The B2B Marketer's Guide to Lead Scoring

Nurturing your potential buyers

The most essential element in the execution of any successful B2B lead generation programme is lead scoring. It allows marketers to rate leads based on specific measurements and attach a value on a lead in terms of sales-readiness.

Lead scoring is a strategic process that measures the quality of each lead as it passes through the buying cycle. The more a lead is nurtured, the more knowledgeable and informed the potential buyer becomes. As they interact with web page, content, forms and other assets we learn a little more about them and their potential to purchase increased.

In this white paper we delve into:

  • The importance of sales and marketing alignment
  • The stages of the sales cycle
  • Monitoring visitor behaviour and profiling
  • Benefits of marketing automation

Download the white paper now to learn how to setup your lead scoring processes.

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