Qualified leads are hard to get; you can't afford to lose or waste them. 70% of the qualified leads that make it to sales get disqualified or discarded, often because they
just aren't ready to buy now. But 80% of those "bad" leads will ultimately go on to buy from you – or from a competitor – within 24 months. What to do? Nurture them until
they're ready to buy.
Seven foundational steps your company can take to set up a functional, cost-effective lead scoring strategy, including understanding the fundamentals of lead scoring; learning
how to identify the traits that define your ideal sales prospects; the factors to building a system that will grow with your organization over time, and why it's so important to
work closely with your sales organization on a lead scoring strategy
Lead scoring works, but getting started can be intimidating. Experts Matt Heinz, President of Heinz Marketing, and Craig Rosenberg, VP of Sales and Marketing of
Focus and The Funnelholic share the eight linear steps to getting started, and making lead scoring work for you.
You'll improve your marketing results when you target your messaging to segments, rather than blasting the same campaign out to all your
prospects. Learn how to segment your prospects into groups with shared needs and concerns – with the basics of strategy, capturing data,
defining a segment, and more.
At a time when integrated, cross-channel marketing plays such a critical role for B2B companies, just 29% of companies say their event marketing initiatives are
very integrated with their other marketing campaigns. This makes it difficult to coordinate marketing activities or to apply data generated from
live events to other campaigns. This paper helps you solve that problem, with clear guidance and specific strategies.