Published: 28 March 2019
Analyst(s): Marketing Research Team
Despite putting in immense efforts, most organizations still struggle to generate high-quality leads for sellers to follow up on. This guide will help B2B marketing leaders upgrade their lead qualification process by applying progressive lead scoring and management practices.
Before You Start
Common Pitfalls and Keys to Success
Step 1 of 4: Prioritize the Types of Scoring Rules to be Used for Qualifying Leads
Step 2 of 4: Identify and Distribute Points to Specific Scoring Criteria Based on the Scoring Rules
Step 3 of 4: Define Follow-Up Actions Based on Lead Scores
Step 4 of 4: Establish Mechanisms for Ongoing Sales and Marketing Collaboration to Continually Improve the Lead Management Process
Review Your Performance
Recommended by the Authors
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