Smashmouth B2B Blog: Sales & Marketing Demand Gen

ActiveConversion Product Review: Demand Gen Intelligence

Posted by Michael Damphousse

Active Converstion Product ReviewActiveConversion is a web based solution that allows organizations to identify visitors to their website, to automatically qualify and nurture leads, to get notified when leads become "hot," and to track ROI of marketing campaigns. They are partners with Google, Jigsaw, VerticalResponse, and Salesforce.com.

Upon opening up the solution, you can view your ActiveConversion dashboard. You're able to see your active leads, broken down by active companies, active prospects, and qualified leads. The information is easy to read and easy to understand, and a click of the mouse allows you to dive deeper into the graphically represented reports. The dashboard gives you visibility into seeing which of your leads is actually showing genuine interest. That's great, but as I'm thinking about it, how exactly does this work? How does it determine whether or not one of my prospects is showing "genuine interest?  They do this by scoring visitors to your website on three different categories:

  • How they reached your site
  • What they viewed, and
  • How long they visited.

These scores are easy to configure and allow you to determine when a prospect is ready for a call, and when they're not.

Lead Scoring Tools

ActiveConversion can help simplify lead management and lead routing process. The sales team can also reap the benefit from the following:

  • Identification of anonymous visitors to your website by mapping known IP addresses. Contacts of the prospect company can be instantly researched in Jigsaw.
  • Push leads and session visit data to the sales team through regularly scheduled emails. This can also include lead score.
  • Returning visitors can have lead scores improved and salesforce activities scheduled upon further visits.

When I visit your site, do you know if I'm a lead?

More Smashmouth Demand Gen Product Reviews.

Tags: sales, b2b, b2b sales, demand gen, b2b marketing, lead gen, sales2.0, reviews, product reviews, marketing automation, Product Information

Pay For Performance Demand Generation, Appointment Setting & Leads: Got Green Leads?

Posted by Michael Damphousse

Produced this presentation for LinkedIn/Slideshare.  Green Leads 101.

 

Tags: b2b, demand gen, outbound marketing, inbound marketing, greenleads, appointment setting, Quality vs Quantity, Product Information