How Lead Scoring Benefits Your Sales Department
B2B sales departments juggle leads every day. How do those leads get managed? And how effective is the sales team in closing sales from the marketing leads it receives? Lead scoring can improve sales effectiveness by ranking leads according to various attributes. Let’s dig deeper into how lead scoring benefits sales. Lead scoring programs are […]
How Lead Nurturing Can Optimize the Marketing Funnel
The marketing funnel can be a powerful tool for converting leads into sales, but it cannot create meaningful and lasting relationships with new customers without lead nurturing as the backbone of the funnel. Modern customers have more choices and higher expectations. The marketing funnels main purpose is to capture a lead’s interest by providing them […]
How Lead Scoring Can Optimize the Marketing Funnel
Learn how lead scoring can optimize the marketing funnel. Every aspect of lead scoring has the ability to optimize the marketing funnel’s potential for converting leads into customers. Lead scoring is a proven method for assigning value to leads based on their demographic profile and their engagement behavior. Lead scoring helps the marketing team determine […]
Who Should Develop Your Lead Scoring Matrix?
Is your lead scoring matrix for your lead management system built solely by the marketing department? Is your sales department responsible for providing the parameters that will be used in your lead scoring model? Who should be included when your company is developing a lead scoring matrix? Industry leaders will tell you: the best way […]
7 Successful Tips to Improving Lead Scoring
The marketing team is working hard to collect an abundance of information on potential leads using demand generation activities like email, newsletter, website and event registrations. Every lead has a unique profile based on how the information was obtained, their demonstrated interest in a product or service, and their demographic characteristics. Lead scoring is a […]
Managing Time During B2B Lead Scoring Crusades
It’s important to start managing time during B2B lead scoring crusades. Numerous aspects involving bringing leads into sales departments, doling them out to proper salespeople while keeping these B2B prospects ‘hot’ revolve around properly managing time. It’s rather rudimentary when sending new emails between departments after individuals fill out contact forms requesting more information or […]
Predictive Analytics Fuel Operative B2B Lead Scoring Drives
Businesses primarily servicing B2B industries invariably find predictive modeling platforms particularly useful when futuristic campaign initiatives are considered. Using strategically placed questions, algorithmic-ally calculating cause and effect while providing consistent updates to computerized modeling makes B2B lead scoring seamless on all levels. Many businesses question the effectiveness current analytical platforms programmed by Google or collegiate campuses since […]
Lead Scoring vs. Lead Grading
Within the B2B marketing niche, the term “lead score” often refers to the quantification of the behaviors and attributes of a marketing lead. But a lead’s score is typically just one component in a lead qualification matrix. A lead’s total rating (hot, warm or cold) is actually a combination of a lead grade and a […]
Developing Behavioral and Demographic Lead Scoring (Part 2)
In a recent blog titled Developing Behavioral and Demographic Lead Scoring (Part 1) we talked about using behaviors to help score/qualify leads. In this blog post we’ll look at the other contributing factor to lead qualification, demographic lead scoring. Demographic Lead Scoring A demographic lead score is used to identify if a lead has the […]
Developing Behavioral and Demographic Lead Scoring (Part 1)
This is part 1 of a 2 part series on developing behavioral and demographic lead scoring. Lead scoring criteria can be categorized into two distinct types; behavioral and demographics. Every successful lead scoring campaign needs to weigh both sides of their lead’s profile to determine their individual potential for conversion. A lead could have all […]
Consistently Improve Your B2B Lead Scoring Models
Salesmen find implicit data most viable when assigning new values after successful B2B lead scoring campaigns have commenced while marketing professionals remodeling new campaigns would find explicit information more plausible, especially when leads which previously were unsuccessfully nurtured need shifted towards different niche markets. Whichever angle your current goals reside, consistent improvements to B2B lead […]
How Customer Engagement Data Can Fuel Lead Scoring
Lead scoring is a systematic, data-based approach to understanding where a lead is at in their buying process. This is done so marketers will have a great knowledge of how to nurture a lead with the right content until they are ready to commit to a purchase. Once the lead is ready to make a […]
Five Steps to Creating an Effective Customer Profile for Lead Scoring
Lead scoring can save a company significant time and money if scoring is done based on an accurate and effective customer profile. The first step in every lead scoring initiative is to create a profile that captures your ideal lead. This is the benchmark all future leads will be ranked against. These are six simple […]
Lead Scoring Attributes: Hidden Information That May Not be Included
When you use a lead ranking system like the one in our Lead Management Automation™ platform, you’ll find that leads are prioritized according to fit and behavior. Lead scoring combines a grade for explicit attributes, which indicates fit, with a score for implicit attributes, which indicates an interest level. While implicit attributes measure digital body […]
Why Businesses Need Lead Grading and Lead Scoring
Every lead that comes in contact with a given website has the potential to be converted into a sale at some point or another. In fact, 98% of all website visitors never submit a form, which means they could go completely undetected. That is why marketing automation has become so vital to the success of […]
