I am here in lovely Las Vegas and enjoying the Targus Lead Quality Summit. I attended the financial track which covered lead scoring, buyer and seller partnerships and negotiating the the current lead generation market.

The first session was lead by AccuQuotes Sean Cheyney. It was a great presentation that covered lead segmenting. He broadly covered how they break down different lead segments as well as segmenting out the sales staff based on performance. Sean pointed out how they will distribute different leads based on historical analytics to different sales groups. Lead are broken down by conversion data, source, filters, etc.  Overall a very good presentation.

That lead into my co-presentation with Sparkrooms Chris Meerschaert where we discussed our experiences on the buy and sell side of the equation. Topics included the sharing of data and the lack of it, data validation, and lead quality. Overall a good conversation between buyers and sellers took place. My hope is that the buyers in the session will be more open to sharing data with their lead partners and that lead generation companies will actually do something with it.

Lastly, rock star Brian Stapp and Scott Shanker discussed the hurdles of internet marketing in todays market. Brian emphasized that what worked years ago does not work today. Consumers are loosing trust with advertisers and marketers need begin building that trust with the consumer to generate high intent leads. He mentioned that targeting ads to fulfill the filters of the buyers are of the most importance these days, with shrinking loan guidelines in mind.

I must keep the review short, but will go into more detail in the days to come.

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