Whitepaper
Determine the Right Action for Each Lead
Not all leads are created equally. An automated lead generation and scoring system acknowledges this by assigning values to leads based on objective criteria. The lead score determines the appropriate action for that lead.
PDF · Free download
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Steps to a lead scoring system: identify behaviors, assign points, set the sales-ready threshold
100
Point scale that works well for scoring a range of online behaviors
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A return visit can be worth twice as much as a file download — weightings reflect interest
What’s inside
- Identifying the online behaviors that indicate interest or sales-readiness
- Assigning point values to each of those behaviors
- Establishing a score that defines “Sales-Ready”
- How B2B marketers reduce costs and increase revenue by prioritizing leads with lead scoring
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