Lead Scoring

Lead Scoring 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.

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

B2B Marketing Best Practices 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 use lead scoring 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.

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B2B Marketing Podcasts 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.

Download mp3 (9MB)

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