Creating Sales Opportunities with Lead Scoring

Creating Sales Opportunities with Lead Scoring


Lead scoring is often touted as the new secret sauce that transforms marketing from art to science. Interestingly, recent research from CSO Insights finds that only 26.9 percent of 550 companies surveyed have implemented a formal lead scoring process.

A lead's score is not just a number but a definition of buying interest. The components of the score should be designed to help marketing pinpoint sales-ready leads by assessing levels of engagement related to their interest in your company's ability to solve urgent priorities.

By breaking down the complexity of lead scoring to a 5-stage process, you’ll have a framework that helps you structure the process with the creation of sales opportunities as the goal - right from the start.

This guide will walk you through the process step-by-step, ensuring you have just what you need to drive continuous lead engagement, satisfy the needs of your salespeople, and play a key role in the generation of revenues.


Ardath Albee CEO and B2B marketing strategist, Marketing Interactions, Inc. Ardath Albee is CEO and B2B marketing strategist for her consulting firm Marketing Interactions, Inc. For almost a decade she's helped companies increase their marketing effectiveness by generating more and better leads for their sales forces with e-marketing and content strategies. She writes the popular Marketing Interactions blog and her book, E-Marketing Strategies for the Complex Sale, will be out this fall from McGraw-Hill.
07 Oct 2009
07 Oct 2009
12 Page(s)
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