In today’s interview with Mick Hollison, we talk about predictive analytics as it applies to lead scoring. Mick is the CMO for InsideSales.com and a regular contributing author for Inc. Magazine.
Predictive analytics is a brand new topic for us on the BrightIdeas podcast. Predictive analytics helps you make objective decisions about lead quality based on key pieces of data. This information helps your sales team focus on those leads that have the highest probability of becoming customers.
Listen up and hear Mick explain in layman’s term what predictive analytics is, how it works, who should care about it, and how you can use it.
Listen now and you’ll hear Mick and I talk about:
- (01:25) Introduction
- (05:40) Please tell me about the predictive analytics article you wrote for Inc. Magazine
- (08:40) Who should care about predictive lead scoring?
- (09:26) How many leads per month do I need for predictive analysis to be valuable?
- (11:00) What will predictive analysis give me insight into?
- (12:45) How does predictive analysis affect the experience of the sales reps daily routine?
- (15:40) How does the scoring actually get tabulated?
- (19:10) What advice would you give to people who want to improve their conversion?
- (23:55) Tell me about one of your biggest mistakes or lessons learned.
- (28:10) What is the recommended pattern of follow-up for your leads?
- (32:00) Please tell me about one of your customers success stories
More About This Episode
The Bright Ideas podcast is the podcast for business owners and marketers who want to discover how to use online marketing and sales automation tactics to massively grow their business.
It’s designed to help marketing agencies and small business owners discover which online marketing strategies are working most effectively today – all from the mouths of expert entrepreneurs who are already making it big.
About Mick Hollison
Mick Hollison has over 20 years of experience in technology marketing, product management, and sales. He currently oversees all marketing efforts including public relations, content marketing, paid advertising and website conversion for InsideSales.com. He has also worked with many other companies including Citrix, Microsoft, and IBM. He is an accomplished public speaker who has shared his insightful messages on the business impact of technology with audiences around the globe.