B2B Marketing Zone

More on Lead Scoring

Successful Sales and Marketing Alignment, Part 4: When to Pass a Lead to Sales


This post is part of a series to help B2B organizations understand and implement sales and marketing alignment. Part one was about getting started. Part…

Successful Sales and Marketing Alignment, Part 3: Designing the Lead Process


This post is part of a series to help B2B organizations understand and implement sales and marketing alignment. Part one was about making sure…
lead scoring

How Important is Lead Scoring?


A lot of marketing teams still guess about when the right time is to pass a lead to sales. Is it after the…

5 Steps to Creating a Successful Lead Scoring Program


In order to nurture your leads, it’s important to have an idea about where they are in the buyer’s journey. Are they just…

How PeopleHR Went From Lead Overload to Record-Setting Revenue


Like many other teams in organizations today, Human Resources (HR) is becoming more automated and data-driven. Many companies are turning to software solutions…

How Multi-Location Call Tracking Boosts Your Marketing ROI


We’re all quick to acknowledge how important our websites are. But how many of us are now saying that our mobile website is…

Sales Alignment: Put Theory Into Practice


“Sales alignment” began as an interesting concept. For its critics, that’s all it remains. Skeptics may say that a lot of the theory…

Marketing Moneyball: Let the Dallas Cowboys Help You Scout Hidden Prospects


What do lead scoring and the NFL have in common? It might surprise you; this odd couple shares more than you might think.…

Geodemographics: Using Location-Based Segments for Targeted Marketing


What does your address say about you? Quite a lot, as it turns out – especially to marketers trying to reach all of…

Lead Scoring Strategies for Agencies: Best Practices


How can agencies help businesses develop lead scoring strategies that get results? To find out, I talked to Sam Boush, President of Lead…

The Benefits of Marketing Automation for Sales: Make the Most of Your Time and Money


Marketing automation provides powerful tools for marketers and sales teams to build stronger relationships with customers and make better decisions for their business.…
3 Best Practices for Creating a Lead Scoring Matrix

3 Best Practices for Creating a Lead Scoring Matrix


TOFU. MOFU. BOFU. They’re funny-looking acronyms that are fun to say and music to the ears of sales and marketing teams who focus…

6 Lead Scoring Lessons for Better Lead Conversion


Lead scoring has changed the game for sales and marketing professionals over the past several years, and we’re starting to see much more…

Optimize the Sales Funnel with Lead Scoring


I‘ve been in sales for 20 years, and I can say for certain that new sales leads are vital to a company’s continued…