Optimize Lead Generation With Lead Scoring
In today’s competitive environment, optimizing Sales’ resources by giving them qualified leads is key to B2B marketing success.
Member Challenge
- Prospective buyer traffic into digital marketing platforms has exploded.
- Many freemium/low-cost digital marketing platforms lack lead scoring and nurturing functionality.
- As a result, the volume of unqualified leads being delivered to outbound sellers has increased dramatically.
- This has reduced sales productivity, frustrated prospective buyers, and raised the costs of lead generation.
Our Advice
Critical Insight
- Lead scoring is a must-have capability for high-tech marketers.
- Without lead scoring, marketers will see increased costs of lead generation and decreased SQL-to-opportunity conversion rates.
- Lead scoring increases sales productivity and shortens sales cycles.
Impact and Result
- Align Marketing, Sales, and Inside Sales on your ideal customer profile.
- Re-evaluate the assets and activities that compose your current lead generation engine.
- Develop a documented methodology to ignore, nurture, or contact right away the leads in your marketing pipeline.
- Deliver more qualified leads to sellers, raising sales productivity and marketing/lead-gen ROI.
Research & Tools
Start here – read the Executive Brief
Read our concise Executive Brief to find out why you should optimize lead generation with lead scoring, review SoftwareReviews Advisory’s methodology, and understand the four ways we can support you in completing this project.
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Optimize Lead Generation With Lead Scoring – Executive Brief
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Optimize Lead Generation With Lead Scoring – Phases 1-3
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1. Drive aligned vision for lead scoring
Outline your plan, form your team, and plan marketing tech stack support.
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Optimize Lead Generation With Lead Scoring – Phase 1: Drive an Aligned Vision for Lead Scoring
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2. Build and test your lead scoring model
Set lead flow thresholds, define your ideal customer profile and lead generation engine components, and weight, score, test, and refine them.
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Optimize Lead Generation With Lead Scoring – Phase 2: Build and Test Your Lead Scoring Model
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Lead Scoring Workbook
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3. Apply your model to marketing apps and go live with better qualified leads
Apply your lead scoring model to your lead management app, test it, validate the results with sellers, apply advanced methods, and refine.
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Optimize Lead Generation With Lead Scoring – Phase 3: Apply Your Model to Marketing Apps and Go Live With Better Qualified Leads
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