Posted on03 May 2007.
Are lead-gen companies gaming the Lead Marketwatch widget? It looks as though a few companies may be cherry picking leads and sending them to Icosales users to improve their conversion numbers on the Marketwatch Widget.
I wonder if other companies are doing the same? It makes me want to become an Icosales user specifically for the lead quality:)
[...] the widget. I have speculated in the past about lead providers possibly gaming the widget here and here. It turns out that a lead provider actually been caught doing [...]
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This is definitely a consideration when you offer any sort of live data transparency like this, and I do not deny that the data seems to indicate some gamesmanship.
However, there are some other considerations that have advantaged JuicyLeads in the widget. The majority of their leads are being bought by a couple of lenders that have rock solid, lead crushing sales and lead management processes. To illustrate this, look at the application rate of LoanWeb (because this is the only other Lead Provider the lenders that are buying JuicyLeads share) in the Lead MarketWatch widget–5.77%. However, if you were to look at these lenders current average application rate for the LoanWeb channel it would be 12.84%–so don’t discount the effects of leveraging a strong sales process and effective lead work flows.
I draw your attention to lead work flows because we are getting ready to launch an education/training piece on implementing High Performance Lead Work Flows to increase not only your conversion, but also your sales velocity. icoSales’ ability to automate lead work flows is why you see leads entering the system and going to application in less than 7 days at rates of 5-12%–unprecedented numbers in the industry and especially in this market!
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Thank you for the explanation,
Please let us know when you will be releasing the training piece. We can all benefit from you insight and experience
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