Lead scoring has been touted as the new secret sauce that transforms marketing from art to science. The reality is that in B2B selling, it couldn’t be further from the truth. While lead scoring enables marketers to be smarter about nurturing prospects through the pipeline, based on their profile and behavior, the ultimate goal is to effectively determine the exact moment to involve a human (Sales Rep).
Transforming leads to sales opportunities is accomplished with the answers to questions such as:
• How do we create a purposeful lead scoring process?
• Which online behaviors indicate higher interest levels?
• How can lead scoring help marketing to increase our sales pipeline?
• What steps can we take to reduce pipeline clutter?
Join us with Genius.com and B2B Marketing Strategist Ardath Albee for part one of this instructional three-part series where we will give you the tools needed to effectively set up and optimize your lead scoring efforts, while avoiding common pitfalls.
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