Rules of B2B Lead Scoring – Who’s Hot, Who’s Not
Industrial Marketing Today
OCTOBER 7, 2010
In developing a lead scoring system, marketing has to make certain assumptions to classify prospects as hot or not. According to Marketo , a 10% increase in lead quality = 40% increase in sales productivity. Lead scoring, a key component of lead nurturing and management, is an effective tool for aligning sales and marketing.
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