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How Lead Scoring Makes Your Sales and Marketing Department More Efficient

January 14, 2013/0 Comments/in Best Practices, Lead Scoring, Revenue Generation Blog/by Lead Liaison

Learn how lead scoring makes your sales and marketing department more efficient. Marketing automation has quickly became the hottest trend in B2B sales and marketing due to its ability to produce high quality leads that generate revenue while saving valuable resources like money, time, and energy. Lead scoring is an essential component of the marketing […]

Building Your Lead Scoring Matrix: What to Include

January 10, 2013/0 Comments/in Best Practices, Lead Scoring, Revenue Generation Blog/by Lead Liaison

Include key items when building your lead scoring matrix. Before you can determine a lead score for a marketing contact, it is important to determine the criteria that will be used to calculate that score. A typical lead scoring matrix will rank leads according to explicit (demographic) and implicit (activity) criteria. Explicit scoring criteria define […]

Three Key Rules for Developing Lead Forms

January 9, 2013/0 Comments/in Best Practices, Lead Generation, Revenue Generation Blog/by Lead Liaison

B2B marketers have a plethora of tools available to gather information about marketing leads. One of the more effective methods is using online lead forms. Using a form to capture relevant data about a lead allows you to organize leads, personalize marketing messages, and score behaviors. There are three key rules for developing lead forms. […]

Use Lead Scoring to Increase the Chance of Conversion

January 9, 2013/0 Comments/in Best Practices, Lead Scoring, Revenue Generation Blog/by Lead Liaison

Use lead scoring to increase the chance of conversion. Marketing departments are collecting endless leads through demand generation activities such as email list sign-ups, events, and website registrations. Every lead has a unique profile and potential based on how they were obtained. Lead scoring is a powerful tool that can dramatically increase a company’s chance […]

Implicit Lead Scoring, What Really Matters

January 8, 2013/0 Comments/in Best Practices, Lead Scoring, Revenue Generation Blog/by Lead Liaison

Lead scoring rules for B2B marketing automation programs may differ across various lead management architectures. An attribute such as a lead’s company position may receive higher scoring in one program than in another. But most programs will include explicit and implicit lead scoring matrices. While explicit, or physical, scoring is critical to lead qualification, it […]

Check out some of our most recent blog posts:

How Lead Scoring Makes Your Sales and Marketing Department More Efficient

Building Your Lead Scoring Matrix: What to Include

Three Key Rules for Developing Lead Forms

Use Lead Scoring to Increase the Chance of Conversion

Implicit Lead Scoring, What Really Matters

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