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Lead Generation Podcast Green Leads
Mike FarrellDec 17, 2021 10:45:00 AM< 1 min read

How To Use Intent Data To Find In-Market Leads, Podcast featuring Green Leads CEO Mike Farrell

Your prospects may be looking for a solution to a problem that your company can solve. But they’re not contacting your salespeople for help. They’re searching for answers, reading content, and comparing options online.

Green Leads CEO Mike Farrell joins Tessa Burg on the Leader Generation podcast to talk about intent data—buying signals that show which prospects are actively looking for potential solutions. Hear how you can use intent data to reach higher-quality leads earlier in the buyer journey. Plus, provide the most relevant content to address their pain points and guide their decision-making process.

Highlights From This Episode:

  • What is intent data
  • Examples of intent signals
  • Tracking and collecting intent data
  • How to use intent data in lead generation campaigns
  • Identifying a prospect's readiness to buy
  • Improving lead quality and scoring
  • Using intent data for lead nurturing and content syndication

Listen to the episode below:
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Mike Farrell

Mike has an incredible track record of building companies and growing pipeline and ultimately revenue. Mike has extensive experience selling into B2B and public sector markets, building sales development organizations as well as developing channel partnerships. Mike has 30+ years of sales, marketing and business leadership experience. He led the growth of By Appointment Only (BAO) for 15 years as Chief Operating Officer. His style of positive leadership helped BAO establish the pay-for-performance appointment setting category, helping to scale technology and SaaS businesses across North America. Prior to BAO, Mike was SVP of Sales at PC Connection (NASDAQ: CNXN), where he led the transformation to a B2B sales model, doubling revenue to $1.4B in his tenure. At CompuCom Systems (now a wholly owned subsidiary of Office Depot) Mike was VP of Sales of Public Sector after its acquisition of CIC System where he was VP of Sales, Marketing & Professional Services for the national IT solutions provider. Earlier in his career he held numerous sales leadership positions at CIC and Copley Systems where he was the integration specialist folding in the acquisitions of two firms to create the national footprint.He holds a BS in Business Administration from Merrimack College. He is a member of AA-ISP, past President of the Hopkinton HS Athletic Booster Association, and is on the Board of Bright Spirits Children’s Foundation. He and his wife of 30+ years, Kathleen, live in Massachusetts and have four adult children.

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