When setting up a lead scoring and nurturing system, one item that must be thought through is what score threshold determines when the lead goes to sales and how does that happen. To determine this, you must go through an interactive approach and measure as you go. For instance, determine what multiple interactions and/or demographic information seems to fit a “sales ready” lead. A lead downloads a whitepaper, attends a webinar and has both the right title and industry that fits your lead definition – would that lead be ready for a sales call? Or is a lead that clicked on an email, went to a few product pages and downloaded a case study – is that enough to be considered “sales ready?” The choice is up to you…


Scoring: A Leading Priority for Marketers

In the age of the Internet, lead scoring has become crucial for marketers. Leads must be scored and prioritized for appropriate action. Otherwise, you’ll be wasting time, effort and your budget.

Today, leads flow to Marketing from ever-increasing online sources—email campaigns, the company website, Google AdWords and Google searches, webinars, online advertising, blogs and virtual trade shows—as well as from traditional marketing activities such as print ads, direct mail, trade shows and networking.  The sheer volume of leads can be overwhelming.

Automated lead scoring and prioritization is the key. Read more.

Stay First in Mind with Prospects and Customers

Lead nurturing is all about being first in mind with your prosepcts and customers. It means maximizing your sales and marketing resources and your revenue. Interacting early with a lead is not enough.  Nurturing leads can create more sales than an initial lead generation campaign itself. It’s also about nurturing your customer base. Being first in mind has the potential for tremendous impact on your business. Read more on the first in mind discipline here. Read More.