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Feature Article #1

Do You Give Your Lead Provider Sales Performance Data?

I hear a lot of this, “I wish my lead provider would give me better leads.” And, a fair amount of this, “Customers don’t work the leads the way they should.” However, so often that is all it amounts to–a bunch of under the breathe quibbling.
There are some basic things lead sellers and lead [...]

Bill Rice | October 23rd, 2008 | Continued

Feature Article #2

What is the Promise of Lead Management?

Lead management is certainly becoming the new buzz word in CRM. My theory is that it is to obscure the failure of the CRM concept and the budgetary fiascos it has brought to most organizations. As you know, CRM always promised big ROIs and WOW customer experiences. So, as my theory goes, CRM is out [...]

Bill Rice | July 28th, 2008 | Continued

Feature Article #3

Are You Making These 5 Lead Management Mistakes?

Are you looking to acquire more customers with less leads? That strategy would certainly improve your profit and decrease wasted marketing dollars. Unfortunately, you probably don’t even know how many opportunities you are throwing away every day. Proper sales management will instantly put you on top of every deal and increase the pull-through on your [...]

Bill Rice | July 2nd, 2008 | Continued

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Feature Article #4

Closed Loop Marketing, Generating the Best Leads

Generating demand and generating buyers are two very different lead experiences for a sales person. Demand generation typically delivers a great conversation that may evolve into something eventually at best and a non-responsive withdrawal at worst. In contrast, buyer generation delivers a lead that is ready to get to business and is just looking for [...]

Bill Rice | June 14th, 2008 | Continued

About this Site

Lead Marketwatch is another lead management service of Kaleidico. Our unique insight, from servicing thousands of lead buyers and the most popular  real-time Internet lead channels, brings you data and analysis that will help you buy leads smarter and convert more of them to deals.
Lead Marketwatch brings you objective analysis on the lead market, its [...]

Other Recent Articles

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Zillow Mortgage Marketplace Grows Up, Getting Quoted Like Bankrate.com

This is just an observation, but I thought it was interesting. As I go about my daily read of online news I am noticing a subtle trend: Zillow quoted for market mortgage rate trends a space long dominated by Bankrate.com.
What does this mean in the lead generation business? Here are a few of my thoughts, [...]

18Dec2008 | Bill Rice | 2 comments | Continued
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LeadsCon, THE Online Lead Generation Conference of the Year!

It’s coming to the end of the year and no doubt your thoughts are turning to New Years resolutions, goals, and objectives for 2009. Well let me turn you on to a very productive and profitable tip for 2009–LeadsCon 2009!
I don’t promote or advocate a lot of conference, especially for online lead generation. There is [...]

15Dec2008 | Bill Rice | 1 comment | Continued
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Reply.com Launches “Enhanced Click” Marketplace

Any publisher or marketing manager big or small knows that purchasing pay-per-click can be expensive and often produces enormous waste. The problem becomes even bigger if you are a small service provider or have a limited geographic or service footprint–you are producing good clicks, but you can’t service or place them.
What if there was a [...]

3Dec2008 | Bill Rice | 4 comments | Continued
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Yahoo to Cut 10%, Watch Bankrate.com

Yahoo has announced a pending 10 percent reduction in workforce to counter a 64 percent drop in revenue, $54.3 million compared to $151.3 million a year ago. Analyst highlight a rapid detriorating display revenue growth in the weakness.
Yahoo, Bellwether for Bankrate.com?
This made me think Bankrate.com, a notably strong performer in a struggling mortgage lead generation [...]

22Oct2008 | Bill Rice | 1 comment | Continued
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Lead Exchanges-Do They Work?

There is an interesting and lively discussion taking place at LeadCritic.com. The question posed is “Why the Lead Exchange Model Can’t Work.” The premise of the original author’s denouncement of lead exchanges seems to rest on three assumptions: “paper thin margins,” circumvention, and volume. I am not certain that I believe they can’t work. I [...]

