Lead Scoring

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• 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
• Six Best-Practices to Improve Sales and Marketing AlignmentLaura Patterson
  Your sales and marketing organizations are the most critical links to customers. The alignment of those two organizations determines how well a company attracts buyers and sells to them. The ...
  Collaboration, Lead Nurturing, Lead Scoring, Marketing Tips, Sales
• Lead Scoring: An Easy Three-Step Process
  Despite the proliferation of emerging media channels and ever-tightening marketing budgets, notes Chris McArdle at DemandGen Report, "fewer than 10 percent of B2C organizations are using proven techniques to effectively ...
  Lead Generation, Lead Quality, Lead Scoring
• Score!
  You probably use a lead-scoring system to answer a number of questions—for instance, to determine whether a lead is ready for your sales team or needs to be nurtured. "Much of the ...
  Lead Generation, Lead Scoring, Marketing Tips
• Maximizing Lead Generation Marketing ROI (Part 1): Lead Quality CountsJim Lenskold
  Marketers responsible for lead generation are all too familiar with some common challenges—getting closed-loop feedback from the sales organization, measuring marketing effectiveness beyond just lead quantity and cost per lead, ...
  Lead Generation, Lead Quality, Lead Scoring, Measurement, ROI
• Lead Scoring: A Leading Priority for MarketersLisa Cramer
  Today, leads flow to Marketing from ever-increasing online sources—email campaigns, the company Web site, Google AdWords and Google searches, webinars, online advertising, blogs, and virtual trade shows—as well as from ...
  Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring
• Five Key Steps to Measuring Your Lead-Nurturing InitiativeKathy Rizzo
  Whether you are campaigning to gain budget approval to implement your nurturing strategy or need to illustrate ROI for an existing nurturing program (or you are just trying to evaluate ...
  Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Marketing Tips
• 25 Metrics to Prove Marketing Drives SalesRoy Young
  Driving sales is what B2B marketing is all about. Although the precise roles and responsibilities of Marketing may differ from company to company, your marching orders are the same: Help ...
  B2B Marketing, Customer Retention, Lead Generation, Lead Quality, Lead Scoring, Metrics, Sales
• Casting a Wide Net for Leads? Here's How to Get Great ResultsAnna Talerico
  Here's a popular way to generate online leads: Buy a keyword ad on a search engine site. In your ad, offer free content -- such as a white paper -- ...
  Collaboration, Landing Pages, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Sales
• Five Ways to Improve Your Lead ManagementRobert Moreau
  Marketing departments perform many tasks throughout the year: hiring good talent, keeping quality employees, choosing the right communications strategy, improving ROI, and generating higher quality leads for Sales. But with ...
  Collaboration, Lead Generation, Lead Nurturing, Lead Quality, Lead Scoring, Marketing Tips, Sales
• 10 Ways to Improve Your Conversion RatesJay Bower
  OK, you got your prospect to raise his hand and seek out further information about your product or service. Now comes the really hard part: turning him into a buying ...
  Landing Pages, Lead Generation, Lead Quality, Lead Scoring, Marketing Tips, Segmentation, Targeting, Testing, Websites, White Papers
• How to Improve the Quality and Cost of B2B Leads (Part 2 of 2)Jeff Kostermans
  efore those elusive sales prospects come beating down your door, be sure you have a plan in place to accelerate the sales cycle. Here are five ways to optimize the ...
  B2B Marketing, Copywriting, Landing Pages, Lead Generation, Lead Quality, Lead Scoring, Measurement, Testing