Optimize Lead Generation With Lead Scoring – Phase 2: Build and Test Your Lead Scoring Model

Author(s): Jeff Golterman

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Scoring leads against your ideal customer profile and prospect engagement is an iterative process. This phase gives marketers a toolkit to build and test your lead scoring methodology. and will guide you through the following activities:

  • Identify thresholds for when a contact will be ignored, nurtured, qualified, and sent to Sales.
  • Identify your ideal customer profile.
  • Establish, test, and validate profile ratings, activities, attribute values, and weights.

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Optimize Lead Generation With Lead Scoring

In today’s competitive environment, optimizing Sales’ resources by giving them qualified leads is key to B2B marketing success.

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