From The Xant Blog — Lead Scoring

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The Staggering Cost of Chasing Bad Sales Leads 0

$218,000. That’s how much you’re losing per sales rep over the course of a year because your team is wasting time chasing the wrong deals, according to the Altify Buyer/Seller Value Index, co-sponsored by XANT. What the new research reveals The Buyer/Seller Value Index is designed to inform those on both sides of the negotiating…

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How Predictive Lead and Account Scoring Fuels Sales Efficiency 0

Thanks to marketing automation and a growing group of lead providers, you probably have plenty of leads. The downside, though, is that your sales development team may be drowning in data — records, names, phone numbers, email addresses — all begging to be clicked, called, reached out to and synced up with. Without a well-defined…

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The Life of a Sales Lead and the Power of Predictive Analytics 0

CSO Insights reports the average sales rep only spends two days a week effectively selling. Sales reps waste a lot of time on prospects who are unlikely to ever become customers. We call them tire kickers. They show signs of interest but have no real intentions of buying. This puts your sales reps in a tough…

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How To Maximize Results Through Inside Sales and Marketing Automation – New Webinar 0


Ken Krogue, President and co-Founder of XANT, along with Jon Miller, VP of Marketing and co-Founder of Marketo, joined forces in a webinar (recorded July 18, 2012) to highlight a number of high-value best practices for marketing and sales professionals who want to accommodate the change in buyer behavior.

Buyer behavior has shifted as society has moved from an age of information scarcity to an age of information abundance – think corporate web sites, blogs, online reviews, social networks, and YouTube. The list goes on.  Marketing and sales professionals who want to maximize overall company revenue need to consider how they filter, nurture, hand-off and respond to modern-day, Internet-generated leads.

Lead Nurturing and Lead Scoring – A Critical Link 0

On a recent guest post at the Bridge Group's blog, author Henry Bruce brings up some research by Marketing Sherpa that states that 75% of all sales leads generated are going to buy at some point in the next 18-24 months.

Think about that for a minute.

A. Only 1 in 4 leads is ever totally non-productive. They may not convert now, or in the time frame the rep wants, but contrary to popular belief, it's relatively rare for a sales lead to be total garbage. 75% of the active leads in our CRM systems RIGHT NOW are going to buy a product or service in our sector from somebody, somewhere in the next two years. So why not from you/me/us, if we're the right fit?

B. It also seems to indicate that the need to intelligently score leads is now more critical than ever to prevent waste. 18-24 months is a long time, and no sales rep in their right mind is going to try and keep a prospect "on the hook" for a year-and-a-half. If they're not buying now, stop wasting effort, the thought process goes, and use a long-term lead nurturing strategy . . . .

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The Most Powerful (and simple) Lead Scoring Model We Have Tried 0

There are two schools of thought around lead scoring, use lots of data and find correlations or find the datapoint with the most correlation and stick with that.  Lots of data is the luxury of companies with lots of smart people and/or expensive software and is better. For the majority of small or medium companies…

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