Lead scoring - meclabs

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SCORE: Lead scoring attributes/behaviorsLead Scoring AttributesIndustryCompany size (number of employees)Annual revenueLocationBudgetJob titleKey problem / pain pointCurrent solutionEducationLead Scoring BehaviorsWebsite visitHigh-value website page visitEmail openEmail clickthroughWhitepaper downloadWebinar registrationPhone callEmail sentVisited booth at trade show32
SCORE Sample lead score calculation (1)Lead scoring criteriaAddition / Subtractionof pointsWorks for a company with 100 + employees +3Indicated an acceptable budget of $5,000 for purchase +5Indicated a time frame to purchase of three months or less +4Has job title that includes “Manager” or “Director” +3Indicated desire to be contacted by a salesperson +21Total36Target threshold is 21,so route lead to Sales33
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 and 24: IDENTIFY: Requirements of sales-rea
Page 25 and 26: IDENTIFY: Sample lead definition•
Page 27 and 28: Step 2 of 3: SCORE
Page 29 and 30: SCORE: Lead scoring improves lead g
Page 31: SCORE: Creating lead scoring campai
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

Lead scoring - meclabs

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