Leads
People or organizations you know nothing or very little about.
[usage] A search engine friendly web site can deliver leads from across the globe.
Sales leads can come from many sources including:
Prospect Initiated - Includes leads obtained when prospects initiate contact such as when they fill out a website form, enter a trade show booth or respond to an advertisement.
Generating Leads to Grow Your Business - Part 1
If you are an independent professional or small business owner, building the list of prospects you market to should be one of your core marketing activities.
Leads: names, addresses and/or other details of individuals or organisations which could be potential customers.
Learning: the change in behaviour that results from experience and practice.
sales leads
telephone inquiries, letters, responses to advertising or direct mail, etc that direct a salesperson to a prospective customer
sales literature ...
The leads arrive at a central entry point for evaluation and qualification. For high-end products with expensive fulfillment programs, you might want to call back immediately to firmly qualify the inquiry or lead.
Those leads are not really targeted as they didn't subscribe to your specific offer.
Often the date of subscription has already passed for several days when the leads are sold.
see sales leads
learning
fixed behavioral changes resulting from an individual's experiences ...
Tracking leads Scheduling sales calls or mailings Tracking responses Generating reports
[edit] Analytical CRM
Analytical CRM analyzes customer data for a variety of purposes: ...
Qualified leads
Names and addresses of individuals who have taken a positive action to indicate genuine interest in a given type of offer.
R ...
MySpace still leads the pack in this arena, hands down. The community is easily searchable; you can have an unlimited number of friends, broadcast messages to all your friends with one click of the mouse, ...
Sales-Ready Leads (SRLs) - A lead that is ready for sales interaction, often decided by a lead score
Scoring methodology - The framework by which leads are scored (e.g. points, letter grades, etc.) ...
This can usually be calculated by taking the total campaign expense, and dividing it by the number of leads, subscribers or customers it generated.
Lead Conversion Rate The percentage of leads which become customers. Lead Tracking The process of keeping up with what has happened to a lead (prospect who has expressed an interest in your product or service).
Conversions can be sales, leads, sign-ups, page views (of important pages), or a default conversion (a unique action to a particular website).
The advertiser would pay based on the number leads received. [edit] Cost Per Order (CPO) Pricing based on the number of orders received as a result of your ad placement. Also known as cost-per-transaction.
Research suggests that in many cases advertising leads to a relatively modest increase in sales. One study suggests, for example, that when a firm increases its advertising spending by 1%, sales go up by 0.05%.
Acquisition Rate (AR): The key metric to evaluate the quality of leads and the effectiveness of a sales process, reflecting the percentage of people acquired as customers from leads out of the total population exposed to the acquisition effort.
Using general terms like 'see more' instead of something more specific such as 'blue carrots' can also be misleading about where the hyperlink leads to, leading to less clicks and less traffic.
This is the percentage of your clicks that generate sales or leads.. This number is given by dividing the number of sale/leads by the number of clicks you send to the offer.
Lead Generation - Web sites that generate leads for products or services offered by another company.
Trap Door - A trap door is a type of banner advertisement that leads to a page that does not easily allow the visitor to return to the previous page the banner was on.
Cost Per Acquisition or CPA refers to the average cost of acquiring leads or customers. It is most commonly associated with Search Engine Marketing (SEM).
Affiliate - A website owner that earns a commission for referring clicks, leads, or sales to a merchant.
A Web-based pay-for-performance program designed to compensate 'affiliate' partner web sites for driving qualified leads or sales to a 'merchant' web site.
CPA Empire - similar to AzoogleAds
Amazon Associates - Amazon's affiliate program
Clickbank - an affiliate network for selling electronic products and information ...
Tracking Method: the way that a program tracks referred sales, leads or clicks.
The Association of National Advertisers leads the marketing community by providing its members insights, collaboration and advocacy.The ANA strives to promote and protect all advertisers and marketers. See ana.net for more information.
animated GIF ...
Conversion Rate: The rate at which qualified leads convert to sales, calculated by dividing the number of closed leads by the number of qualified leads delivered to the sales force.
banking crisis A loss of confidence in the banking system that leads to a run on banks, as individuals and companies withdraw their deposits.
barriers to entry Factors that make it difficult or costly for firms to enter an industry or market.
