Lead scoring - meclabs

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IDENTIFY: How to define a qualified lead1. Analyze existing qualified leads2. Bring Sales into the loop3. Draft and roll out4. Adapt over time24
IDENTIFY: Sample lead definition• A sales-ready lead for our company has a need for CRM software -- and'gets it.'• They have some level of education on CRM and a clear understanding ofthe benefits.• They have an adequate budget set aside for their purchase.• They have downloaded one of our whitepapers on CRM softwarebenefits.• Approximately 30% of leads generated from Marketing will be salesready.• Approximately 15% of sales-ready leads will be closed by the sales team.- CRM Software Developer25
Page 5 and 6: Challenges growing in pertinenceGen
Page 7 and 8: How can I generate more highquality
Page 9 and 10: MarketingAutomationCustomer-centric
Page 11 and 12: Triggered nurturing and hand-offDow
Page 13 and 14: How can we approach the funnel ina
Page 15 and 16: B2B Marketing Funnel 2.0Qualified l
Page 17 and 18: 3-step process1.Identify2.Score3.Op
Page 19 and 20: What is a lead?19
Page 21 and 22: IDENTIFY: Defining a qualified lead
Page 23: IDENTIFY: Requirements of sales-rea
Page 27 and 28: Step 2 of 3: SCORE
Page 29 and 30: SCORE: Lead scoring improves lead g
Page 31 and 32: SCORE: Creating lead scoring campai
Page 33 and 34: SCORE Sample lead score calculation
Page 35 and 36: Step 3 of 3: OPTIMIZE
Page 37 and 38: OPTIMIZE: How to continually optimi
Page 39 and 40: OPTIMIZE: How to continually optimi
Page 41: Hands-on trainingInstructions for W

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