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How to guide - getting started with lead scoring
 

How to guide - getting started with lead scoring

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Lead scoring applies mathematical formulas to rank potential customers. It is chiefly used to identify prospects that are ready for direct sales contact. Because the calculations are automatic, the ...

Lead scoring applies mathematical formulas to rank potential customers. It is chiefly used to identify prospects that are ready for direct sales contact. Because the calculations are automatic, the scores are consistent, current, and can include more variables than any manual assessment. This saves marketers work, ensures that all qualified leads are sent to sales promptly, and keeps non-qualified leads out of the sales system.

Despite the obvious value of automated scoring, a recent survey by Aberdeen Group found it’s used by barely more than half (57%) of marketing automation users. The remainder may not know how to set up a lead scoring program or may consider it too much work. This paper will help those marketers to get started by showing how to set up a simple system and then refine it over time.

To obtain this document, visit us at http://www.demandmetric.com/register

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