For any business to succeed in today’s competitive market, generating the most qualified sales leads quickly is critical to maximizing conversions. And lead scoring is an important part of this process. Not sure what lead scoring is – don’t worry, you’re absolutely not alone. In simple terms, it’s a method of ranking prospects against a scale that measures the value of a lead to an organization. Even more importantly, it‘s an integral part of lead generation and, ultimately, the holy grail — sales conversion.
When done right, lead scoring can lead to increased sales efficiency and effectiveness as it focuses the sales team’s time and attention on the leads considered most valuable. The unqualified or low value lead is filtered out, saving the sales team valuable time and resources. Lead scoring can also reveal a wealth of data that can help businesses fine-tune their strategies and craft more effective sales messages. Relationships between the marketing and sales departments are strengthened by identifying the best leads, which are ranked and scored based on profile characteristics and tracked online behavior. Information is power and when it comes to selling more stuff to more people, lead scoring is important, yet often overlooked.
Want to Know More About Lead Scoring?
If you want learn more about lead scoring (and I’m not sure why you wouldn’t), you’ve come to the right place. Our friends at the Integrated Marketing Summit are hosting a free webinar this coming Tuesday, February 18 at 2:00pm EST/1pm CST featuring Paul Fuller and Chuck Rue from NuGrowth Solutions (link: add link here to the company’s About page), experts in the lead generation and marketing automation space. I just registered myself to attend and that’s what inspired me to write this post. If lead scoring is on my radar screen, and something I need to know more about to deliver more effective results for our clients, I’ll bet it’s on your “need to learn more about” list as well. I hope you’ll come hang out with me and learn from these guys.
The webinar will cover:
• Why traditional demographics are failing as an identifier for likely buyers
• The lead scoring equation: Profile + Behavior = Likely Buyers
• Using lead scores to influence marketing and sales messages
• Cultivating sales and marketing alignment
• Case Study: NuGrowth Solutions
Lead Scoring: The Science of Sales Conversion takes place this coming Tuesday, February 18 at 2:00pm ET and is free to attend. Just make sure you save a spot by registering at BrightTALK channel.
More About These Speakers
Paul Fuller is the EVP and one of the founders of NuGrowth Solutions. NuGrowth is a company that works with businesses to increase client bases through outsourced sales and marketing services. They help lead sales teams and implement marketing programs that generate sales leads, build pipelines and increase sales working with business ranging from start-ups to enterprises. His colleague, Chuck Rue, co-presenter of the webinar, is the manager of sales and marketing automation for NuGrowth. Chuck and his team manage the CRM and marketing automation and implementation for NuGrowth’s clients, including database management, campaign and content distribution, lead scoring and delivery and comprehensive reporting. They’re both awesome guys and super smart – and I can’t wait to hear what they’ve got to share about lead scoring.
I hope you’ll make time to join us – I think you’ll be glad you did.
Other resources on this topic:
Marketo: Lead Scoring Information and Helpful Resources
Act-on: Best Practices for Setting Up a Lead Scoring Program
Hubspot: Lead Scoring, 13 Criteria You Should Be Using to Score Leads
photo credit: Kaptain Kobold via photopin cc
Shelly Kramer is a Principal Analyst and Founding Partner at Futurum Research. A serial entrepreneur with a technology centric focus, she has worked alongside some of the world’s largest brands to embrace disruption and spur innovation, understand and address the realities of the connected customer, and help navigate the process of digital transformation. She brings 20 years’ experience as a brand strategist to her work at Futurum, and has deep experience helping global companies with marketing challenges, GTM strategies, messaging develoment, and driving strategy and digital transformation for B2B brands across multiple verticals. Shelly’s coverage areas include Collaboration/CX/SaaS, platforms, ESG, and Cybersecurity, as well as topics and trends related to the Future of Work, the transformation of the workplace and how people and technology are driving that transformation. A transplanted New Yorker, she has learned to love life in the Midwest, and has firsthand experience that some of the most innovative minds and most successful companies in the world also happen to live in “flyover country.”
