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. They will not adjust their behavior just because marketing classifies a lead as having a score of 200 instead of WARM. 3) Use these criteria and weights to score raw leads (contacts, inquiries, replies, etc.),
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