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            <b style="color:black;">DOWNLOAD NOW
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Text Content

THE DEFINITIVE GUIDE TO LEAD SCORING






How can lead scoring benefit your business?

Lead scoring allows you make the most out of every lead that enters your
pipeline. This guide is meant to help companies understand why, how, and when to
implement lead scoring and improve execution with best practices and easy-to-use
worksheets.

When you implement a lead scoring program, you can determine a prospect’s
current level of interest in your business and use that information to drive
sharper, more relevant engagement. You can speed up the sales cycle by moving a
prospect forward the first time they raise their hand. Lead scoring also ranks
the prospect’s demographics, like title, industry, and annual company revenue,
to make sure they fit your target customer profile.

Whether you’re a lead scoring pro or just getting started, these scoring
tactics, case studies, and measurement tips will transform your practices and
streamline lead flow, productivity, and efficiency between marketing and sales
to simplify processes so your teams can focus on what they do best.

What’s in the guide?

 * Why your business needs lead scoring
   Lead scoring helps you focus on the right accounts to drive ROI, aligns sales
   and marketing, and boosts productivity for both teams across the board.
   
   
 * Lead scoring basics
   Find out how to rank leads to determine their sales-readiness, learn lead
   scoring best practices and discover how to use demographic and firmographic
   attributes, as well as behavioral data, to score leads.
   
   
 * Getting started
   This guide will walk you through the first steps of lead scoring, including
   the basics of reviewing data, determining ideal targets, aligning marketing
   with sales, and selecting your scoring criteria.
   
   
 * Advanced scoring strategies
   Once you have the basics down, find out how to implement product scoring to
   understand a lead’s interest in specific products and offerings, discover how
   lead scoring works with an account-based marketing strategy, learn how to
   understand the feedback loop, and more.
   
   
 * Lifecycle management
   The revenue cycle, or “funnel,” starts with demand generation and ends with a
   closed deal and a new customer. As your lead scoring program develops, master
   your revenue cycle management so you can keep track of sales-accepted leads
   (SALs), recycled leads, and service-level agreements (SLAs).
   
   
 * Common issues
   What do you do when your data quality is poor? Is it always best to sell to
   big companies? Learn the common pitfalls and misconceptions that marketers
   face when implementing a lead scoring program.
   
   
 * Content marketing, social media, and lead scoring
   Content marketing and social media are important tools on their own, but
   combined with lead scoring, they provide you with invaluable insights,
   transforming seemingly random actions into traceable buying patterns. Learn
   where each type of content fits in the lead scoring cycle, including
   webinars, demos, ebooks, email, social media, and more.
   
   
 * The ROI of lead scoring
   Discover how lead scoring can increase leads to opportunities, decrease the
   sales cycle duration, boost sales productivity, and generate revenue. See
   examples of how you might measure and share lead scoring results to
   continuously optimize your program and earn a seat at the revenue table.

Download this comprehensive guide today to learn the process of lead scoring
from start to finish, and improve execution with best practices and easy-to-use
worksheets


DOWNLOAD GUIDE


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The Adobe family of companies would like to bring you great content like this
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