20Oct2008 | Bill Rice | 0 comments | Continued
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Lead Generation and Advertising Spending in an Economic Downturn

Despite what many might expect several advertising surveys and analysts report are indicating that online advertising continues to grow even as the economy slows. However, it is notable that all collected research prior to the crisis shock of the last two weeks.
Duncan Riley of the Inquisitr.com, covered several of these early web advertising reports.
The general [...]

14Oct2008 | Bill Rice | 1 comment | Continued
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The Bankrate.com Herd, Follow the Bankaholic

On the heels of Bankrate.com’s $15 mm acquisition of Bankaholic.com, essentially a one man blog, other entrants drop into the space.
Paul Knag points to new bank rate comparison sites, like BankAround.com and MyBankTracker.com. Paul highlights that they are user experience remakes of the classic Bankrate.com rate tables paradigm.
Is there room and utility for more than [...]

13Oct2008 | Bill Rice | 0 comments | Continued
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Surviving the Mortgage Implosion-Frontpage of SlideShare.net

Pardon me if I take a moment to brag.
My Surviving the Mortgage Implosion presentation that I gave at TargusInfo’s Online Lead Quality Summit in 2007 (ancient history in the current mortgage meltdown) made the frontpage of SlideShare.net!
Take a look. Was I right or wrong?
Leave you comments below. I would love to know what you think.

9Oct2008 | Bill Rice | 0 comments | Continued
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Interview with Bob Harris, LendingTree President

Owen Raun and I recent spoke to Bob Harris, a longtime veteran of LendingTree, and the recently named President. Bob gave us an insiders view of the new spin out of Tree.com from IAC, the return of Doug Lebda, and some truly innovative new approaches to a tough economy.
It struck me that LendingTree continues to [...]

7Oct2008 | Bill Rice | 0 comments | Continued
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Due Diligence is a Critical Step in Lead Buying

Rene Leonard Rebello Jr., a senior financial analyst at Full Spectrum Lending, a division of Countrywide, was nabbed and will face trial for stealing leads from Countrywide to fuel his side mortgage leads business. The criminal complaint is filed in US District court for “Exceeding Authorized Access to a Computer of a Financial Institution.”
This reminds [...]

6Oct2008 | Bill Rice | 1 comment | Continued
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LowerMyBills-3 Top Executives Laid Off From LowerMyBills

TechNews.LA reports that three top executives were laid off from Experian Interactive/LowerMyBills. This follows a recent lay-off of 45 employees that seemed to be tied to the movement of their data warehouse operation to Chile.
Stephen Semprevivo, President of Experian Interactive Media, LowerMyBills, and ClassesUSA; Rob Gabel, SVP of Marketing; and Travis Thomas, VP of Sales [...]

30Sep2008 | Bill Rice | 0 comments | Continued
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Online Lead Generation-How to Convert Like LendingTree

I have bought a lot of LendingTree leads over the years. I currently own a CRM software company that is a LendingTree preferred lead management provider.
I know LendingTree leads.
I am about to give away the secret to why LendingTree consistently produces some of the best converting leads on the market.
LendingTree has been the soul practitioner [...]

30Sep2008 | Bill Rice | 0 comments | Continued
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Lead Buying-Are You Buying Leads or Customer Opportunity?

I am seeing a disturbing (or foolish) trend in the major verticals that buy leads–mortgage, debt, insurance, education, and auto. We are buying leads, not investing in customer opportunities.
Pause for a moment and think about your current online lead buying or even offline marketing. Do you have a strategy to manage your “no” customers as [...]

29Sep2008 | Bill Rice | 2 comments | Continued
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Mortgage Lead Generation-Fannie, Freddie Bailout Likely to Increase Leads

On the news of the US Treasury rescuing Fannie Mae and Freddie Mac, the mortgage lead generation should get a boost. It is certainly not going to immediately end the pain in the mortgage lead generation space, but it will certainly bring in more leads.
US Treasury Wants More Borrowers
One of the primary goals, according to [...]

10Sep2008 | Bill Rice | 1 comment | Continued
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