Austin, Texas (PRWEB) December 1, 2005
The Lead Dogs, a B-to-B lead development and lead generation company, has recently released its new “Guide to Developing a B2B Lead Scoring Model.” The free guide can be downloaded at http://www.leaddogs.com/Offers/WhitePapers.aspx.
Sales and marketing organizations routinely classify B2B sales leads using Hot/Warm/Cold labels. The problem with this type of system is that the sales force learns to distrust leads labeled “hot” – usually because they are “lukewarm” if not downright “cold.”
In this detailed guide, B2B sales and marketing professionals will learn the necessary steps for classifying leads using a flexible system that includes the following: Ranking and prioritizing prospects in terms of importance and likelihood of turning into business; Using input from sales to design and adjust criteria and/or ranking; Building trust with the sales force.
Readers will learn why lead scoring is important, how a numerical system can be applied to one’s business, the steps for developing a lead scoring model, and determining ROI. The guide is for sales and marketing professionals who want to improve B2B sales lead qualification strategies.
“We developed this guide based on our experiences with B2B clients – many of whom didn't have a real scoring model in place,” stated Mike Wallen, CEO, The Lead Dogs. “Sales people often ignore leads because they’ve been burned in the past. They come to know a ‘hot’ lead usually isn’t, so they won’t waste their time with it. With this guide, we show companies how to ensure their leads get acted on by sales by developing a scoring model everyone agrees on. By following this guide, companies can realize ROI after just one quarter.”
The Lead Dogs has been providing business-to-business sales lead generation, inquiry qualification and response management, and specialized account development programs since 1995. For more information about The Lead Dogs' B2B lead generation and lead development services, visit the company’s Website at http://www.leaddogs.com or call 800-710-2926.