical problems in the current environment. Marketing and sales folks shouldn’t have to take on the burden of understanding the existing technical infrastructure and the “what’s needed” to make marketing automation work.
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Lead scoring may not be enough
Monday, October 15th, 2007Many marketers are using leads scoring today to provide a quantitative value as to how ready a lead may be to purchase. However, in most cases, this only provides part of the picture. Scoring the organization as a whole will help in providing the complete view. See our Marketing Best Practices for more on why organizational scoring helps complete the picture.
