TARGUSinfo to Provide Tips at LeadsCon on Which Online Leads to Contact First

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TARGUSinfo executive David Wengel will moderate LeadsCon 2008 panel, 'Must-Know Advances in Lead Quality,' highlighting move toward defining quality leads

In the never-ending effort to increase the return on their online leads, marketers now want to know not just which of their leads can actually be contacted, but also how to prioritize them for maximum effectiveness. TARGUSinfo will host the first high-profile discussion of lead quality scoring, the next major evolution of online lead generation, at the first-ever LeadsCon conference and expo, the company announced today.

The panel is the kickoff session for LeadsCon, a pioneering event dedicated to increasing the effectiveness of lead generation companies and their customers. LeadsCon runs from April 2-4 at The Palms Casino and Resort in Las Vegas.

The TARGUSinfo-moderated panel discussion, "Must-Know Advances in Lead Quality," will include an examination of how companies are ranking leads by their likelihood of converting into customers and their potential long-term value. Lead scoring increases conversion rates, lowers the cost of acquiring new customers and shortens sales cycles by directing prospects to the right sales agents. Panelists will address topics such as defining a quality lead; scoring metrics; transparency (knowing a lead's provenance); best lead scoring practices and the state of the industry. TARGUSinfo Interactive Markets General Manager David Wengel will moderate the discussion, which also includes Alex Baydin, founder & CEO of PerformLine Inc; David Behn, partner and director, Performance and Marketing Group, Cole & Weber United and Matt Coffin, CEO of Coffin Capital.

"Lead buyers today need to ask questions that couldn't or wouldn't have been answered a couple of years ago," Baydin said. "For example, based on the creative and the offer that a consumer responded to, are his expectations aligned with the lead buyers' offerings? PerformLine's clients voice these concerns every day. It's no longer just the foundational questions such as whether the consumer's phone number is connected. Marketers need a fuller picture of their leads such as which ones are worth the extra cost and effort to pursue because they're more likely to convert or have a higher lifetime value. It's encouraging to see companies like TARGUSinfo get out in front of the quality issue by promoting a public dialogue on technology and best practices."

Companies like TARGUSinfo are integrating rich analytical capabilities, incorporating demographics into their products to score leads according to their conversion potential. Lead scoring enables sales organizations to focus their best resources on the most promising leads, increasing conversion rates and profitability.

"The industry is at the point where we have to redefine a quality lead," Wengel said. "A sales organization needs to know which leads should go to its top salespeople and which to send to an outsourced overflow call center, based on each lead's likelihood of conversion. Innovative online lead generators have discovered many tips on technology and workflow best practices that we're looking forward to sharing at LeadsCon."

The panel is scheduled for 2 p.m. on April 2, and is among several opportunities for decision makers, executives, and business development professionals to learn about TARGUSinfo. The company will also participate in the "In the Spotlight Company Showcase," in which participants have seven minutes to describe their companies to the audience. At booth number 104, TARGUSinfo will also offer demonstrations of its LeadAdvisor scoring solution, which uses data quality and demographics to help organizations determine how a potential customer should be handled. For more information on LeadsCon please visit LeadsCon.

TARGUSinfo will take a deeper dive into the secrets of lead prioritization success at the company's Sept. 17 and 18 Online Lead Quality Summit at the Mandalay Bay Resort & Casino in Las Vegas. The Summit will examine in much more detail the issues and concepts described at LeadsCon. For more information on the Summit please visit TARGUSinfo.

About TARGUSinfo
TARGUSinfo On-Demand Information(SM) services provide unique identification, verification, qualification and location solutions that enable communication service providers, retailers, call-center operators, Web-based marketers and others to dramatically increase the quality of their services and the effectiveness of their marketing. A privately held company, TARGUSinfo is headquartered in Vienna, Va. For more information, visit TARGUSinfo.


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