Commercial financing companies and lenders have now been categorized with the latest business to business prospect database. All captive equipment leasing companies have been categorized by the particular equipment that they sell & lease.  These categories include:

Agricultural Equipment sales leads, Aircraft Equipment Sales Leads, Automotive tools & equipment sales leads, Boat Dealer sales leads, Computer equipment sales leads, Construction equipment sales leads, Copier sales leads, Finance & Equipment Leasing Sales Leads, Fitness Equipment Sales Leads, Food Processing Equipment sales Leads, Golf Cars & Equipment Sales Leads, Landscaping Equipment Sales Leads, Laundry Equipment Sales Leads, Lift Truck Sales Leads, Logging Equipment Sales Leads, Machine Tool Sales Leads, Manufacturing equipment sales leads, Medical equipment sales leads, Phone System Sales Leads, Printing Equipment Sales Leads, Trucking equipment sales leads, Vehicle Sales Leads, Welding Equipment Sales Leads

Most commercial financing institutions, including major banks and community banks have been categorized and ranked with our latest BtoB database.  Financing categories include:

General Equipment Leasing, Business Loans, Agriculture Loans, Debt Collection, Entertainment Finance, Factoring & Merchant Cash Advance, Hospitality Leasing, Investment Banking, Money Transfer, Real Estate Backed Loans, Structured Settlements, Wireless Land Leases

Make That Sale! – Most Memorable Sale from DreamSimplicity on Vimeo.

Hosted by Gerhard Gschwandtner, Founder & CEO of SellingPower Magazine. You can follow his blog here

“Beginning in 1981, Gschwandtner took Personal Selling Power (Now called: Selling Power Magazine) from a Four Color direct mail piece that was sent to 25,000 sales managers to a highly circulated global sales publication providing rich sales content to its readers, with insight from key thought leaders from various industries.” The Full Wiki

http://www.youtube.com/user/ProvenProspects

You can even subscribe to our YouTube Channel while you’re at it. We will be posting a lot of videos demonstrating our new services and features.

Thanks so much for your contniung support.

The ProvenProspects Team!

First, let’s get really clear on how SaaS changed our mindsets.  Ten years ago companies that utilized software were in the business of procuring and managing software.   Companies had to first buy the software, then install it on one’s own servers, and finally manage that software over time.

Many companies realized that procuring and managing software wasn’t a core competency – but ten years ago there was no other choice.  Salesforce led the SaaS revolution by convincing companies that choosing to use software as a service was a better way to go.   Interestingly, Larry Ellison is well known for both dissing SaaS as a model that will never make money, and at the same time proclaiming that Oracle will eventually dominate many SaaS offerings.   My belief is that SaaS has fundamentally transformed the software model, and will continue to do so into the future.  All the big enterprise software companies are making huge bets on SaaS.

Take a look at how most companies deal with data today.  They spend a bunch of time and money buying lists, attending tradeshows, and having sales teams prospect for leads. After companies procure their records the data goes into its container (example: Salesforce) – and it usually just sits there and rots.

Most SMB companies perform zero maintenance on their databases.  Large companies spend a ton of money on the maintenance of their data sets, as well as on procurement.  For companies of all sizes their customer and prospecting database is the lifeblood of their business…” read more

” Lead scoring can be a very complex process, consider this article an introduction to some of the basic concepts of lead scoring, and how it is used to manage your prospective customers as they move through the funnel and their level of interest in the solutions to their problems that your company provides changes.

The main objective of lead scoring is to rank prospective customers numerically based on their level of interest in order to empower the sales department with better actionable information about theprospective customers they are, or plan to engage with.

1. What is lead scoring?
Lead scoring is a process that enables sales to identify more sales ready leads faster. It’s a qualification process of assigning a numeric value (or score) to leads to qualify or rank them according to their level of interest. Lead scoring allows sales to quickly identify promising prospects by simply checking their lead score.

2. What do I need before I start lead scoring?
It’s important that you have a universal “lead” definition that both Sales and Marketing agree on. There’s no sense in Marketing scoring leads to identify quality, if Marketing and Sales aren’t on the same page about what “quality” actually means.

3. Why should I score leads?
Assuming leads move through the funnel step-by-step, or even if they don’t you want to be able to track and adjust their lead quality as their behavior or interactions with your website and other content changes over time. With lead scoring, each action a lead takes can be counted differently, and ultimately add or subtract from their lead quality score, making them more or less promising as a prospect.

For example, when a prospect clicks through from a tweet to your blog do you want to assign them the same weight as a prospect that signs up for a recent webinar? Maybe do, maybe you don’t but either way, lead scoring will keep track of this behavior and keep score automatically.

