Just like we discussed a checklist for nurturing there is an equally important checklist needed for lead scoring. So many prospects seem to wonder – “how hard can it be to give scores to leads?” They quickly decide that every action should be scored and then are surprised when they can’t discern and/or prioritize their leads. [...]
Continue reading about Lead Scoring: A Preparation Checklist
We spend a lot of time with our customers discussing scoring approaches and best practices. One of the phrases that keeps coming up is the concept of iterative scoring. We also talk about starting out simply because really unless you’ve not only implemented scoring before but proven its worth (Sales agrees that the leads passed over [...]
One thing known with certainty is that all leads are not created equal. This makes lead scoring crucial for marketers so they can determine prospect readiness and take appropriate action at the right time. Increasingly, automation is key, since spreadsheets and calculators can no longer handle the volume of leads and their varying sources, interactions [...]
We are often asked about lead nurturing and how do you know if you are being effective with your nurturing. There are a number of ways to evaluate the success of your nurturing campaigns. It is important to measure your nurturing on a step-by-step basis as well as your overall nurturing program. It is also good [...]
Continue reading about Measuring and Evaluating Lead Nurturing
Now more than ever, it is essential that money spent on lead generation shows a solid return related to sales revenue or ROI. To this end, the success of marketing activities must be continually evaluated so that dollars are properly applied to the highest-yielding programs. Today’s lead management systems track all interactions of a lead [...]
Continue reading about Visibility into Your Marketing Programs
