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Lead Scoring for Modern Marketers

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Lead scoring is an objective ranking of one sales lead against another. This not only helps align the right follow-up to the corresponding inquiry, but it also helps marketing and sales professionals identify where each prospect is in the buying process. The process of defining lead scores also improves alignment and collaboration between marketing and sales teams. Download our full eBook to learn more: http://bit.ly/leadscoringl

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Lead Scoring for Modern Marketers

  1. 1. +10 +20 +20 +5 +20 +5 Lead Scoring for Modern Marketers
  2. 2. C1 D4 B3 C2 B1 A2 C2 According to the Lenskold Group, 68% of top marketers report lead scoring as most responsible for improving the revenue contribution of content marketing.
  3. 3. THE OLD WAY TO SCORE LEADS: Budget Authority Need Timeline
  4. 4. THE MODERN MARKETER WAY TO SCORE LEADS: Job Title Industry Company Revenue Product Need Lead Source Other Explicit Data determined by Marketing and Sales Establish Prospect Identity Score from A-D based on:
  5. 5. THE MODERN MARKETER WAY TO SCORE LEADS: Website Visits Promotional Response Social Media Activity Other Implicit Data determined by Marketing and Sales Establish Prospect Engagement Score from 1-4 based on:
  6. 6. THE MODERN MARKETER WAY TO SCORE LEADS: Engagement(1-4) Fit (A-D) MQLs D1 D2 D3 D4 C4 C3 C2 C1 B1 A1 A2 A3 A4B4 B3 B2 • Combine the two dimensions into one score • Marketing and Sales can know about prospect at a glance • Establish actions for each combined score
  7. 7. LEAD SCORING IN ACTION: Molex a global manufacturer, increased marketing qualified leads (MQLs) by 93% and sales pipeline by 380% after implementing lead scoring. D1 C2 C2 C2 B4
  8. 8. Download our Guide LEARN MORE ABOUT LEAD SCORING FOR MODERN MARKETERS

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