4. What should I know?
Lead scoring is comprised of two parts: “explicit” and “implicit” information. While both types of data are equally important, implicit data tends to be more telling and thus may be worth more to the lead scorer. Explicit data is more of the “fit” of the prospect to your product, including attributes like; company, size, industry segment, job title, location, budget, authority and timing.

Implicit data on the other had is evident in the prospects digital body language; specific web pages visited, number of pages, recency of response, email activity, social media activity, or downloads of resources such as white papers or webinars.

5. What’s process like?
As each lead takes an action, their score changes (score will also change if lead is inactive). Marketing Automation can help here because it enables automatic re-scoring triggered by every action the prospect takes (that you’ve assigned a score to) otherwise you would have to do this manually.

For example, if A, B, or C defines “fit” with your buyer personas and 1, 2, 3, or 4 defines “engagement“, or digital body language, a combined score of A1 would be a prospect that has an ideal fit, and a maximum level of engagement. A prospect with a score of A4 might be the right fit, but has minimum engagement, and would be a good opportunity to funnel into a nurturing program until they have a higher engagement score. Prospects with scores more like C1 or D1 show very high engagement, but very low fit, this may be a prospect that is researching for a more senior decision maker, and worth your while to follow up with.

In the end, lead scoring can be highly effective at delivering sales with better qualified leads, but remember, if Marketing and Sales have not agreed on a “universal lead definition” true success is at risk. This process is highly effective when both Sales and Marketing have worked together to develop the definition of a qualified lead. So your first step is to start there. Find your sales counterpart, reach agreement, write it down, and begin your lead scoring project.”  read more

Cisco builds ‘Thrive’ site campaign in eight weeks

Last fall, Cisco Systems’ salespeople began reporting how customers were struggling in the difficult U.S. economy. In response, Cisco’s marketing team rapidly created a program..
Cisco’s marketing chief sits down with ITM
Marilyn Mersereau, senior VP-corporate marketing at Cisco Systems, recently spoke with Inside Technology Marketing about the changing role of sales and marketing within the technology company..

Carter on IBM’s social media push
Sandy Carter, VP-IBM Software Group Channels, recently spoke to ITM about social media and how it fits into the company’s overall marketing strategy.

What is building43—and should you want one?
If social media is about starting conversations, why not hire the best conversation starter you can find?

Pursuing government tech spending in 2009
This year, technology sales as a whole may be flat—CIOs plan increases of just 0.16%, according to a recent survey by Gartner Executive Programs.

EMC’s ‘uber-integration’ database marketing
Storage vendor EMC Corp. has 3 million leads in its database. While that’s an impressive number, it can be a burden—especially because that database contains leads from several companies EMC acquired.

Novell ‘hashes’ out new campaign
One of the challenges of social media marketing is that it really shouldn’t look like marketing at all.

SAP cultivates customer communities
As the software industry has consolidated and diversified, successful companies have increasingly been those that build an ecosystem of customers and partners who support each other and share customized programs.

Community marketing with an offbeat twist
Marti Konstant’s years in technology marketing have made one thing abundantly clear to her: Engineers aren’t like the rest of us.

Why Phoenix Integration outsourced its marketing
Phoenix Integration, a maker of process integration and design optimization software, is realizing efficiencies in the down economy by outsourcing almost its entire marketing function.

1. Creating Sales Opportunities With Lead Scoring
2. Content Mapped to Buying Stages -Powers Nurturing Results
3. How to Optimize Lead Nurturing to Pump Up Your Sales Pipeline

This guide contains lots of great diagrams and charts to illustrate all of the major points
Click Here To Download

1. Volume- How many good contacts can I retrieve from this system?
2. Completeness – can I get every field I want?
3. Accuracy – is the contact information correct?).

“…This case study asked 10 well known BtoB data vendors to report how many contacts they had within 10 chosen industries (by SIC).  They also asked whether they code firms with NAICS.  Finally, it asked the vendors to report the number of complete contacts, “complete” meaning that the record included the full name, address, title, phone, fax and email.  Download Email Marketing List Vendor Comparison

-”At age 16, Michael Dell followed the KISS (Keep It Simple, Stupid) Principle to identify those most likely to purchase a subscription to The Houston Post (newlyweds and those who were moving into a new home), he enlisted the assistance of schoolmates to obtain the names and addresses of prime prospects from public sources, and then mailed a customized letter to them. Thousands of subscriptions were sold that year. He earned $18,000.

Who buys what I sell? Why? What is the best way to identify them? What is the best way to contact them? (Certainly not door-to-door) How can they help me to reach others who are also prospects? Obviously, $18-thousand is substantially less than $18-billion but what is most important is the fact that essentially the same strategies achieved both totals.” read more here