Lead Scoring

Lead Scoring Success Kit

Learn how to establish automated lead qualification processes, track online activity and score leads based on demographic and behavioral scoring.

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Best Practices and Tools

Lead scoring is an integral part of modern lead management. By tracking your prospect’s behaviors and web activity, you can determine their level of interest in your solution (engagement) in addition to your interest in them (demographics targeting). Only by combining both factors can you send truly qualified leads to sales.

Learn why lead scoring matters and how to do it right by downloading best practices, webinars, and podcasts.

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Lead Scoring

Lead Scoring Cheat Sheet

3 votes, average: 5.00 out of 5 | 539 views

The Lead Scoring Cheat includes a complete description of lead scoring and key terms to enrich your B2B Marketing vocabulary. You will also learn the distinction between Demographic and Behavioral Scoring as well as lead scoring tips and techniques, both basic and advanced. The Lead Scoring Cheat Sheet also provides you with samples and illustrations of lead scoring and lead score creation to improve your grasp on this subject.

A Marketo Success Kit

2 votes, average: 4.50 out of 5 | 388 views

Start passing more qualified leads off to sales with the Marketo Lead Scoring Success Kit. Learn how to establish automated lead qualification processes, track online activity and score leads based on demographic and behavioral scoring.

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Best Practices in Lead Scoring

Are They Hot or Not? A Marketo white paper

5 votes, average: 4.20 out of 5 | 362 views

In this paper, Marketo gives you detailed tips about how to score leads as a way to align sales and marketing. Working with your sales team, you must determine the traits that make up your “ideal” prospect, decide the level of engagement needed to create a top qualified lead, and then review your scoring methodology. Learn how to use progressive profiling and smart forms to increase form completion rates, score prospects based on specific activity and evaluate response to further improve nurturing tactics.

A Marketo Webinar on Demand

1 vote, average: 4.00 out of 5 | 273 views

This webinar shares how to use lead scoring to help identify and prioritize sales-ready leads and how to use lead nurturing to establish a relationship with prospects that are not sales ready. This session shares hands-on techniques that you can immediately use in your existing Salesforce account, as well as more advanced techniques that incorporate automation, behavioral tracking and drip marketing campaigns to increase lead quality and volume.

A Marketo-Buzz Marketing Podcast

1 vote, average: 4.00 out of 5 | 168 views

As part of an ongoing series about sales and marketing alignment, Paul Dunay of the Buzz Marketing for Technology podcast and Jon Miller recently chatted about why B2B marketers should care about lead scoring and how they can get started qualifying and prioritizing leads.