Lead Scoring Archives

Lead Scoring For Behavior And Demographics

What constitutes a qualified lead? This age-old question has plagued marketers for years. The phrase “dialing for dollars” is becoming less of the norm as digital inbound and outbound marketing has taken the lead qualification and made it much more effective. Understanding how to leverage both behavior- and a demographic-based lead scoring model will not only guarantee that the right leads are receiving the right content, but also ensures that sales is working with leads that are truly interested in the services or products being offered. The Behavior lead scoring model involves identifying various sales-ready behaviors and actions, and associating [...]

Act-On: Embrace the Segment!

Within Act-On, you want to be using your email campaigns and marketing efforts to their fullest potential by creating and molding content to fit a particular population of contacts by creating what is called a list segment. List Segmentation is the technical capability to digitally organize and distribute your contacts, prospects, and contacts under your CRM tool, or Customer Relationship Management tool, from your larger lists and put them into smaller sub-lists within Act-On. You can filter for particular behaviors or other information you have acquired from your database to populate these sub-lists. At a glance, it seems obvious that [...]

Pardot – The Path Of Least Resistance

The key to success lies in the strategies behind your marketing campaigns. From day one, your marketing efforts should be pushing your leads down a path with the least amount of resistance to become sales qualified. Most marketers make the mistake of creating their campaigns with a single strategic approach without regard for their industry, their target audience, or best practices. Pardot will enable you to streamline your marketing efforts and push your prospects down that path of least resistance by integrating your marketing efforts with your Salesforce CRM efforts. Business to Business There’s a distinct difference between B2B and [...]

What’s Lead Scoring And Why Is It Important For Your Business?

When someone asks us what a lead score is, we’ll lead them to the nearest sports bar and point to a winning team on the TV… Kidding, of course! Well, what is a Lead Score?! Lead scoring is the process of organizing your company’s prospects or potential customers based upon their behavior or interaction with your marketing campaigns. Your company may create a marketing campaign through: Social Media Email Websites Landing Pages & Forms Prospects range from anonymous users to marketing qualified leads! The difference between the two depends on the level of interest displayed by your prospect. To clarify [...]

Nurturing Leads with Marketing Automation

What do you know about the customers who visit your website each day? If you aren’t capturing leads from those daily visits, you’re missing a great opportunity to convert curious researchers into paying customers. Through the use of marketing automation, you can not only capture great leads, but also convert those leads into paying customers. Information can be delivered to the right customer at the right intervals, improving your chances of success in your marketing efforts. But how does this tool work? Lead Scoring Today’s marketing automation tools use lead scoring to rank visitors based on their relevance to [...]