Sales Engine International Event Will Address How Lead Scoring Can Help BtoB Marketing and Sales Executives to Assess Leads and Qualify Their Readiness to Engage and Buy

OLNEY, Md. (Business Wire EON/PRWEB ) September 5, 2008 -- Sales Engine International, a firm specializing in BtoB sales and marketing services, today announced that it will offer a free Webinar entitled, “Lead Scoring: Quit chasing cold leads and start talking to prospects who are raising their hands,” for BtoB marketing and sales executives on Wednesday, Sept. 10 at 2 p.m. EST.

Lead Scoring: Quit chasing cold leads and start talking to prospects who are raising their hands

This Webinar will help participants learn how lead scoring enables prospects to self-identify so that sales teams can be more strategic in how they nurture and engage their leads

Studies show that for most BtoB marketers, 95 percent of revenues are generated by 5 percent of their leads. However, not all leads are at the same stage in the sales process - some have done their research and are ready to engage with a sales rep, but most are just beginning to explore their options. Knowing who's who can help sales teams to sell more effectively.

Lead scoring is a process that enables marketing and sales professionals to establish metrics that they use to assess their prospects' level of interest and engage with them accordingly

It enables them to focus their efforts on the right leads who are ready to buy while also continuing to nurture early stage prospects.

The event will feature Kevin Mooney, co-founder of Predictive Response, who will discuss the value of lead scoring as a BtoB sales lead management tool, and he will provide best practices for implementing a sales lead scoring process. Sales Engine International principal Mike Vannoy also will present a real life case study of a BtoB company that dramatically increased its lead conversion rates while lowering total cost of sale in by implementing a lead scoring system.

“This Webinar will help participants learn how lead scoring enables prospects to self-identify so that sales teams can be more strategic in how they nurture and engage their leads,” said Vannoy. “Studies show that for most BtoB marketers, 95 percent of revenues are generated by 5 percent of their leads. However, not all leads are at the same stage in the sales process - some have done their research and are ready to engage with a sales rep, but most are just beginning to explore their options. Knowing who's who can help sales teams to sell more effectively.”

“Lead scoring is a process that enables marketing and sales professionals to establish metrics that they use to assess their prospects' level of interest and engage with them accordingly,” said Mooney. “It enables them to focus their efforts on the right leads who are ready to buy while also continuing to nurture early stage prospects.”

Participants will learn how lead scoring can help BtoB sales teams to:

• Recognize and react to prospects' interactions, which are indicators of their level of interest.
• Develop an effective lead nurturing process for early stage prospects who are not yet ready to engage with a sales rep.
• Align marketing and sales teams efforts, so that sales is confident in the quality of marketing-qualified leads and can focus on qualified opportunities that drive revenues, while marketing continues to build awareness and brand recognition with early stage leads.

For more information on the webinar or to register for the event, visit http://salesengineintl.com/sei2/webinars.htm.

About Sales Engine International

Sales Engine International provides BtoB corporate sales and marketing executives across the country with a full suite of sales and marketing services -- direct marketing programs; lead generation, scoring, and nurturing; sales force optimization; integrated sales tools and campaigns; webinar program development and management; email marketing programs; and more -- that help their sales teams to stand out from the competition and access decision makers. The company was founded by three veteran sales executives who previously developed and implemented award-winning sales and marketing programs as senior leaders at Fortune 500 and start-up companies. Sales Engine International is headquartered in Olney, Md. and has offices in St. Louis and Lincroft, N.J. For more information visit www.salesengineintl.com.

About Predictive Response

Predictive Response delivers Automated Email Marketing solutions and Web to Lead Data Cleansing with enhanced security. Marketers can quickly develop, deploy, and manage professional dynamic multi-step, drip and newsletter campaigns to nurture your prospects with full Start-to-Finish Salesforce integration. Predictive Response is privately held and based in Los Gatos, California. For more information about Predictive Response, visit the company's Web site at http://predictiveresponse.com.

Release Summary:

Free BtoB Sales Lead Management Webinar on Sept. 10 will address how lead scoring can help marketing and sales executives to assess leads and qualify their readiness to engage and buy.

Keyword Tags:

lead scoring, leads, management, sales, sales lead, sales lead management, sales leads

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