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Talking to a lead could be a waste of time. If there is no chance that they turn into a customer, no matter how well they hypothetically fit into your business model, you shouldn’t spend resources pursuing them. Since we can’t know for certain who will be and won’t be a customer, we need some sort of standardized process in order to estimate who we should or shouldn’t pursue. This is known as lead qualification. [Read more…] about How to Qualify Leads

Where does your business get its leads? Chances are, you’re aware of all the traditional channels – social media campaigns, referrals, ad campaigns, and in person events. Maybe you’ve heard of some of the less common techniques – buying leads from list services, scraping leads off the internet, or strategic SEO for inbound links. There are so many different potential sources of leads. Which ones are the best? [Read more…] about Multi Channel Lead Generation

Last week we spoke about the three different types of leads a business can encounter – cold, warm and qualified. Once you are able to properly identify each of those you can go about segmenting them and targeting them with the best approaches for each group.
[Read more…] about Leads That Are Just Right

Leads are the lifeblood of any sales and marketing department. Last week we spoke about the plant-nurture-harvest model of the sales funnel. Leads then are the seeds that you plant. So where do you go to get those seeds? There isn’t a lead bank you can visit to purchase them from – although there are things like this in the business world. And even then, not all leads are created equal. What makes a good lead different from a bad lead? And how can we tell them apart? [Read more…] about All Leads Are Not Created Equal

Quality guru W. Edward Deming is often quoted as saying, “In God we trust, everyone else bring data.”  But how do you know if the data can be trusted?  Read on to learn how you can ensure you have valid data for making sound business decisions… [Read more…] about In Data We Trust?

At BIG, we have a simple way of looking at our sales funnel. We make a farming analogy. Just like a farmer, a business is going to plant their leads (through lead capture), they are going to nurture their leads, and then they are going to harvest their leads. Just like in farming, if you don’t take care of your leads, you won’t have a strong harvest. [Read more…] about Content to Sales