July 16

Optimizing the Lead: A data-driven optimization process

Lead Generation


Last Tuesday, I had the opportunity to share the most exciting aspect of working at MECLABS – Research Partnerships that allow us to test and optimize lead generation processes. Spouting theory is easy, but it’s meaningless unless you know how it works in the real world with real companies.

It’s thrilling for me to observe lead generation strategy transform into revenue for our Research Partners. Watch the webinar replay for a behind-the-scenes look at this research. You’ll learn how we:

  • Improved the quality of sales-ready leads by attaining better information about prospects and where they are in the buying process
  • Determined how and when we speak to prospects to quickly advance them through the sales funnel
  • Achieved a 375% increase in sales-ready leads and $4.9 million in additional pipeline in eight months

For more information about these lead optimization tactics, view the webinar replay below:

[vimeo 45593760 w=600&h=400]

View the slides on SlideShare

Related Resources:

On Lead Qualification: Steps to Convert Inquiries into Viable Sales Leads

Lead Capture Optimized: 201% increase in captured leads with clearer value proposition

B2B Lead Testing: “Cheap” data is actually expensive (via MarketingExperiments Blog)

About the author 

Brian Carroll

Brian Carroll is the CEO and founder of markempa, helping companies to convert more customers with empathy-based marketing. He is the author of the bestseller, Lead Generation for the Complex Sale and founded B2B Lead Roundtable LinkedIn Group with 20,301+ members.

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