Lead Scoring Success Kit

How this lead scoring success kit will benefit you

Studies have shown that just a 10% increase in lead quality can result in a 40% increase in sales productivity, and lead scoring is one of the best ways to increase your lead quality across the board. Lead scoring allows you to use your prospects’ behaviors online to determine their interest in your product and narrow down who is most likely to buy, and who could use nurturing. By separating prospects who are further along in the sales pipeline from those who aren’t quite ready to buy, your sales and marketing teams can focus on their respective areas of expertise. The most qualified leads can be funneled to sales, while others can be processed through a lead nurturing program.

When you make lead scoring a priority, you ensure your highest quality leads don’t slip through your fingers while constantly compiling data to increase the success of your marketing campaigns. As a result, you’ll find yourself with more higher quality sales leads, increased conversion rates, and an overall boost in revenue.

To get you started, we’ve compiled an extensive collection of essential resources, whether you’re just getting off the ground or you want to take your lead scoring strategy to the next level to strengthen your revenue cycle, drive return on investment (ROI), and align your sales and marketing teams around a common goal and strategy.

 

What’s in the Lead Scoring Success Kit?

Get started

The hardest part about developing a lead scoring program can be the first steps—but don’t worry. With the solid foundation of knowledge provided by these resources, you’ll be ready to hit the ground running.

  • [Guide] The Definitive Guide to Lead Scoring
    Discover how to foster success across your marketing and sales organizations with lead scoring. This definitive guide, designed for both novices and experienced practitioners, offers advice, best practices, and techniques to help you get the most out of every lead that enters your database. 

  • [Worksheet] Lead Scoring Cheat Sheet
    This Lead Scoring Cheat Sheet includes a complete introduction to lead scoring and key terms to enrich your B2B marketing vocabulary. You will also learn the distinction between demographic and behavioral scoring as well as basic and advanced lead scoring tips and techniques. The Lead Scoring Cheat Sheet also provides you with samples and illustrations of lead scoring and lead score creation for you to consider when implementing your own process.

Research your options

Looking for some more background? Learn some insider information and tips from the best in the industry.

  • [Webinar] The Who, What, Why, How of Lead Scoring
    Lead scoring is a shared sales and marketing process for identifying the hottest leads for sales-readiness, an invaluable tactic that most companies are struggling with. Watch this 30-minute, fast-paced webinar to get the latest and greatest tips on lead scoring, whether you are setting up for the first time or looking to optimize your current model.  

Deep dive into lead scoring

These resources will help you to break down lead scoring into its component parts so you can learn the ins and outs of this integral part of lead management.

  • [Worksheet] Your Lead Scoring Worksheet
    Use this checklist as a starting point to identify the key demographics that are relevant to your organization, as well as the key behavior-based scores to consider. We have listed dozens of demographic, firmographic, and behavioral attributes to help you find the ideal scoring rules for your company.

Access insights

Numbers don’t lie. Learn how lead scoring has spelled growth for major players, complete with case studies and methodology.

  • [Webinar] Predictive Lead Scoring: How to Turn Data into Revenue
    Check out this webinar to discover how predictive lead scoring will put all of your data to work for you. Learn how the marketing ninjas at SmartBear have used Marketo and Mintigo to build an automated system that targets the right leads with the right messages at the right time.

  • [Blog] Playing for Keeps: Expert Ideas for Effective Lead Scoring
    Ranking prospective buyers and their potential budgets may seem like an art, but there is methodology to the madness. Lead scoring increases your organization’s efficiency and effectiveness, and thus is an important aspect of sales and marketing automation strategies. 

  • [Case study] Customer Profile: KDS
    With marketers under constant pressure to ensure investments are delivering optimal returns, marketing automation is rapidly becoming standard best practice for many organizations. While KDS already had a marketing automation solution in place, it was proving to be increasingly difficult to use, did not support lead scoring on their email marketing activities, and was not fit-for-purpose. 

Become a power user

Gain insight into the advanced tactics used by major players to take your targeted marketing efforts above and beyond. 

  • [ebook] 4 Steps to Developing a Winning Lead Scoring Model
    Download this ebook to learn how to score your leads based on their fit, demographics, behaviors, propensity to buy, and more to help you ensure that you’re only passing qualified leads to your sales team. 

  • [Webinar] Scoring Leads and Using Lead Tokens
    Scoring is the key to targeted marketing. In this webinar, you will learn how to create scoring programs and rank leads accordingly