Lead scoring - meclabs

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Example of lead scoring process audit1. Review scores of deals that closed.• Did these meet your threshold?2. Review deal sizes and time to close for wonopportunities.• What were the lead scores for accounts withlarge purchases and short timeframes topurchase? Were they higher than other leads?3. Review scores of deals that did not close.• Were these leads under your threshold?• Were some over your threshold?38
OPTIMIZE: How to continually optimize1. Audit your existing lead scoring process regularly2. Ensure that you have a closed-loop feedback process with Sales3. Conduct a SWOT analysis of your existing lead scoring processa. Stay abreast of industry happenings, and any internal or externalfactors which may influence your market and lead scoring campaigns4. Be willing to segment lead definitions even furtherwhere there are opportunities5. Adjust the individual scoring values based on howyour company (re)defines a lead39
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 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: OPTIMIZE: How to continually optimi
Page 41: Hands-on trainingInstructions for W

Lead scoring - meclabs

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