Lead Scoring: How-to articles covering the latest marketing tactics, tips, and strategies.

• Lead Nurturing and Marketing Automation: 15 Key Questions Answered (Questions 7 and 9)Sid Smith
  This week we answer two questions: When is a lead truly "Sales-ready," and what are some best-practices of lead scoring? And we offer two tools you can use to help ...
  B2B Marketing, Customer Acquisition, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation, Sales
• 2012's Top Lessons for B2B MarketersJesse Noyes
  I know, I know. You're probably thinking, "Great, another end-of-the-year list!" I'm with you... But, it's easy to get contemplative when the last quarter draws to a close. And there ...
  B2B Marketing, Conferences, Content Marketing, Customer Acquisition, Digital Marketing, Digital Theory, Email, Email Marketing, Inbound Marketing, Lead Generation
• From Content to Lead to Handoff: Inbound Marketing in Six StepsTracy Lewis
  Marketers today need to be more in tune with where, when, and how people want to receive messages. You need to build a presence in places that matter most, so ...
  B2B Marketing, Content, Content Marketing, Customer Acquisition, Inbound Marketing, Lead Generation, Lead Scoring, Marketing Automation, Measurement, Metrics
• How to Score Your Leads with Six Simple Questions
  "Hundreds, if not thousands, of solutions have been developed to automate lead-scoring," writes Peter Gracey at MarketingProfs. "However, those scores don't provide salespeople much valuable information." That's why he developed ...
  Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring
• Questions You Need to Ask About Your Qualified LeadsPeter Gracey
  Countless solutions have been developed to automate lead-scoring, but those scores don't provide salespeople much valuable information. Learn a practical six-question scoring system that effectively evaluates and qualifies leads.
  Lead Quality, Lead Scoring, Sales
• Why Lead Scores Should Have Expiration Dates
  It became immediately apparent to Howard J. Sewell that something was terribly wrong with his client's lead scoring system. "The most glaring symptom was the absurdly high scores: hundreds of ...
  Lead Nurturing, Lead Quality, Lead Scoring
• What's Your Lead Gen Weakness?
  How would you rate your company's all-around lead gen game? "Some companies are good at generating B2B sales leads [and] others are good at qualifying and closing those leads," writes ...
  B2B Marketing, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring
• Marketing Automation: Five Must-Do's for Achieving Maximum EfficiencyKim Roman
  Marketing automation (MA) software allows marketers to manage prospect and customer databases, track activity, and personalize their messaging. Get the maximum benefit from your MA software by taking these five ...
  Customer Acquisition, Email, Inbound Marketing, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Strategy, Sales, Webinars
• Four Ways to Improve the Lead-to-Sales HandoffKathy Rizzo
  Improving the lead-to-sales handoff at your company—and setting lead follow-up guidelines—can significantly boost ROI and help close Sales. Learn four invaluable handoff techniques you should be implementing.
  B2B Marketing, Collaboration, Customer Acquisition, Lead Nurturing, Lead Quality, Lead Scoring, Marketing Challenges, Sales, Telemarketing
• Three Ways to Improve Your Lead-Scoring ProcessJustin Gray
  Lead scoring enables marketers to precisely measure the warmth of leads before passing them to Sales, thereby increasing conversion rates. But that can be tricky. Learn how to smooth out ...
  Customer Behavior, Lead Scoring, Marketing Automation, Marketing Tips, Measurement

Lead Scoring: Podcasts containing in-depth interviews with smart marketers from all walks of life.

• The Tension Between Marketing and Sales Exposed! Silverpop's Ellen Valentine on Marketing Smarts [Podcast]by Matthew Grant
  Ellen Valentine, product evangelist at Silverpop and my guest this week on Marketing Smarts, has an interesting perspective on the perennial tension between Marketing and Sales: Technology is to blame! And it's likely the solution, too...
  B2B Marketing, Content Marketing, Customer Acquisition, Email Marketing, Email Service Providers, Lead Generation, Lead Nurturing, Lead Scoring, Marketing Automation, Marketing Operations

Lead Scoring: Online seminar broadcasts from the best minds in marketing

• Seven B2B Marketing Confessions That Will Improve Your Marketing Efforts NowBroadcast on 5/23/2013 with John Wall
  This PRO seminar will provide you with a framework that will help you navigate our ever-changing field, and increase your odds of success.
  B2B Marketing, Customer Relationships, Integrated Marketing, Lead Scoring, Marketing Strategy, Sales
• MarketingProfs University: How to Effectively Generate and Manage LeadsBroadcast on 7/12/2012 with James W. Obermayer
  This PRO seminar and first class of MarketingProfs University's B2B Lead Roundup course will show you how to set the stage for success by identifying your targets and basic metrics, establishing qualifying buying stages, generating demand, and converting and continually nurturing leads.
  B2B Marketing, Inbound Marketing, Lead Generation, Lead Quality, Lead Scoring, ROI, Sales, Strategy

Lead Scoring: Tutorials — tactical marketing know-how in just 10 minutes from subject matter experts

• Take 10: Using Email to Nurture Your Leads on a BudgetReleased on 3/16/2012 with Christine B. Whittemore
  In just 10 minutes, you'll learn how to effectively nurture your leads via email without breaking the bank.
  Customer Relationships, Customer Retention, Email Campaigns, Email Marketing, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Take 10

Lead Scoring: Marketing downloads for the busy professional

• Lead Generation How-To Guide
  Great product, great sales team, great marketing collateral - now what? People to sell to, of course. Put your lead generation tactics under the microscope with this enlightening how-to guide. Get more and better qualified leads, faster today.
  Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Sales
• Trade Show Marketing Template
  Trade show marketing is a high-risk, high-reward endeavor. This Template provides a sytematic look at trade show marketing. It walks you through selection and promotion, to follow-up and measurement. This step-by-step guide will insure your trade show marketing is effective, efficient, measurable, and successful.
  Lead Generation, Lead Scoring, Marketing Tips, Metrics, Sales, Trade Shows/Events