Tech Go-to-Market: Predictive Lead Scoring Can Yield Significant ROI for Technology Provider Marketers, Even for Lower Lead Volumes


Archived Published: 25 March 2016 ID: G00295382

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Summary

Predictive lead scoring is now a "must have" for B2B technology marketing leaders with high volumes of leads from inbound channels and events. But even providers with lower lead volumes can cost-effectively improve conversion rates and pipeline contribution over traditional scoring methods alone.

Table of Contents

  • Introduction
  • Analysis
    • Predictive Lead Scoring Can Be Beneficial to Many Providers
      • With High Lead Volumes, Filter and Prioritize the Best Leads Based on Fit for SDR Follow-Up
      • Cost-Effectively Improve Conversion Rates for More Modest Lead Volumes
    • Engage Key Sales Constituents Early and Often to Maximize Success
    • Summary
  • Gartner Recommended Reading
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