Qualifying leads based on activity yields better results

05/23/2013 | Eloqua

Sales and marketing aren't speaking the same language, writes Jeff Hoffman, author and founder of Basho and M.J. Hoffman and Associates. Instead of asking "What characteristics define a potential buyer?" teams should think more about "What activities may indicate an engaged buyer?" Make the prospect's specific engagement the predominant determiner of the lead's health so "marketing can then create new types of campaigns that inspire the behavior that yield better leads," Hoffman writes.

View Full Article in:

Eloqua

Published in Brief:

SmartBrief Job Listings for Media

Job Title Company Location
Senior Manager, Video Center of Excellence
IAB
New York, NY
Business Affairs Manager
Opera Mediaworks
New York City, NY
VP, Client Partner, Digital Marketing
iCrossing, Inc.
Santa Monica, CA
Senior Regional Interactive Sales Manager
Comcast Spotlight
Bethesda, MD
Sales Executive, CafeMom.com and MamásLatinas.com
CafeMom
New York, NY