Lead scoring - meclabs

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Summary1. Generating more high-quality leads and improving leadgeneration ROI are top B2B marketer challenges2. Funnel optimization strategies present a great opportunityfor success3. Three-step process for B2B Marketing Funnel 2.0:1. Define and identify qualified leads2. Score all leads based on attributes that indicate sales-ready leads3. Optimize through continual adaptation and improvement40
Hands-on trainingInstructions for Worksheet 1• If you DO NOT have lead scoring• Draft criteria for a qualified leadand initial lead scoring campaignthat can be used for launch.Instructions for Worksheet 2• If you DO have lead scoring• Execute SWOT (strengths,weaknesses, opportunities,threats) analysis of existingcampaign.41
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 and 38: OPTIMIZE: How to continually optimi
Page 39: OPTIMIZE: How to continually optimi

Lead scoring - meclabs

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