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

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!

” 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

The fastest and easiest way to boost sales is typically in prospect identification.  In other words, what aspects or “behavior” would an ideal business prospect possess?

This behavior could mean past purchasing history, their current use of products and services, or maybe their inclusion in certain niche media sources etc..  What is important is that you and your sales team are using a consistent set of rules to determine who deserves your valuable time.  After all time is money, and if that’s true, which it is.. then spend a little time reading this blog post by Brian Carroll Lead Generation Check List

Most sales people give up at the end of the year, only focusing on the prospects that are already in their funnel.  This is a huge mistake, and savvy sellers know this.  The smartest sales people will target large prospects (sometimes ones they have never even approached before).

They target prospects that have leases on equipment that are 50-57 months old, because these business prospects have the highest probability of entering into a new equipment lease in the next two weeks.  As great sales people know, timing is everything, and there really is no better time than now to approach large accounts that will upgrade their equipment to take advantage of section 179 (show them the free calculator). Even with a complicated sale that would typically take months, great sales people can land large accounts in days, at least with proven prospects that will buy now to save thousands.