Title: The Secrets of Successful Lead Scoring
Published by/Authors: DEMANDGEN INTERNATIONAL, INC.
Gated: Yes
Score: 4.8
DemandGen tackles the "subject" of scoring by trying to solve the issue that salespeople don’t want more sales leads they want more qualified sales leads.
- This if for B2B
- There is a Lead Scoring Checklist
- Scoring Do's and Don’ts - nice chart
- There are Use Case Studies
- Quotes from DBR survey:
- Only 31% of those surveyed said they were “effectively using” lead scoring
- 3 in 10 respondents said they were using scoring “somewhat”
- 39% said they were not using scoring tools at all
- Question which they answer: Why aren’t those with marketing automation systems using scoring? SLMA: What’s that all about, they have the system and then don't use it?
- They say most companies don’t know “how” to build a system to score leads.
- Quote from Aberdeen: “80% of top-performing companies are more likely to use lead scoring technology.”
- They cover the secrets of optimal lead scoring.
- There is a caution to resist the temptation to just use BANT. Emphasis on "just."
- Major sections:
- A Structural Approach to Scoring
- Agreeing on a Marketing-Qualified, Sales Accepted Lead
- Taking a Sirius Approach to Scoring
- Finding the Right “Fit” for Scoring.
- Qualification Do’s and Don’ts
- A Clear Picture of Successful Scoring
- Lead Scoring Checklist
Why It’s Important:
“Salespeople don’t want more sales leads they want more qualified sales leads. Lead scoring can lead to better quality leads that turn into sales faster with less effort and time”
Sales Lead Management Association
SLMA Comments: Good read for both sales and marketing. Other staff members have to understand the process in order to fix it. Lead scoring can lead to better quality leads that turn into sales faster with less effort and time. We hope marketers get the point: salespeople want qualified leads.
Recommended for:
- CMO
- VP Marketing
- Director of Marketing
- Marketing Operations
- Lead Generation
- Digital Content
- MarCom
This review was conducted independently without the advice or consent of the publisher.
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