Does Heartbleed ring a bell? Not the human Heartbleed; but the pun version of it given as a name to a bug that exploited the TLS/SSL heartbeat function to bleed off data from a vulnerable server. If you haven’t heard of Heartbleed, Poodle, Logjam or the dystopian Shellshock may bring back memories. These are all […]
Education Tech and the Cloud Arguably one of society’s most important functions, teaching can still seem antiquated at times. Many schools still function similarly to how they did five or 10 years ago, which is surprising considering the amount of technical innovation we’ve seen in the past decade. Education is an industry ripe for innovation […]
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Futuristic Tech The world and what people can do is increasingly being driven by technology. It has already shaped the world we live in, but over the next few decades it is set to shape the world in ways that we can barely imagine. There have already been some great leaps in IoT technology recently, […]
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By David Fletcher Please feel free to share our comics via social media networks such as Twitter, Facebook, LinkedIn, Instagram, Pinterest. Clear attribution (Twitter example: via@cloudtweaks) to our original comic sources is greatly appreciated.
This post The Lighter Side Of The Cloud – Hiding Spots appeared first on CloudTweaks Connected CloudTweaks.com.
With the 2016 Olympic Games opening on August 5, hundreds of thousands of tourists will soon be traveling to Rio de Janeiro, Brazil. Although major international events like the Summer Olympics boost tourism and economic transactions, they also present lucrative opportunities for cybercriminals. Rio visitors and Olympic travelers alike have been targeted by cybercriminals with […]… Read More
The post 6 Tips to Avoid Scams and Cyber Attacks At the 2016 Olympics appeared first on The State of Security.
When it comes to the Internet of Things and security, it seems individuals and organizations keep making the same fatal mistakes – over and over again – because we continuously see it as a technology problem. It’s not. It’s a business strategy failure. Whether it’s insecure hospital devices, hackable power grids, or lethal connected cars, […]… Read More
The post Why We’re Still Blindly Lurching into the Era of Lethal Connected Devices appeared first on The State of Security.
It’s a fact: not all leads are created equal. You might be tracking them all in your customer relationship management (CRM) software, but you absolutely should be treating them differently.
Determining which are your best leads — in other words, those most likely to turn into customers — can help you increase your conversion rate and boost sales. Also, putting more focus on your most likely prospects in your pipeline will save you time (because you won’t be chasing dead-end leads). But how can you figure out which are the best leads?
First, Categorize Leads
Did you realize that 73% of new B2B leads aren’t ready to make a purchase? That doesn’t mean they’re not worth pursuing, but you will want to handle them differently than you would a lead who’s ready to buy.
Create “buckets” for your contacts. These buckets might include:
You could also categorize them by how they ended up in your lead funnel, such as “downloaded our 10 Reasons to Invest in Financial Software ebook,” which you’ve targeted at a particular audience.
Next, Score Those Leads
This part is fun, and a bit like a game. You can assign points to each lead to give it a score. The higher the score, the better the lead. You can give points for things like:
Also take away points for any negative actions that a lead takes, like unsubscribing from your email list.
Decide on Nurturing Techniques
Even if a lead ranks high on your scoring matrix, she might not be ready to buy from you right now, so it’s imperative that you invest the time and energy in nurturing her appropriately. If you can further break down your bucket of high-scoring leads into where they are on the buyer’s journey, you can give what each lead needs at the particular stage she’s in.
For example, if a lead is in the Consideration stage, she’s past needing to be informed about your general category of product. Now she’s comparing you to the competition. Make it easy for her. This is the ideal time to send her a free graphic that puts you (in a favorable light without being promotional) against the other top players in your space. Remember: you want to communicate that you’re trying to help her on her buying journey, not push her into a decision, so focus on being informative, not salesy.
Leverage that CRM
Your CRM platform can be hugely helpful in nurturing your best leads…but only if you maximize your use of it. Take copious notes about your leads’ activities, and tag each contact with that lead scoring information. You can even more a contact from one category or stage of the buying cycle to the next so you can easily view everyone who’s at the same stage.
These days, we have so much data at our fingertips, that chasing bad leads is nearly obsolete. Instead, put your efforts toward ensuring that those ideal leads grow to love and trust you, and eventually become customers.
The post Using CRM To Nurture Your Best Leads into Sales appeared first on SmallBizTechnology.
Earlier this week, on July 26, we announced our results for Q2 and the upcoming merger of our GoTo business with LogMeIn. Both of these announcements are incredibly positive for Citrix and our shareholders. Continued Momentum: Citrix Q2 Results I am very encouraged by our performance this past quarter. We achieved revenue of $843 million, […]