Tall Organization A format with several levels of managers. It leads to close supervision and fewer employees reporting to each manager.
Target Market The customer group that a retailer seeks to attract and satisfy.
Targeted traffic is to websites what qualified sales leads are to salespeople. These are people who deliberately visit a site through a link that determines a visitor's needs before they click.
A commission is earned on the leads generated (PPL - Pay Per Lead) or the sales made (PPS - Pay Per Sale) or a combination of the two. The key to lead generation is to find and match targeted consumers with quality products.
Leads can be generated by attracting potential customers to sign-up for short periods of time, before signing up for the long-term e.g. which.co.uk.
The Internet could be used for advertising e.g. Google Adwords.
Definition: A general marketing term used for the material used to generate leads and sell advertising developed and designed by art directors and/or copywriters in an ad agency.
Marketing Glossary ...
In a pay per lead agreement, the advertiser only pays for leads generated at their destination site. No payment is made for visitors who don't sign up.
Handed-overs
A term used by telemarketing agencies to describe when hot sales leads are passed on to the client for them to pursue.
Headline
Large text carrying the main selling message.
Any arrangement through which a merchant pays a commission to an affiliate for generating clicks, leads, or sales from links located on the affiliate's site. Also know as associate, partner, referral, and revenue sharing programs.
Conversion Rate
The number of visitors to a website that end up performing a specific action that leads to a conversion. This could be a product purchase, newsletter sign up or anything where information is submitted.
They may provide information which leads the respondent to consider the subject in a specific way. Bias may be introduced through verbal or facial expressions, body language, or by paraphrasing questions.
Focus Group Moderator:
The trained professional that leads the focus group and is appointed by the client.
Indepth qualitative data can be collected from a group of resondents.
Discussion amongsts groups leads to greater understanding of consumer needs.
Disadvantages ...
Bird Dogs - individuals, sometimes junior salespeople, who seek out sales leads and prospects for more experienced salespeople.
Similar to Pay Per Click, PPL is an advertising payment model in which payment is made on leads not just clicks.
to the top
PC ...
Search Engine Marketing is a broad term that describes all of the activities used to promote web sites and thus generate leads and sales from search engines. SEM includes PPC Management, landing page optimization and SEO.
cognitive dissonance - A state of psychological tension or postpurchase doubt that a consumer may experience after making a purchase decision. This tension often leads the consumer to try to reduce it by seeking supportive information.
Percentge of recipients who respond to your call-to-action in a given e-mail marketing campaign. It is the final measure of a email campaign's success. The conversion might be sales, sales leads, appointments or event specific user information.
This revenue is shared with Google AdSense host sites, typically on a PPC basis (which sometimes leads to Click Fraud).
pricing and involves setting very low prices aimed at establishing mass markets, possibly at the expense of other suppliers. Under this strategy, the product enjoys a high price elasticity of demand so that the adoption of a low price leads to ...
The chain is: Producers> Wholesalers> Retailers> Consumers. Pull is a strategy used to intensify the sales by advertising heavily which leads to consumers demand, in turn the retailers give order to the wholesalers.
Analytics programs typically give performance data on clicks, time, pages viewed, Web site paths, and a variety of other information. The proper use of Web analytics allows Web site owners to improve their visitor experience, which often leads to ...
Publishers publishing contextual ads [link: ] are typically paid per ad click. Affiliate marketing programs [link: ] pay affiliates for conversions - leads, downloads, or sales.
CTC is on of the most important Internet Marketing performance metrics used to evaluate online campaign ROI (Return on Investment) and represents an online campaign's efficiency of converting visitors to leads and/or customers.
For most businesses, and especially those that do not actually sell directly off their websites, the most wanted response should be to generate and capture sales leads.
Shoppers already know which product categories they are shopping for - wine, juice, frozen food, healthy alternatives - so packaging that is focused on the product itself offers neither new information nor a unique experience that leads consumers to ...
They become a variable cost in terms of generating the number of people exposed to the target page (this number is based on the CTR from the host vehicle), the number of leads generated (CPL) or the number of sales (CPS).
 See also: Market, Marketing, Product, Customer, Offer
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