Newsletter Signup
Where current and emerging technology trends meet.
TecTrendsInformation Sources, Inc.
  | About TecTrends | Email Signup | Contact Us
 Live Search:
Live Search | Articles | Companies | TecTerms | Products
  Loading TecTrends Live Search - please wait... 
View Noteworthy Articles      PRNewswire
 
Article

Title: Leads the Next Generation

Author: Griffin, Marie Article Type: Product Analysis
Source: BtoB Media Business, p8(3) Publication Date: Nov 2007

Increasingly, b-to-b markets are focusing on lead quality in order to provide some accountability to their companies and to illustrate for these companies the results of advertisement spending. Many b-to-b publishers have given up trying to fight with their clients, especially when it comes to the client's demands. Unfortunately, contact information may lead to leads, but they do not represent leads in and of themselves. Leads are also useless if the salespeople assigned to them are unable to handle the volume. In fact, what is being measured may not even be the important data to zero in on. It has been suggested that many marketing groups are measuring lead generation instead of lead conversion, which would be much more illustrative of success for companies. In addition, it may be much more important in the future to get a specific number of leads in conjunction with a specific and idealized demographic. Nonetheless, as clients obtain more and more leads, it is the responsibility of the b-to-b publishers to know the appropriate time for the business to put the brakes on a lead. It has been approximated that if vendors are unable to follow up with leads within 48 hours, going forward can actually cause more harm than good. As companies move forward, the entire industry has been tasked with the job of providing lead services in various forms.

Products:
Sales Force Automation

TecTerms:


[Get Copyright Permissions] Click here for copyright permissions!
Copyright 2004-2008 Information Sources Inc.
 


Home About TecTrends About Us Contact Us Privacy Statement Terms and Conditions

TecTrends | P.O. Box 8120 | Berkeley CA 94707 | (510) 525-6220 | Email: tectrends@tectrends.com
© 2006 INFORMATION SOURCES INC | All rights reserved.