Numeric Scoring: The Key To Lead Management Success
Online Marketing Institute
JULY 31, 2009
Specific criteria carry specific point values, like +5 for downloading a white paper and +15 for attending a webinar. Three key ones that we look at: profile match, engagement level, and buying cycle position. The third dimension we use is the lead's position in the buying cycle. This can be a bit noisy.
40 
Let's personalize your content