Filling the pipeline ... our lead-gen presentation arrives
As Brian Carroll would say, it starts with a lead. Carroll was a featured guest in our recent web clinic, Filling the Pipeline: How a LeadGen Test Strategy Achieved an 86% Increase.
If you couldn't catch it live, we hope you'll find the presentation valuable. Flint McGlaughlin broke down three recent tests we conducted that yielded major increases, and discussed ways to use friction and incentive to improve lead generation efforts.
One of the more surprising ideas is a model for increasing friction intentionally and using it to improve lead quality as opposed to volume. If your sales team is always pushing for more leads and better leads, you'll want to start testing this idea immediately.
Our thanks also go out to TruckSchool.com -- the website that our experts and attendees critiqued in a quick-fire live optimization session.
Questions or comments on the presentation? Does the info square up with your own lead-gen results? Post a comment and let us know.
Comments
Great research with practical application and delivery. Highly recommend!
Posted by: Chris Golec | June 18, 2008 7:12 PM
The 2 Dial system was especially helpful. We capture email addresses on our "dial 1" and "dial 2" is an actual product selection for a budgetary price. We have only been following up with the dial 2 entries and now see the value of nurturing "dial 1"s.
Thanks for a great presentation, I listened to every minute.
Posted by: Dale Underwood | July 18, 2008 11:35 PM
Thanks for posting, Dale. We're glad to hear you found the presentation helpful. The two-dial method Flint McGlaughlin and Brian Carroll described, and the idea of using it to adjust the level of friction to get more of the leads you want, can make a big impact. Please keep us posted on how your testing works out. We hope you'll join us for future clinics.
Posted by: Hunter Boyle
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July 21, 2008 9:26 AM
Marketing Experiments is such a great resource - thanks for sharing so much helpful information!
Posted by: K Hull | August 12, 2008 11:51 AM