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Is it valuable to get extra information about each inbound lead? How will you use the information?

Often, inbound leads are just email IDs. How can some extra information about leads help marketing / sales?

Few of the use cases are: Scoring the leads based on the company, designation and influence level, engaging with the leads on social media, bucketing the users based on the job role etc.

Do you find it useful?

4 Replies

Richard P. Ashton, CSO
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Richard P. Ashton, CSO Entrepreneur
Sales Process | Operational Optimization

Most leads are great for regularly scheduled email campaigns, but more can be converted if your process includes a solid next step in order to contact the lead directly - perhaps an online demo of your product or service after collecting important data from the prospect. All lead generation should have a predifined process to optimize conversion.

Sandeep Arneja
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Sandeep Arneja Entrepreneur
Co-founder & CTO at ListenLoop.com
If one has a sales process in place, and a product which warrants a sales team, then this extra information can provide enormous value. I see your company has a product called 'vibe' which gives you this information. How is it different from rapportive, fullcontact or clearbit? - Sandeep Sent from my iPhone
Diane Bernard
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Diane Bernard Advisor
Chief Digital Marketing & Growth Officer For Hire, CEO, Virtual CMO for Technology, Healthcare, Pharmaceutical, Consumer
The first thing you need to do is know why you why and what information is going to be connected for a bigger strategy.

Here is what I think is important.

First start with strategy.. That can be where the leads are coming from, how they will be best nurtured, and how each layer will drive to what product or offer. Each of these would be differently tagged including from where the lead came from and then it would then be pushed through the next level of nurture campaign. Automating this is what I think you are asking and it really depends on the sales and lead funnel strategy you create and put in place. The better the strategy, the greater the conversion, but the more complex the tagging and funnel system.

Hope that helps.

Diane
Diane Bernard
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Diane Bernard Advisor
Chief Digital Marketing & Growth Officer For Hire, CEO, Virtual CMO for Technology, Healthcare, Pharmaceutical, Consumer
The best system for a nurturing sales and lead funnel to handle these complex system to me is Infusionsoft.

Diane
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