Lead Scoring
Resources
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.
Lead Scoring Glossary of Terms
Develop a better lead scoring process by applying these terms, including depreciation, multiple scoring, point caps and more.
Lead Scoring
Lead Scoring Cheat Sheet
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.
Using Lead Nurturing and Scoring to Deliver More and Higher-Quality Leads
A Marketo Webinar on Demand
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.
Best Practices in Lead Scoring
Are They Hot or Not? A Marketo white paper
In this paper, we give 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.
Lead Scoring Best Practices
A Marketo-Buzz Marketing Podcast
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.
More Links
Behavior Key When Scoring Online Leads
A BtoB Magazine article
Improving Lead Quality Can Improve Sales Productivity
A Modern B2B Marketing Blog post
Measure relationship depth
A Modern B2B Marketing Blog post
