Inbound lead conversion is always one of the biggest concerns for marketing and sales departments. We’re constantly looking for new ways to maximize lead conversion but typically struggle with poor lead quality, even as the conversion numbers increase. Join veteran CMOs James Lamberti from SalesIntel and Gabrielle Lullo from Alleyoop as they share the four steps they use to improve quickly, including:
– Operationalizing a clear, quantifiable ideal customer profile definition using both account and contact data
– Deploying scoring models that leverage the four types of data now available to GTM leaders (and not just marketing activity response data)
– Distinguishing between lead quality and readiness to buy
Simplifying data points to accurate forecast and track ROI
With a combined 75 years creating B2B data companies, leading sales at B2B data companies, and buying B2B data for growth companies, listen in while SalesIntel’s James Lamberti and Alleyoop’s Gabriel Lullo unpack a practical approach to improving inbound lead quality.