Rice’s Riffs

There is more and more conversation about lead quality on the Internet, but I contend that a big part of this conversation is actually about lead intent. Lead quality is probably more accurately and narrowly defined by three elements: (1) was it gathered in context and did the offer or teaser have integrity, (2) is the lead [...]

Have you noticed that your inbound call center is slowly transforming into an outbound center? Are you ready? Do you have the tools and architecture to be successful?
The first obvious question is why is this paradigm shift occurring? The short answer is that consumers are shifting their increasingly limited attention to the Internet and advertising/marketing [...]

Software-as-a-Service has been quietly gaining market share in the enterprise, where control once was the rule. Nowhere has this been more evident than with CRM applications like Salesforce.com declaring, “no software.” So, why should you consider SaaS when you select your sales management solution?

Immediate deployment and therefore return
Easier for vendors to commit to and met [...]

Bingo! Troy has hit it right on the nose.
This is something Jeff Bell and I learned and practiced at DeepGreen Bank and emphasized and perfected very early on at Kaleidico.
Getting the customer to close a transaction is all about matching their usage patterns to the usuage patterns of the sales person or automated process. [...]

I have been spending some time learning more about the buzz around the attention economy. Not entirely for academic reasons, but because my company, Kaleidico, provides customer acquisition and lead management solutions. So, we are focused on maximizing our clients’ conversion rate.
One of the challenges of maximizing conversion is ensuring our clients are getting the [...]

This 38% year-over-year shift of ad dollars online will definately supercharge the lead management market.
Traditional print and broadcast media need sophisticated call routing technology to handle these one-way communication channels. However, online media facilitates a two-way conversation with customers. That requires the management of electronic data and equally sophisticated lead routing to ensure maximium [...]

Jeff Bell discusses the use of evolutionary algorithms to create learning systems. Systems that continually adapt and optimize your lead conversion methodologies. This is a radical enhancement to the typical “round robin” allocation of leads or even the static prioritization of leads (i.e., product and service requests).
This is very exciting in that is evolves direct [...]

Brian Kukwa talks about mortgage lenders’ need for a customer acquisition strategy in the emerging market and how the partnership between Kaleidico and LoanWeb can be that winning strategy.
(Via Brian Kukwa’s Blog.)

The last bubble and aggressive consumer adoption of the Internet channel for retail transactions are going to create opportunities for disruptive innovation. Wired highlights why we are in a market where it is cheaper to innovate than to carefully migrate to the Internet.
Wired 14.02: The New Boom
First, technology adoption has continued at a torrid pace [...]

Brian Carroll of the B2B Lead Generation Blog has an older post that highlights the critical point I was making in this post. Responsiveness is everything to customer experience on the Internet and resultingly everything to your conversion rates.