Published: 19 April 2017
Analyst(s): Marketing Research Team
Despite immense effort, most B2B organizations struggle to generate high-quality leads for sellers to act on. This guide will help B2B marketing leaders upgrade existing lead qualification processes by applying best practices in lead scoring and management.
Before You Start
Common Pitfalls and Keys to Success
Step 1 of 3: Prioritize Lead Scoring Categories
Step 2 of 3: Identify and Distribute Points to the Scoring Criteria for Each Category
Step 3 of 3: Build Consensus on the Lead Scoring Methodology With Sales
Review Your Performance
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