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TARGUSinfo Lead Scoring Summit: Recap

Saturday, May 21st, 2011

Whether or not you have been hiding under the proverbial lead generation rock you have redoubtably heard the buzz around lead scoring. If your a direct response veteran you know how important lead scoring is to the success of performance based campaigns. Over the last 2-3 years lead scoring in the lead gen space has become the number one buzz phrase used at every conference and networking event and for good reason. Lead scoring adds uber insight into your lead generation campaigns and can drive serious levels of optimization and customization. In the minds of lead buyers across the world the questions still persists: “Is lead scoring right for my company?”

At this point you’re expecting me to give you the magical answer, yes! However, instead I am going to be completely, 100% honest with you – I have no idea. I think we can all understand that each buyer needs to closely evaluate how lead scoring could benefit their operations to be able to answer that question appropriately. The first step for buyers is to determine what questions are they looking to have answered by lead scoring. Answering this question will get you on the right path to deciding whether or not lead scoring is right for your company.

Posted in Conferences, Education, Enrollment Marketing, Higher Education, Lead Management | No Comments »

I Love Branded Lead Generation

Thursday, February 24th, 2011

The month of February is about love. At GearyPMG, we love branded lead generation.

There is a misperception that when companies embark on a lead generation campaign they relinquish control of their brand to affiliates and partners, but this is categorically untrue. The best lead generation campaigns stem from a strong brand which resonates within all of its components. Good branding creates trust around a company and advances lead generation programs because the focus can move beyond questions like “who are you?” to “what can you do for me?” Branding should be the key framework for any successful lead generation program; without it marketers are forced to compete on a generic level.

By building a strong reputation and brand awareness, companies will strengthen all of their campaigns, including lead generation campaigns. As users progress down a consideration funnel, they are more likely to use branded search queries or go directly to brand-owned web properties. This is a win-win situation for marketers because leads are more qualified, and sales processes shorten when users already know the companies they like.

When lead generation efforts consider a holistic brand, they are able to incorporate additional lead sources into the mix. Search engine optimization, paid search, social media and website structure should play important roles in a branded lead generation program.

So Branded Lead Generation, “Will you be our Valentine?”

Posted in Affiliate Marketing, Best Practices, Lead Management | No Comments »

GearyPMG’s Michael Ferree to Speak at the TARGUSinfo Interactive Insights Summit

Tuesday, October 5th, 2010

GearyPMG, a national leader and innovator in performance-based marketing services, is pleased to announce that Account Director Michael Ferree will be a guest speaker at the TARGUSinfo 2010 Interactive Insights Summit.

Session Details:

	Title: Narrow a Sales Funnel with Effective Lead Quality Management
	Date: Wednesday, October 13, 2010
	Time: 10:00-10:45 a.m. PST
	Location: Wynn Hotel, Las Vegas, NV
	Additional panelists: Malcolm McLeod of Inquiry Management Solutions and Christine Shelly of Grantham University

“I am excited to moderate this panel on behalf of GearyPMG, as it’s an area that we are extremely passionate about,” said Ferree of his panel participation. “We are committed to providing our clients with the highest quality customers that address their long term marketing goals like retention. I am excited to speak alongside our peers about approaching lead generation in an ethical, accurate and strategic way.”

In addition to Ferree’s panel, the TARGUSinfo Interactive Insights Summit will focus on how third-party online targeting data can help marketers justify increasing their advertising investments.

Posted in Conferences, Higher Education, Lead Management | No Comments »

GearyPMG Whitepaper: Lead Generation and Lead Management Strategies

Wednesday, September 1st, 2010

GearyPMG just released a whitepaper about proper lead generation and management strategies. The whitepaper investigates:

How marketers are mismanaging their lead generation campaigns
Criteria for evaluating a lead management technology solution
Strategies and tactics to increase the efficiency of lead management programs

The following in an excerpt from a newly released whitepaper from GearyPMG. To download the whitepaper in its entirety, click the download link at the bottom of this post.

Lead generation is a common marketing goal. Most strategies and a majority of marketing programs are created with the goal of producing leads. While this goal keeps marketing and sales departments progressing forward, lead generation is only the means to the end goal of driving revenue. If leads do not convert into business, are they serving their intended purpose? This whitepaper will investigate how marketers might be losing leads through fragmented management tactics and present tips and tricks about how marketing departments can manage earned leads efficiently—so not one lead is wasted.

Lead generation is a sizeable marketing investment with $1.7 billion projected to be spent on lead generation in 2011. Digital lead management is still transitioning into the digital space as 65 percent of marketers note that they are increasing spending on lead generation-based website design and 47 percent are investing in online data quality and management (CSO Insights). While efforts and budgets are being allocated to digital lead generation, most marketers note it as one of their top three challenges—behind lack of budget and lack of time for efficient program execution (MarketingProfs). This means that generating leads is a top marketing priority that will get resource support, but there is still a gap between generating leads and generating business.

Download here–

GearyPMG Whitepaper_Lead Management Generation Strategies

Posted in Best Practices, Enrollment Marketing, Lead Management, Whitepaper | No Comments »

.Edu Lead Management Tips

Monday, July 19th, 2010

I recently wrote an article about how lead management is a major component of many industries—including enrollment marketing. A study released by Leads360 showed that converting a lead is 57 percent lead quality and 43 percent an efficient sales process. This bears mentioning because it shows that conversion is not based just on lead quality; it is a combination of lead management and quality.

The following are the 2 most prevalent issues with edu lead management.
Read More

Posted in Enrollment Marketing, Lead Management | No Comments »