Lead Scoring for Modern Marketers
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Transcript of Lead Scoring for Modern Marketers
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Lead Scoring for Modern Marketers
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C1
D4
B3C2
B1 A2
C2
According to the Lenskold Group, 68% of top marketers report lead scoring as most responsible for improving the revenue contribution of content marketing.
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THE OLD WAY TO SCORE LEADS:
Budget
Authority
Need
Timeline
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THE MODERN MARKETER WAY TO SCORE LEADS:
Job Title
Industry
Company Revenue
Product Need
Lead Source
Other Explicit Datadetermined byMarketing and Sales
Establish Prospect Identity Score from A-D based on:
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THE MODERN MARKETER WAY TO SCORE LEADS:
Website Visits
PromotionalResponse
Social Media Activity
Other Implicit Datadetermined byMarketing and Sales
Establish Prospect Engagement Score from 1-4 based on:
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THE MODERN MARKETER WAY TO SCORE LEADS:
En
gage
men
t (1
-4)
Fit (A-D)
MQLs
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D2
D3
D4 C4
C3
C2
C1 B1 A1
A2
A3
A4B4
B3
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• Combine the two dimensions into one score
• Marketing and Sales can know about prospect at a glance
• Establish actions for each combined score
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LEAD SCORING IN ACTION:
Molex a global manufacturer, increased marketing qualified leads (MQLs) by 93% and sales pipeline by 380% after implementing lead scoring.
D1
C2
C2
C2
B4
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Download our Guide
LEARN MORE ABOUT LEAD SCORING FOR MODERN MARKETERS