Lead Score 101
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Sales Lead Management and Lead Scoring Best Practices Toolkit | Eloqua

Sales Lead Management and Lead Scoring Best Practices Toolkit | Eloqua | Lead Score 101 | Scoop.it
Get sales lead management, lead qualifying and lead scoring best practices from Eloqua to learn how to detect qualified sales leads to improve marketing ROI.
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Eloqua's list of downloads related to Lead Management and Lead Scoring. <--- Good list! 

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Optify

Optify | Lead Score 101 | Scoop.it
Lead scoring, what is it, its objective, main benefits and key elements. This post covers basic questions about lead scoring.
Jessica Donlon's insight:

Haven't heard much on Optify: 

"Looking for a way to manage all your inbound programs? Our inbound marketing software suite gives you an easy way togenerate more high-quality leads, enable sales, and measure the impact of all of your programs in one place."

 

Anyone using it with feedback? Comparison to Marketo, Act-On, HubSpot?

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The Lead Blog: Lead Scoring - What's All the Fuss About?

The Lead Blog: Lead Scoring - What's All the Fuss About? | Lead Score 101 | Scoop.it
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From 2009, but still a nice overview on lead validation, verification and scoring. 

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Lead Scoring 101 | Marketing Genius Blog

Lead Scoring 101 | Marketing Genius Blog | Lead Score 101 | Scoop.it
Insights, tools, best practices and expert opinions surrounding todays sales and marketing challenges.
Jessica Donlon's insight:

Overview on the basics, covers: 

 

* Why Do You Need Lead Scoring?

* How Do You Create This Score?

* The Profile Dimension

* The Behaviorial Dimension

* The Overall Score

* Getting the Right Score

* Hurrah! We Have a Qualified Lead :)

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Lead Management Vs. MQLs - Gartner | #TheMarketingTechAlert

Lead Management Vs. MQLs - Gartner | #TheMarketingTechAlert | Lead Score 101 | Scoop.it

Advanced/ Digest...

 

Lead management software, which allows for lead scoring and qualification, does a great job in helping to move the more qualified leads to the top. After all, you don’t want the qualified leads to get stuck in an endless loop or traffic jam where they don’t get the attention they need quickly. Conversely, you want to nurture the suspects who might turn into opportunities down the road, rather than scare them off by introducing a salesperson early in the process.

 

Problems arise when that is viewed as the endpoint and marketing as a whole (not just the demand generation team) is focused primarily on generating MQLs. Provider marketers, especially product marketers, should be tasked with helping sales to create revenue, from the idea stage all the way until the contract signed (repeating again to expand, cross-sell and up-sell). They should be responsible (fully or in collaboration with sales or colleagues in marketing) for a  wide range of actions, all of which are interdependent and impact the ability to win a deal. They include:

-- >  Positioning and messaging

-- >  Segmentation and targeting

-- >  Product launch

-- >  Value-added customer-facing content (appropriate for different stages in the buying cycle)

-- >  Sales enablement (More on this in future research and blog posts)

-- >  Win/Loss analysis

-- >  Competitive intelligence

-- >  Customer references and advocacy

-- >  Ad-hoc sales support as needed

 

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Via CYDigital
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CYDigital's curator insight, January 15, 2014 9:13 PM

It comes down to "what is my mission?" It could very well be that corporate says "find a way to bring leads in and bring the best to Sales." Or the mission could be "generate new revenue streams for Sales" or "redefine the sales funnel" or whatever.


Find the corporate need, and create the solution.

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Lead Scoring 101 – The Marketing Evangelist - LeadMD.com

Lead Scoring 101 – The Marketing Evangelist - LeadMD.com | Lead Score 101 | Scoop.it
Jessica Donlon's insight:

Link to ebook download page (registration required). Covers: 

Let’s talk lead score…How demographics play into successful lead scoringHow behaviors can indicate when a prospect is ready to buyHow to better align marketing & sales through a comprehensive lead scoring model
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B2B Lead Management: Lead Scoring, Qualified Sales Leads | Eloqua

B2B Lead Management: Lead Scoring, Qualified Sales Leads | Eloqua | Lead Score 101 | Scoop.it
Get more qualified leads to your sales team with help from Eloqua’s B2B lead generation and lead scoring solution to improve lead management.
Jessica Donlon's insight:

Marketing software makes lead scoring an easier process. Options from Eloqua: 

 

"Eloqua’s Co-Dynamic Lead Scoring technology uses common lead quality definitions such as BANT (Budget, Authority, Need and Timeline), as well as key qualification data, including lead response, activity and behavior.

Qualified sales leads with higher scores are considered more likely to convert to closed revenue and are automatically passed to sales.Lead scores can be determined according to recency of activity and degraded based on inactivity as leads cool off.  Unqualified or cold leads can be routed to lead nurturing programs until they become active again."
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Bluewolf | MKTG 101: Lead Scoring + Nurturing

Jessica Donlon's insight:

Coming Soon: Class from Bluewolf

 

Description: "In today’s fast paced business environment, it is crucial that a marketer understand how to leverage technology to streamline processes and improve lead quality. This course will teach you how to build and implement complex lead scoring and nurturing programs by utilizing leading marketing automation applications such as Eloqua and Marketo."

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