The most essential element in the execution of any successful B2B lead generation programme is lead scoring. It allows marketers to rate leads based on specific measurements and attach a value on a lead in terms of sales-readiness.
Lead scoring is a strategic process that measures the quality of each lead as it passes through the buying cycle. The more a lead is nurtured, the more knowledgeable and informed the potential buyer becomes. As they interact with web page, content, forms and other assets we learn a little more about them and their potential to purchase increased.
In this white paper we delve into:
- The importance of sales and marketing alignment
- The stages of the sales cycle
- Monitoring visitor behaviour and profiling
- Benefits of marketing automation
Download the white paper now to learn how to setup you lead scoring processes.