Posts Tagged lead scoring

From lead scoring to lead nurturing – 3 considerations

From lead scoring to lead nurturing – 3 considerations

Most marketing automation platforms will offer the capability to score leads before they are passed through to a CRM as a qualified lead. The theory of this is great, but building a scoring matrix that is relevant to your business can be very hit or miss. How do you know whether your scoring matrix is effective? Here are three aspects to consider when reviewing (which you should do on a fairly regular basis): 1/ Compare the lead score in your marketing automation platform with opportun

November 2, 2011 No Comments Full Story

When is a lead not a lead? How to know when a customer is sales-ready

When is a lead not a lead? How to know when a customer is sales-ready

Increasing the number of sales-ready leads should be the top priority for all marketers, but unfortunately many leads generated from digital marketing or a company’s website will not be ready to talk to a sales person. Most website visitors will simply have arrived to start gathering more information and enhance their understanding, so to even define them as leads could be over-exaggerating their status. Our surveys show 45% of potential prospects go astray when marketing departments pa

January 6, 2011 No Comments Full Story

7 New Year considerations for the modern-day marketer

7 New Year considerations for the modern-day marketer

Proving the value of the marketing department (particularly to sales) has been an age-old debate, but never so poignant as it is in today’s environment. Tighter budgets, the proliferation of channels, the democratisation of the publishing process and the increasing dominance of Google and online marketing leaves teams juggling more priorities, and sales looking for increasing ROI. Job functions, channels to market, and communications mediums have all changed. How do marketers keep abreas

December 16, 2010 1 Comment Full Story